Fluence Energy Inc (FLNC) 2024 Q2 法說會逐字稿

Good day, and thank you for standing by, and welcome to Fluence Energy, Inc.'s Q2 2024 earnings conference call. (Operator Instructions)

大家好，感謝您的支持，歡迎參加 Fluence Energy, Inc. 2024 年第二季財報電話會議。（操作員指示）

Please be advised that today's conference is being recorded. I would now like to hand the conference over to your speaker today, Lex May, Vice President, Finance and Investor Relations. Please go ahead.

請注意，今天的會議正在錄製。現在，我想將會議交給今天的發言人、財務和投資者關係副總裁 Lex May。請繼續。

Thank you. Good morning, and welcome to Fluence Energy's second-quarter 2024 earnings conference call.

謝謝。早上好，歡迎參加 Fluence Energy 2024 年第二季財報電話會議。

A copy of our earnings presentation, press release, and supplementary metric sheet covering financial results, along with supporting statements and schedules, including reconciliations and disclosures regarding non-GAAP financial measures, are posted on the Investor Relations section of our website at fluenceenergy.com.

我們的收益報告、新聞稿和涵蓋財務結果的補充指標表的副本，以及支持性聲明和時間表（包括有關非 GAAP 財務指標的對帳和揭露），均發佈在我們的網站 fluenceenergy.com 的投資者關係部分。

Joining me on this morning's call are Julian Nebreda, our President and Chief Executive Officer; Ahmed Pasha, our Chief Financial Officer; and Rebecca Boll, our Chief Product Officer.

參加今天早上電話會議的還有我們的總裁兼首席執行官朱利安·內布雷達 (Julian Nebreda)、我們的首席財務官艾哈邁德·帕夏 (Ahmed Pasha) 和我們的首席產品官麗貝卡·博爾 (Rebecca Boll)。

During the course of this call, Fluence management may make certain forward-looking statements regarding various matters relating to our business and company that are not historical facts. Such statements are based upon the current expectations and certain assumptions and are therefore subject to certain risks and uncertainties.

在本次電話會議期間，Fluence 管理階層可能會就與我們的業務和公司有關的各種事項做出某些非歷史事實的前瞻性陳述。此類聲明是基於當前預期和某些假設，因此受某些風險和不確定性的影響。

Many factors could cause actual results to differ materially. Please refer to our SEC filings for our forward-looking statements and for more information regarding certain risks and uncertainties that could impact our future results. You are cautioned to not place undue reliance on these forward-looking statements which speak only as of today. Also, please note that the company undertakes no duty to update or revise forward-looking statements for new information.

許多因素可能導致實際結果大不相同。請參閱我們向美國證券交易委員會提交的文件，以了解我們的前瞻性聲明以及可能影響我們未來業績的某些風險和不確定性的更多資訊。請注意不要過度依賴這些前瞻性陳述，因為它們僅代表截至今天的情況。另外，請注意，本公司不承擔更新或修改前瞻性陳述以獲取新資訊的義務。

This call will also reference non-GAAP measures that we view as important in assessing the performance of our business. A reconciliation of these non-GAAP measures to the most comparable GAAP measure is available in our earnings materials on the company's Investor Relations website.

本次電話會議也將參考我們認為對評估業務績效重要的非公認會計準則指標。這些非 GAAP 指標與最具可比性的 GAAP 指標的對帳表可在公司投資者關係網站上的收益資料中找到。

Following our prepared comments, we will conduct a question-and-answer session with our team. During this time, to give more participants an opportunity to speak on this call please limit yourself to one initial question and one follow-up.

根據我們準備好的評論，我們將與我們的團隊進行問答環節。在此期間，為了讓更多參與者有機會在電話會議上發言，請將自己的提問限制在一個初始問題和一個後續問題上。

Thank you very much. I will now turn the call over to Julian.

非常感謝。現在我將把電話轉給朱利安。

Thank you, Lex. I would like to send a warm welcome to our investors, analysts, and employees who are participating on today's call. I will provide a brief update on our business and then review progress on our strategic objectives. Ahmed will then give more details on our financial results and outlook.

謝謝你，萊克斯。我謹向參加今天電話會議的投資者、分析師和員工表示熱烈的歡迎。我將簡要介紹我們的業務，然後回顧我們的策略目標的進展。隨後，艾哈邁德將詳細介紹我們的財務表現和前景。

Beginning on slide 4 with the key highlights, I am pleased to report that in the second quarter we had a strong financial performance as we recognized $623 million of revenue and increases our gross margin and cash flow generation.

從第 4 張投影片開始，我很高興地報告，我們在第二季取得了強勁的財務業績，實現了 6.23 億美元的收入，並提高了毛利率和現金流產生率。

We delivered our third consecutive quarter of double-digit gross margin. Our adjusted EBITDA for the second quarter was approximately negative $6 million, significantly improved from this same period last year. We ended the quarter with $541 million of cash, an increase of $65 million from December 31.

我們連續第三個季度實現了兩位數的毛利率。我們第二季的調整後 EBITDA 約為負 600 萬美元，較去年同期有顯著改善。本季末我們的現金為 5.41 億美元，比 12 月 31 日增加了 6,500 萬美元。

Additionally, we recognized more than $700 million of new orders. Our solution business contracted 2.2 gigawatt hours, our services business added 900 megawatt hours, and our digital business added 3.1 gigawatt of new orders.

此外，我們也確認了超過7億美元的新訂單。我們的解決方案業務簽約了2.2千兆瓦時，我們的服務業務增加了900兆瓦時，我們的數位業務增加了3.1千兆瓦的新訂單。

Our signed contract backlog as of March 31 was $3.7 billion, which was in line with our December 31st level. As revenue recognized its quarter and a couple of small adjustments offset the additional order intake.

截至 3 月 31 日，我們簽署的合約積壓金額為 37 億美元，與 12 月 31 日的水平一致。由於本季度確認了收入，並且一些小的調整抵消了額外的訂單量。

The increasing number of opportunities was reflected in the growth of our pipeline, which increased by $2.9 billion to $16.3 billion, thus giving us additional confidence in our revenue growth outlook for FY25 and beyond.

機會數量的增加反映在我們產品線的成長上，產品線增加了 29 億美元，達到 163 億美元，使我們對 25 財年及以後的營收成長前景更加有信心。

We had a strong quarter in our digital business, adding 3.1 contracted gigawatts to our backlog. Our digital assets under management increased by 200 megawatts to 17.2 gigawatts as of March 31. In summary, our combined services and digital annual recurring revenue or ARR, improved to approximately $68 million as of March 31.

本季我們的數位業務表現強勁，新增了 3.1 千兆瓦的合約訂單。截至 3 月 31 日，我們管理的數位資產增加了 200 兆瓦，達到 17.2 千兆瓦。總而言之，截至 3 月 31 日，我們的綜合服務和數位年度經常性收入或 ARR 增至約 6,800 萬美元。

Turning to slide 5, I'd like to discuss our progress on the five strategic objectives that guide our decision and actions. There are also important markers that investors can monitor and measure our performance against.

翻到第 5 張投影片，我想討論我們在指導我們的決策和行動的五個策略目標上取得的進展。還有一些重要的標記，投資者可以監控並衡量我們的績效。

First, on delivering profitable growth. I'm pleased to report that we have generated a record amount of free cash flow of approximately $88 million for the first half of our fiscal year. This is a proof point of the success of our business model and working capital management capabilities that result in a significant amount of cash generation.

首先，實現獲利成長。我很高興地報告，我們在本財年上半年創造了創紀錄的約 8800 萬美元的自由現金流。這是我們商業模式和營運資本管理能力成功的證明，可產生大量現金。

Second, we will continue to develop products and solutions that our customers need. As such, I am pleased to report that during the quarter, we expanded our Gridstack Pro line to include the 5000 series, which is our larger and more energy-dense 5-megawatt 20-foot enclosure, which I will discuss in more detail.

第二，我們將繼續開發客戶所需的產品和解決方案。因此，我很高興地報告，在本季度，我們擴展了 Gridstack Pro 產品線，包括 5000 系列，這是我們更大、能量密度更高的 5 兆瓦 20 英尺外殼，我將對此進行更詳細的討論。

Additionally, we signed our first domestic content -- contract that will allow our customers to benefit from incremental incentives on the Inflation Reduction Act or IRA. We are seeing tremendous interest from customers for US domestic content products. We believe we are well positioned to capitalize on this momentum, as we are one of the first companies capable of providing customers with products that we expect to qualify for domestic content under the IRA.

此外，我們簽署了第一份國內內容合同，該合約將使我們的客戶受益於《通貨膨脹削減法案》（IRA）的增量激勵。我們看到客戶對美國本土產品有著極大的興趣。我們相信，我們已做好準備，充分利用這一勢頭，因為我們是首批能夠向客戶提供符合 IRA 國內內容要求的產品的公司之一。

Third, we are on track for our US battery module manufacturing to begin initial production at our facility later this year. This battery module is a key piece that will enable us to provide a product that meets the US domestic contract requirements for battery energy storage.

第三，我們的美國電池模組製造計劃將於今年稍後在我們的工廠開始初始生產。該電池模組是一個關鍵部件，它將使我們能夠提供符合美國國內電池儲能合約要求的產品。

Fourth, we will use Fluence Digital as a competitive differentiator and a margin driver. I am pleased to report that our digital contract backlog increased by about 75% on a dollar basis from this time last year.

第四，我們將利用 Fluence Digital 作為競爭優勢和利潤驅動因素。我很高興地報告，與去年同期相比，我們的數位合約積壓量以美元計算增加了約 75%。

And our fifth objective is to work better. I am proud to state that in April, Fluence released its second annual sustainability report, which builds upon the sustainability disclosures from my inaugural report published in April '23, and provides updates on Fluence's sustainability strategy, which I will touch on more in a moment.

我們的第五個目標是更好地工作。我很自豪地宣布，Fluence 於 4 月發布了第二份年度永續發展報告，該報告以我於 2023 年 4 月發布的首份報告中的可持續發展披露為基礎，並提供了 Fluence 可持續發展戰略的最新信息，稍後我將詳細介紹。

Turning to slide 6, we continue to see strong growth in demand for utility-scale energy storage systems. This is the 10th consecutive quarter of order intake outpacing revenue recognize, showcasing the robust growth in utility-scale energy storage. Our backlog of $3.7 billion provides strong visibility to future revenue.

轉到投影片 6，我們繼續看到對公用事業規模能源儲存系統的需求強勁成長。這是訂單量連續第 10 個季度超過收入確認，顯示出公用事業規模能源儲存的強勁成長。我們 37 億美元的積壓訂單為未來的收入提供了良好的可預見性。

As Ahmed will discuss in more detail, we are reaffirming our guidance ranges for both revenue and adjusted EBITDA. To that end, we have approximately 90% of the midpoint of our revenue guidance covered by our backlog plus revenue-recognized year to date.

正如艾哈邁德將更詳細地討論的那樣，我們重申了收入和調整後 EBITDA 的指導範圍。為此，我們已透過積壓訂單加上年初至今已確認的收入覆蓋了收入預期中點的約 90%。

Based on the conversations we are having with our customers and potential customers, we are expecting to see continuous strong revenue growth in fiscal '25 of approximately 35% to 40% from fiscal '24 guidance midpoint. Our '25 outlook is underpinned by our pipeline, which sits at approximately $16.3 billion and grew $2.9 billion from last quarter. Our expectation for pipeline conversion is at a 50% probability over the next 24 months.

根據我們與客戶和潛在客戶的對話，我們預計 25 財年的營收將持續強勁成長，較 24 財年指導中點成長約 35% 至 40%。我們的 25 年展望以我們的管道為基礎，管道價值約為 163 億美元，比上一季成長了 29 億美元。我們預計未來 24 個月內管道轉換的機率為 50%。

I am increasingly encouraged by the growing number of opportunities we see around the world. As you can see from the chart on this slide, BNEF has forecasted between now and 2030, global new capacity additions for utility-scale storage of nearly 670 gigawatt hours, including China. This is a major opportunity for us to continue our growth.

世界各地出現的越來越多的機會令我感到越來越鼓舞。從這張投影片的圖表中可以看出，BNEF 預測從現在到 2030 年，包括中國在內的全球公用事業規模儲存新增容量將接近 670 吉瓦時。這是我們繼續發展的重大機會。

We have a significant presence in some of the markets outside the United States where we expect to see the strongest growth. For example, Germany, our third largest market and biggest European market. Battery energy storage is gaining increasing significance in Germany as a country accelerating its transition towards renewable energy sources and aims to phase out nuclear power and reduce reliance on fossil fuels.

我們在美國以外的一些市場佔有重要地位，我們預期這些市場將出現最強勁的成長。例如，德國，我們的第三大市場和最大的歐洲市場。隨著德國加快向再生能源轉型並致力於逐步淘汰核能和減少對化石燃料的依賴，電池儲能對德國的重要性日益凸顯。

As a result, the BNEF sees this market adding nearly 23 gigawatt hours of new capacity between now and 2030. Additionally, Germany is a growing market for Ultrastack, our transmission solution, and we have been very, very successful capturing opportunities as they come to market.

因此，BNEF 預計從現在到 2030 年，該市場將增加近 23 千兆瓦時的新容量。此外，德國是我們傳輸解決方案 Ultrastack 的一個不斷成長的市場，我們非常成功地抓住了進入市場的機會。

Australia has quickly become our second largest market. BNEF sees this market adding nearly 25 gigawatt hours of new capacity between now and 2030. As Australia continues to transition towards a more sustainable energy future, the battery storage market is experiencing significant growth. We have been successful capturing a good portion of these opportunities, and we are committed to expand our presence in this market as we move forward.

澳洲已迅速成為我們的第二大市場。BNEF 預計，從現在到 2030 年，該市場將新增近 25 千兆瓦時的容量。隨著澳洲繼續向更永續的能源未來轉型，電池儲存市場正在經歷顯著成長。我們已經成功抓住了其中很大一部分機會，並且我們致力於在未來的發展中擴大我們在這個市場的影響力。

The United States is our largest market. Battery energy storage is playing an increasingly vital role in the US as the nation seeks to modernize its energy infrastructure, enhance grid resilience, and transition towards cleaner and more sustainable sources of power.

美國是我們最大的市場。隨著美國尋求能源基礎設施現代化、增強電網彈性以及向更清潔、更永續的能源過渡，電池儲能在美國發揮越來越重要的作用。

Furthermore, the IRA has spurred a significant amount of demand. BNEF sees nearly 350 gigawatt hours of new capacity added between now and 2030. This is a tremendous amount and represents a huge opportunity for us to capitalize on with our expanded product offering, such as our Gridstack Pro line, which includes our US domestic content offer.

此外，愛爾蘭共和軍也刺激了大量的需求。BNEF 預計從現在到 2030 年，新增發電容量將接近 350 吉瓦時。這是一個巨大的數目，對我們來說是一個巨大的機會，我們可以利用這個機會擴大我們的產品供應，例如我們的 Gridstack Pro 系列，其中包括我們提供的美國國內內容。

More importantly, the utility-scale battery storage sector in the United States has demonstrated remarkable resilience to political shifts and changes in administrations, largely due to its strong economic foundations and bipartisan support for grid modernization and clean energy infrastructure.

更重要的是，美國公用事業規模的電池儲存產業展現了對政治轉變和政府變革的顯著適應力，這主要歸功於其強大的經濟基礎以及兩黨對電網現代化和清潔能源基礎設施的支持。

The success of utility-scale battery storage projects in the United States is driven by economic factors, such as the declining cost of battery technology, its technological advantage against other capacity-firming solutions, and the increasing and urgent need for grid flexibility and resilience. The need continues to increase as renewable energy continues to improve its costs and becomes the most economical energy source, even for States that traditionally had relied on fossil fuels.

美國公用事業規模電池儲存專案的成功受到經濟因素的推動，例如電池技術成本的下降、相對於其他容量固定解決方案的技術優勢以及對電網靈活性和彈性日益增長的迫切需求。隨著再生能源成本不斷降低並成為最經濟的能源，即使對於傳統上依賴化石燃料的國家來說，這種需求也在增加。

Overall, the US energy storage outlooks remain very robust, and the intertwining of economic opportunity and technological advancement has positioned the utility scale battery storage sector as a highly resilient and driving component of American energy landscape we support all around the political spectrum.

總體而言，美國能源儲存前景仍然非常強勁，經濟機會和技術進步的交織使得公用事業規模電池儲存產業成為我們在整個政治領域支持的美國能源格局中具有高度彈性和驅動力的組成部分。

Turning to slide 7, Fluence has significantly expanded its Gridstack Pro line to serve a wide range of project needs and enhance the versatility of any storage solution. The line comprises three enclosure sizes, namely the 1000, the 2000, and the 5000 Series, each sharing core components, certifications, and operating systems to ensure Fluence's consistent domain expertise across the board.

前往投影片 7，Fluence 已大幅擴展其 Gridstack Pro 產品線，以滿足廣泛的專案需求並增強任何儲存解決方案的多功能性。該系列包括三種外殼尺寸，即 1000、2000 和 5000 系列，每種尺寸都共享核心組件、認證和作業系統，以確保 Fluence 在整個領域擁有一致的專業知識。

This modular approach enables different configurations, allowing for mixing and matching of enclosures to precisely meet the requirements of specific projects while maintaining competitive usable energy prices.

這種模組化方法可以實現不同的配置，允許混合和匹配外殼以精確滿足特定項目的要求，同時保持具有競爭力的可用能源價格。

By offering a variety of social capacity, the Gridstack Pro line effectively addresses the issue of system overbuilding and contributes to reducing the cost per kilowatt-hour. The highlight of the Gridstack Pro line expansion is our ability to utilize one platform to seamlessly and faster integrate new cell technology without modifications to the platform.

透過提供多種社會容量，Gridstack Pro 系列有效解決了系統過度建造的問題，並有助於降低每千瓦時的成本。Gridstack Pro 產品線擴充的亮點是我們能夠利用一個平台無縫且更快地整合新的電池技術，而無需對平台進行修改。

Additionally, the 5000 Series has remarkable energy density, offering an impressive 5 to 6 megawatt-hours in a single 20-foot enclosure. This high energy density not only optimizes land usage at project size, but also enhances overall efficiency, making it an attractive solution for space-constrained installations.

此外，5000 系列具有出色的能量密度，在單一 20 英尺外殼中可提供令人印象深刻的 5 至 6 兆瓦時的能量。這種高能量密度不僅優化了專案規模的土地利用率，而且提高了整體效率，使其成為空間受限安裝的理想解決方案。

Moreover, the Gridstack Pro line prioritizes safety, surpassing the industry standards by successfully passing Fluence's internally developed [Bidjorn-Born] test. This commitment to safety ensures peace of mind for customers and stakeholders alike, reinforcing Fluence's reputation as a reliable provider of any storage solutions.

此外，Gridstack Pro 系列優先考慮安全性，成功通過 Fluence 內部開發的 [Bidjorn-Born] 測試，超越了行業標準。這種對安全的承諾確保了客戶和利害關係人的安心，鞏固了 Fluence 作為任何儲存解決方案的可靠提供者的聲譽。

Furthermore, the Gridstack Pro line is built with Fluence's modules, battery management systems, electronics, and software, all developed or fully controlled by Fluence, to mitigate any concerns related to cybersecurity or policy issues.

此外，Gridstack Pro 系列採用 Fluence 的模組、電池管理系統、電子設備和軟體構建，全部由 Fluence 開發或完全控制，以減輕與網路安全或政策問題相關的任何擔憂。

To better serve its US customers, Fluence offers the Fluence battery pack with domestically manufactured cells and modules, making the Gridstack Pro line one of the first storage solutions eligible for the 10% investment tax credit bonus under the IRA. This initiative not only supports the domestic manufacturing sector, but also incentivizes the adoption of energy storage technologies in the United States, contributing to the nation's energy security and sustainability goals.

為了更好地服務美國客戶，Fluence 提供配備國產電池和模組的 Fluence 電池組，使 Gridstack Pro 系列成為首批有資格獲得 IRA 規定的 10% 投資稅收抵免獎勵的儲存解決方案之一。該計劃不僅支持國內製造業，也激勵美國採用儲能技術，為國家能源安全和永續發展目標做出貢獻。

STurning to slide 8, as I mentioned earlier, we recently signed our first contract for a product that qualifies for domestic content, allowing our customers to capture an incremental 10% investment tax credit. We're seeing tremendous interest from customers for our domestic content offering, and we expect to sign additional contracts in the coming quarters as it is competitively priced against non-US alternatives that do not include the additional 10% ITC.

轉到第 8 張幻燈片，正如我之前提到的，我們最近簽署了第一份符合國內內容要求的產品合同，使我們的客戶能夠獲得增量 10% 的投資稅收抵免。我們看到客戶對我們的國內內容產品表現出極大的興趣，並且我們預計將在未來幾個季度簽署更多合同，因為與不包含額外 10% ITC 的非美國替代品相比，它的價格具有競爭力。

Our proprietary battery model is at the heart of our domestic content offering, and it is key to meeting the criteria established by the US Treasury Department. By manufacturing our own battery modules, we will also qualify for IRS Section 45X benefits, which includes an incentive payment of $10 per kilowatt for battery modules produced in the US. We're currently on schedule to begin our initial production later this year, gradually ramping up over the subsequent quarters.

我們的專有電池模型是我們國內內容產品的核心，也是滿足美國財政部製定的標準的關鍵。透過製造我們自己的電池模組，我們還將有資格享受美國國稅局第 45X 條的福利，其中包括對在美國生產的電池模組每千瓦 10 美元的獎勵金。我們目前計劃於今年稍後開始初始生產，並在接下來的幾個季度逐步增加產量。

Turning to slide 9. I'm proud to report that in April, Fluence released its second annual sustainability report, which builds upon the sustainability disclosures from my inaugural report published in April of '23 and provides updates on Fluence's sustainability strategy.

翻到第 9 張投影片。我很自豪地報告，Fluence 於 4 月發布了第二份年度永續發展報告，該報告以我於 23 年 4 月發布的首份報告中的永續發展揭露為基礎，並提供了 Fluence 永續發展策略的最新資訊。

Some of the highlights from the report include we expanded our green gas footprint analysis into Scope 3 and clarified reporting boundaries. We offset 60% of our global business' travel emissions from flights. And we kick off Scope 2 emissions reduction efforts for Fluence facilities, including switching our [air lagging] facility in Germany to 100% renewal electricity.

報告中的一些亮點包括我們將綠色氣體足跡分析擴展到範圍 3 並明確了報告邊界。我們抵銷了全球 60% 的航班商務旅行排放。我們啟動了 Fluence 設施範圍 2 減排工作，包括將我們位於德國的 [空氣滯後] 設施轉換為 100% 再生電力。

In conclusion, I'm pleased with the achievements of the second quarter. Although we're mindful there's still work to be done, we will look to continue this momentum as we progress through '24. I will now turn the call over to Ahmed.

總而言之，我對第二季的成績感到滿意。儘管我們意識到仍有工作要做，但我們希望在 24 年繼續保持這種勢頭。現在我將把電話轉給艾哈邁德。

Thank you, Julian. And good morning, everyone. Today, I will review our second-quarter financial results and then discuss our 2024 guidance. Beginning with our second-quarter 2024 results on slide 11.

謝謝你，朱利安。大家早安。今天，我將回顧我們第二季的財務業績，然後討論我們的 2024 年指引。從第 11 張投影片上的 2024 年第二季業績開始。

We generated $623 million in revenue, which puts us at $1 billion or 33% of the midpoint of our full-year guidance of $3 billion. I would like to note that year-to-date revenue is approximately $100 million ahead of prior expectations of 30% or $900 million of annual revenue in the first half as we were able to complete certain projects in Americas earlier than the third quarter.

我們創造了 6.23 億美元的收入，達到 10 億美元，佔全年預期 30 億美元中位數的 33%。我想指出的是，由於我們能夠在第三季之前完成美洲的某些項目，今年迄今為止的收入比之前預期的上半年 30% 或 9 億美元的年收入高出約 1 億美元。

In terms of profitability, we generated approximately $66 million adjusted gross margin or 10.6% representing the third consecutive quarter of generating double-digit gross margin. These results also include a modest expense from settling our pending litigation with Siemens Energy. Our continued execution further demonstrates that our legacy backlog issues are behind us, and we are benefiting from our higher margin backlog.

在獲利能力方面，我們實現了約 6,600 萬美元的調整後毛利率，即 10.6%，這是連續第三個季度實現兩位數的毛利率。這些結果還包括與西門子能源解決未決訴訟所產生的少量費用。我們的持續執行進一步表明，我們遺留的積壓問題已經解決，我們正在從更高的利潤積壓中受益。

Our operating expenses were $74 million, representing 11.9% of quarterly revenue, which is down from 17% in the first quarter.

我們的營運費用為 7,400 萬美元，佔季度收入的 11.9%，低於第一季的 17%。

This continued momentum also reflects in our improving EBITDA. More specifically, this quarter, EBITDA materially improved to negative $6 million versus negative $28 million in Q2 '23 and negative $18 million in Q1 '24. Overall, we believe these results reflect our disciplined approach to grow our top line and improve our bottom line to deliver on our financial commitments.

這種持續的勢頭也反映在我們不斷提高的 EBITDA 上。更具體地說，本季 EBITDA 大幅改善至負 600 萬美元，而 23 年第二季為負 2,800 萬美元，24 年第一季為負 1,800 萬美元。總體而言，我們相信這些結果反映了我們嚴謹的方針，即增加我們的營業收入並提高我們的利潤，以履行我們的財務承諾。

Turning to slide 12, before I talk our liquidity, I would like to share that our continued focus on profitability and productive working capital management has yielded positive results. This reflects in our positive year-to-date free cash flow performance of $88 million.

翻到第 12 張投影片，在談論我們的流動性之前，我想分享一下，我們對獲利能力和高效營運資本管理的持續關注已經取得了積極的成果。這反映在我們今年迄今 8800 萬美元的正自由現金流表現。

In terms of cash, I am pleased to report that we ended the second quarter with $541 million of total cash, an increase of approximately $65 million since last quarter, and the fourth consecutive quarter that we increased our total cash position.

在現金方面，我很高興地報告，我們第二季結束時的總現金為 5.41 億美元，比上一季增加了約 6500 萬美元，這是我們連續第四個季度增加總現金頭寸。

In summary, we have total liquidity of nearly $590 million, which we believe puts us in an excellent position to capitalize on the growing energy storage market.

總而言之，我們的總流動資金接近 5.9 億美元，我們相信這使我們處於有利地位，可以利用不斷增長的能源儲存市場。

Moving to slide 13, as Julian noted, based on our year-to-date performance and outlook for the second half, we are reaffirming our guidance ranges for both revenue and adjusted EBITDA for 2024 at a midpoint of $3 billion and $65 million, respectively. At this point in the year, we have approximately 90% of the midpoint of our revenue guidance covered by awarded projects plus actual revenue recognized in the second half.

轉到第 13 張投影片，正如朱利安所指出的，根據我們今年迄今為止的業績和下半年的展望，我們重申 2024 年收入和調整後 EBITDA 的指導範圍，中點分別為 30 億美元和 6500 萬美元。截至目前，我們已授予的項目加上下半年確認的實際收入已涵蓋了預期收入中點的約 90%。

Furthermore, we are on track to achieve ARR of approximately $80 million by the end of fiscal 2024. I would also like to spend a moment on our year-to-go expectations. Specifically, we expect approximately 20% of our second half revenue to be realized in the third quarter and 80% in the fourth quarter.

此外，我們預計在 2024 財年末實現約 8,000 萬美元的 ARR。我還想花一點時間談談我們對未來一年的期望。具體來說，我們預計下半年約20%的營收將在第三季實現，80%的營收將在第四季實現。

This split reflects two factors. First, the timing of projects in our backlog, which are largely scheduled to be delivered in Q4 this year. As a reminder, our revenue is recognized as we hit certain milestones.

這種分裂反映了兩個因素。首先，我們積壓專案的時間安排，大部分計劃於今年第四季交付。提醒一下，當我們達到某些里程碑時，我們的收入就會得到確認。

For example, the majority of our Q4 project milestones are for production and delivery of cubes, which is within our control. To that end, we have secured the necessary batteries, manufacturing slots, and logistics. These factors provide us confidence in our ability to deliver on our revenue targets.

例如，我們第四季度專案的大部分里程碑都是立方體的生產和交付，這在我們的控制範圍內。為此，我們已確保必要的電池、製造時段和物流。這些因素使我們對實現收入目標的能力充滿信心。

And second, as I previously mentioned, we had approximately $100 million of revenue pulled into Q2 from Q3. Finally, looking ahead to fiscal year 2025, we continue to believe that we will achieve approximately 35% to 40% year-over-year revenue growth from the midpoint of our fiscal 2024 guidance range. With that, let me turn the call back to Julian for his closing remarks.

其次，正如我之前提到的，我們第三季的營收約為 1 億美元，帶入了第二季。最後，展望 2025 財年，我們仍然相信，我們的營收將比 2024 財年指導範圍的中點實現約 35% 至 40% 的同比增長。說完這些，請允許我把電話轉回給朱利安，請他作最後發言。

And second, as I previously mentioned, we had approximately $100 million of revenue pulled into Q2 from Q3. Finally, looking ahead to FY25, we continue to believe that we will achieve approximately 35% to 40% year-over-year revenue growth from the midpoint of our fiscal 24 guidance range.

其次，正如我之前提到的，我們第二季的營收比第三季增加了約1億美元。最後，展望25財年，我們仍然相信，我們的營收將比24財年預期區間的中點實現約35%至40%的年成長。

With that, let me turn the call back to Julian for his closing remarks.

說完這些，請允許我把電話轉回給朱利安，請他作最後發言。

Thank you, Ahmed. Turning to slide 14 and in conclusion, I want to emphasize the key takeaways from this quarter's results. First, we had a record-setting free cash flow generation of approximately $88 million for the first half of this year. This is a proof point for the success of our business model and the free cash flow we can generate. This cash generation also contributed to our strong liquidity position of nearly $590 million.

謝謝你，艾哈邁德。翻到第 14 張投影片，最後，我想強調本季業績的關鍵要點。首先，今年上半年我們的自由現金流創下了約 8,800 萬美元的紀錄。這是我們商業模式成功以及我們能夠產生的自由現金流的證明。這筆現金產生也使我們的流動資金狀況達到近 5.9 億美元。

Second, the outlook for utility-scale storage is very robust, and there is a great opportunity for our new products to deliver value to our customers. More importantly, our space is well insulated from the upcoming US elections, and we do not anticipate any significant impact to demand as a result.

其次，公用事業規模儲存的前景非常強勁，我們的新產品有很大機會為客戶創造價值。更重要的是，我們的領域與即將到來的美國大選完全隔離，我們預計這不會對需求產生任何重大影響。

So we are on track to begin our US module manufacturing later this year. Together with our customers, we believe we are in a prime position to capture demand from products that qualify for the US domestic content bonus. And finally, this is our third consecutive quarter of double-digit gross margins, which reflects our continuous commitment to deliver attractive returns to our shareholders.

因此，我們計劃於今年稍後開始在美國製造模組。我們與客戶一起相信，我們處於有利地位，可以滿足符合美國國內內容獎勵條件的產品的需求。最後，這是我們連續第三個季度實現兩位數的毛利率，這反映了我們持續致力於為股東提供豐厚回報的承諾。

This concludes my prepared remarks. Operator, we are now ready to take questions.

我的準備發言到此結束。接線員，我們現在可以回答問題了。

(Operator Instructions) George Gianarikas, Canaccord Genuity.

（操作員指示）George Gianarikas，Canaccord Genuity。

I was wondering if you can maybe discuss the data center opportunity and how much traction you've seen there and how your conversations have changed, if at all, recently. Thank you.

我想知道您是否可以討論一下資料中心的機會，以及您在那裡看到了多大的吸引力，以及您的談話最近發生了哪些變化（如果有的話）。謝謝。

Great. Thank you very much, George. So what's happening with data centers? As we've seen GenAI become more of a commonplace technology and all the technology providers coming up with a GenAI solution, the GenAI, or general artificial intelligence technology, requires these GPU, graphic processing units, which are the chips that allow for parallel computing. And what happens with the chips, they require a lot more energy, five times versus the old technology needed.

偉大的。非常感謝，喬治。那麼在資料中心發生了什麼事？如我們所見，GenAI 已成為一種越來越普遍的技術，並且所有技術提供者都提出了 GenAI 解決方案，GenAI 或通用人工智慧技術需要這些 GPU、圖形處理單元，它們是允許並行運算的晶片。而晶片則需要更多的能量，是舊技術所需能量的五倍。

So what we see is that data centers are scrambling for energy. And they have been looking at, as you know, most of the solutions they have seen today is that they've been looking for firm renewal energy, 24/7 renewal energy that they can source from the grid. And we have been very, very successful through our customers, the IPVs of the world that serve these players. Clearway, AES, Orsted, helping them firm their offering.

因此我們看到資料中心正在爭奪能源。如你所知，他們一直在尋找今天看到的大多數解決方案，即尋找穩定的可再生能源，即可以從電網獲取的全天候可再生能源。透過我們的客戶，也就是為這些玩家服務的世界各地的 IPV，我們取得了非常大的成功。Clearway、AES、Orsted，幫助他們鞏固產品供應。

And that's our normal business. And that has gone very, very well. And we see tremendous demand. And you'll see some of the announcements that these companies put out. We are behind some of these announcements with our technology.

這是我們的正常業務。一切進展非常順利。我們看到了巨大的需求。您會看到這些公司發布的一些公告。我們的技術為其中一些公告提供了支援。

But as data centers, and this is where I think it's becoming more interesting for us and it's opening it up, as data centers are looking for other solutions. Not because they are realizing that probably -- especially the time they need to meet their needs, through the grid with renewal energy is becoming a little bit more difficult or a little bit strained or they have had some challenges, they are looking for solutions they can, outside of the grid, either connecting and you saw the big deal constellation and there are more things around that.

但作為資料中心，我認為這對我們來說變得更加有趣，而且它正在開放，因為資料中心正在尋找其他解決方案。並不是因為他們意識到——尤其是當他們需要透過電網來滿足他們的需求時，再生能源變得越來越困難或有點緊張，或者他們遇到了一些挑戰，他們正在尋找可以在電網之外的解決方案，無論是連接，還是你看到了大問題星座，還有更多的事情圍繞著它。

And they're looking for solutions outside the grid. But they still need this firm capacity. So they are looking for, to see what can they do outside the grid with firm capacity. What we have done is that we started looking at, what can we do to support that effort? How can we do -- we've been very, very successful supporting the on-grid solutions, what can we do supporting the off-grid solutions, either with renewables or thermal?

他們正在尋找電網以外的解決方案。但他們仍然需要這種堅定的能力。因此，他們正在尋找能夠在電網之外以固定容量做些什麼。我們所做的是，我們開始研究，我們能做些什麼來支持這項努力？我們能做什麼－我們在支援併網解決方案方面已經非常成功，那麼我們能做些什麼來支援離網解決方案（無論是使用再生能源還是熱能）呢？

And we have identified several needs that we believe our technology is very well positioned to resolve. Especially, I think, that will tell you what we see is what helps us here is that we are -- our technology is the fastest way of firming capacity in the power sector. If you need a 24 -- of any capacity either any capacity, the fastest way to firming that capacity and ensuring 24/7, 100% availability, if you are off the grid or on the grid, battery technology is the best way to do it. There's nothing that is anywhere near.

我們已經確定了幾個需求，我們相信我們的技術可以很好地解決這些需求。特別是，我認為，這將告訴你我們所看到的對我們有幫助的是——我們的技術是鞏固電力產業產能的最快方法。如果您需要 24 小時不間斷供電，無論是何種容量，最快的方法是穩定供電容量，確保全天候 100% 可用，無論您是否連接到電網，電池技術都是最好的方法。附近沒有任何東西。

And that's what we've been now working on. We've been talking to the developers of data centers to some of the companies that help them resolve some of this problem, to identify those needs, and productize those solutions. And we have -- we don't have the products today to announce, but we have identified I think a very -- a big territory where we can -- where our capacity. And I said, the same speed is what I think at the end of the day resolves the speed.

這就是我們現在正在努力的事情。我們一直在與資料中心開發商和一些公司進行交流，幫助他們解決部分問題，確定這些需求，並將這些解決方案產品化。我們今天沒有要發布的產品，但我認為我們已經確定了一個非常大的市場，我們可以在那裡發揮我們的產能。我說，我認為最終相同的速度可以解決速度問題。

And our cost clearly the our speed and cost will allow us to help them on so much stuff anyhow I'll say more to come. We are -- if you think this is in the initial starting, we have not been able to productize it to announce it today at this stage, but we hope to continue working on this and coming up with a solution in this company. So great.

而且我們的成本顯然、我們的速度和成本將使我們能夠在很多事情上幫助他們，無論如何我都會說更多。如果您認為這只是一個開始，那麼我們目前還無法將其產品化，無法在今天宣布，但我們希望繼續致力於此，並在公司中提出解決方案。太棒了。

This is clearly a great opportunity in front of us. We're excited with it. And we see, as I said, this is something that a year ago wasn't even there rather. We were working with all these companies and doing this 24/7 renewals. Now it opens a new set of solutions that is bringing us into a new territory that's exciting and industry changin

這顯然是擺在我們面前的絕佳機會。我們對此感到很興奮。正如我所說，我們看到，這是一年前還不存在的事情。我們與所有這些公司合作並進行全天候續約。現在它開闢了一套新的解決方案，將我們帶入一個令人興奮和行業變革的新領域

This is clearly a great opportunity in front of us. We're excited with it. And we see as I said, this is something that a year ago us and in our other, you know, we were working with all these companies and doing this 24 seven renewals. Now it opens a new set of solutions that is bringing us into a new territory that that's exciting and industry changing and so thanks.

這顯然是擺在我們面前的絕佳機會。我們對此感到很興奮。正如我所說，這是我們一年前和其他公司合作的事情，你知道，我們與所有這些公司合作，進行全天候續約。現在，它開闢了一套新的解決方案，將我們帶入一個令人興奮且改變行業的新領域，謝謝。

Thank you. Maybe as a follow-up to that. Are you seeing increased interest for long duration energy storage solutions? Is that something that's on your radar?

謝謝。或許作為後續行動。您是否發現市場對長時儲能解決方案的興趣日益濃厚？這是您關注的事情嗎？

Yes, I think that when we looked at this off -- of this off-grid solutions, clearly longer duration is part of it. So what -- the way we think of it, our technology can do more than the 4 hours we do usually -- we usually do. We tend to offer the customer.

是的，我認為，當我們研究這種離網解決方案時，顯然更長的持續時間是其中的一部分。那麼 — — 我們認為，我們的技術可以完成比我們通常做的 4 個小時更多的工作 — — 我們通常這樣做。我們傾向於為客戶提供服務。

The reason why four-hour has been kind of the sweet spot is because the market, there's an economic value for our four-hour system that kind of disappears once you go to 6, 8, 12, 8, 9. So longer duration will play a role, and we are -- that's one since we're looking at how much can we spend, what we can do to ensure that we can support these solutions.

四小時之所以成為最佳選擇，是因為市場認為，我們的四小時系統具有一定的經濟價值，但一旦採用 6、8、12、8、9 小時的系統，這種經濟價值就會消失。因此，更長的持續時間將發揮作用，而我們正在考慮我們可以花多少錢，我們可以做些什麼來確保我們能夠支持這些解決方案。

With our technology, doing more than 12 is more difficult because of an economic and how this work. But we believe that there is a switch port that we can meet very, very easily -- or not very easily, but we can meet to support these technologies. Longer duration than the four hours will be part of what we need to work on.

利用我們的技術，由於經濟原因和工作方式的原因，完成超過 12 項工作會更加困難。但我們相信，我們可以非常非常輕鬆地滿足一個交換端口——或者不是很容易，但我們可以滿足該端口以支援這些技術。超過四小時的持續時間將是我們需要努力的一部分。

Brian Lee, Goldman Sachs & Company.

高盛公司的 Brian Lee。

Good morning and thanks for taking the questions. Kudos on the solid execution continuing here. I guess the question I had -- I had 2 of them, but one was just on the cadence of revenue. You're talking about the revenue pull forward and then the quite significant weighting into 4Q versus 3Q. So it sounds like you have a high degree of confidence around the timing of these projects.

早上好，感謝您回答問題。我們對這裡持續的出色執行表示讚賞。我想我有兩個問題，但其中一個只是關於收入節奏的問題。您談論的是收入提前，以及第四季度相對於第三季度的相當顯著的權重。聽起來您對這些項目的時機非常有信心。

But can you speak to sort of visibility -- I know sometimes the market gets anti about really back-end weighted cadences and that's happening here with the 3Q, 4Q that you're outlining. So what's kind of your confidence level of visibility into those projects turning over in that time frame and not having any potential risk to slipping out? Just any kind of color you can provide there would be helpful.

但是您能否談談某種可見性——我知道有時市場會對真正的後端加權節奏產生反對意見，而這正是您所概述的第三季度、第四季度所發生的情況。那麼，您對這些項目能否在這段時間內順利完成並且不存在任何潛在風險的信心程度如何？只要您提供任何一種顏色都會有幫助。

So first, I think let's talk revenue recognition because I think it's important to get to know. So what are we -- what do we have? We have -- the way we work, the way our revenue recognition formula works, there's some recognition at the beginning when we signed the contract to the engineer and ordered the equipment, then there is a significant -- and this is a bulk of our revenue recognition is when we transfer title of the equipment to the customer and then additional revenue recognition at substantial completion and final completion.

因此，首先，我想讓我們談談收入確認，因為我認為了解這一點很重要。那我們是什麼——我們有什麼？我們的工作方式、收入確認公式的運作方式是，在我們與工程師簽訂合約並訂購設備時，一開始會進行一些確認，然後有一個重要的——這是我們收入確認的大部分，是當我們將設備所有權轉讓給客戶時，然後在基本完工和最終完工時確認額外的收入。

The great bulk of it is transferring title of the equipment once it's manufactured to the customer. When you looked at the fourth quarter, which is your question, okay, now you have all this significant fourth quarter revenue what -- can you deliver on this?

其中很大一部分是設備製造完成後所有權轉移給客戶。當你回顧第四季時，你的問題是，好吧，現在你有了所有這些重要的第四季收入——你能實現這些收入嗎？

And when you looked at it, a big portion of it, not to give you exact number, but a significant or a big -- more than the majority of it close to -- it is transferring title of equipment. We need to be a manufacturer, and we need to transfer title to our customers.

當你查看它時，你會發現其中很大一部分，雖然沒有給出確切的數字，但相當一部分或很大一部分——接近大部分——是設備所有權的轉移。我們需要成為一家製造商，並且我們需要將所有權轉移給我們的客戶。

So we have the supply. We have the slots in the manufacturing. We've been manufacturing stuff very, very well. We see very, very little risk that we will not be able to do that on the time frame. We have our logistics working very well. That -- there is very, very little risk that, that will happen. And that will cover a significant portion of the revenue that we have for the fourth quarter.

所以我們有供應。我們在製造方面有空缺。我們製造的產品一直都非常非常好。我們認為，我們無法按時完成任務的風險非常小。我們的物流運作良好。發生這種情況的風險非常小。這將占我們第四季收入的很大一部分。

Then the number say, well, okay, great, wonderful, it is, manufacturing and moving things around you can do that -- you've shown that you are now doing that very, very well that should not be a problem. The other issue is that there is a limited number of customers, even though it sounds like a huge amount of money, it is 20 to 25 projects that we need to do with. And with our prototype solutions, this is something that we can do very, very easily.

然後數字說，好吧，好吧，太好了，太好了，製造和移動東西你可以做到這一點 - 你已經證明你現在做得非常非常好，這應該不是問題。另一個問題是客戶數量有限，儘管聽起來是一筆巨款，但我們只需要完成 20 到 25 個專案。利用我們的原型解決方案，我們可以非常輕鬆地做到這一點。

So we feel very confident that this can -- what drives this, which is the other point. To which, you'll say, well, why are you why you saw back end? At the end of the day, the back end that is set by the fact that our customers want those projects deliver on those sites.

因此，我們非常有信心這可以實現——推動這一目標的因素是另一點。對此，你會說，好吧，你為什麼看到後端？歸根結底，後端是由我們的客戶希望這些項目在這些站點上交付這一事實決定的。

We will try to work with our customers to accelerate it and ensure that where we do the EPC, where we do the site preparation for receiving this equipment that we are trying to accelerate as much as we can to try to move the closer and have had some success.

我們將盡力與客戶合作，加快進度，確保在進行 EPC 的地方、在為接收設備進行現場準備的地方，我們盡可能加快進度，爭取更接近目標，並取得了一些成功。

But at the end of the day, it is driven by that point. When do our customers want to have their products in their facilities and transfer title. And that's what sets very much what this is. So some people are asking me, well, if seasonality is going to repeat itself? It's difficult to way it because when you look -- when we go back and look at our history, it moves around.

但最終，它還是由這一點驅動的。我們的客戶何時希望將他們的產品運送到他們的工廠並轉移所有權。這才是決定這一切的關鍵。所以有些人問我，季節性會不會重複？這很難說，因為當你回顧歷史時，它會不斷改變。

So this year is a lot back ended. Last year was very, very divided equally around each quarter, the year before the -- it was in the center where most of the center of our fiscal year or most of the revenue was. So it moves around, and it moves around because it is driven by our customer projects time, which, in a way, also is driven by what they signed with their own PPA.

所以今年有很多事情要結束。去年，每個季度的分配非常非常均勻，前年——它處於我們財政年度的大部分中心或大部分收入的中心。所以它會四處移動，它四處移動是因為它是由我們的客戶專案時間驅動的，而在某種程度上，這也是由他們與自己的 PPA 簽署的內容所驅動的。

So going back, this is mostly driven by delivery or transferring title of manufactured cubes to our customers, limited number of projects, 20 to 25, not -- we are not talking here huge amounts. We've been very, very good at doing this. So we had very, very good KPIs in the close to 100% in terms of delivery capability. So we believe -- so unless there is the global disruption that stops the world trade, we should be able to do this.

所以回過頭來看，這主要是由向客戶交付或轉移製造的立方體所有權所驅動，項目數量有限，20 到 25 個，而不是 - 我們在這裡談論的不是巨額數量。我們非常非常擅長做這件事。因此，就交付能力而言，我們的 KPI 非常非常好，接近 100%。所以我們相信——除非發生全球性混亂導致世界貿易停止，否則我們應該能夠做到這一點。

So we have very, very high confidence in our Q4, and we are very -- that's why we reaffirmed guidance. We see very, very slow -- we're very, very confident on it. I will let Ahmed add a little over here more color.

因此，我們對第四季的業績非常有信心，這也是我們重申指導意見的原因。我們看到的速度非常非常慢——但我們對此非常非常有信心。我會讓艾哈邁德在這裡添加一點顏色。

A fair question. And I think the only thing I would add to what Julian has just mentioned is if you look at our last 12 months' performance, we have been executing on every project on time and on budget. I think that gives us additional confidence in our ability to deliver particularly when we have all those cubes and equipment and logistics lined up for delivery in Q4.

這是一個公平的問題。我認為，對於朱利安剛才提到的內容，我唯一要補充的是，如果你看看我們過去 12 個月的表現，你會發現我們一直按時、按預算執行每個專案。我認為這讓我們對交付能力更有信心，特別是當我們在第四季度準備好所有這些立方體、設備和物流進行交付時。

Okay. I appreciate all that additional color, guys. Maybe one more, if I could squeeze in a gross margin one. You also have the high end of the range, you're talking about of the 10% to 12% gross margins in 4Q. I know you're not big fans of speaking to all the gross margin targets, it's more about EBITDA. But if you've got that sort of momentum exiting the year, you still have this 35% to 40% revenue growth outlook for fiscal '25.

好的。我很欣賞這些額外的顏色，夥計們。如果我能擠出一個毛利率的話，也許還會再多一個。您還談到了第四季度 10% 至 12% 的毛利率這一高端範圍。我知道您不太喜歡談論所有的毛利率目標，您更關心的是 EBITDA。但如果今年結束時仍保持這樣的勢頭，那麼 25 財年的營收成長前景仍將達到 35% 至 40%。

Can you give us a sense of should we be starting off kind of in that range, call it, high end of the 10% to 12% as we look into fiscal '25, just the longer-term margin targets are to the mid-teens? Just wondering if you start to approach those even into fiscal '25 given the year-end momentum plus the revenue growth additional that you're expecting for next year?

您能否告訴我們，當我們展望 25 財年時，我們是否應該從這個範圍開始，稱之為 10% 到 12% 的高端，而長期利潤率目標則是達到十幾歲？只是想知道，考慮到年底的勢頭以及您預計明年的收入成長，您是否會在 25 財年開始實現這些目標？

So let me -- first on this year, 10% to 12% is a growth -- even though, as you said, I wanted all of you to come with me to adjusted EBITDA. I know you'll still don't like gross margin very much. So we are -- we've been clear on this. For this year, 10% to 12%. So 11% should be the midpoint, we should -- we will get -- we will be there. But when you look this year at the end of the year and you look back, so very confident.

所以讓我——首先，今年 10% 到 12% 是一個增長——儘管正如你所說，我希望大家和我一起調整 EBITDA。我知道你仍然不太喜歡毛利率。所以我們——我們已經清楚這一點了。今年則為10%至12%。所以 11% 應該是中間點，我們應該——我們會得到——我們會達到這個水平。但當你在年底回顧今年時，你會感到非常自信。

On '25, what we had said, even though we have not provided guidance on '25, what I said is the following. For top line growth, 35% to 40% over our this year's midpoint guidance. So out of the $3 billion that we have at the midpoint, 35% to 40%, that kind of puts at $4 billion. Or if you put the middle of that range is $4 billion for top line growth of '24.

關於 25 號，我們已經說過了，儘管我們還沒有提供關於 25 號的指導，但我說的是以下內容。就營業收入成長率而言，將比我們今年的中點預期高出 35% 至 40%。因此，在我們中間的 30 億美元中，35% 到 40% 相當於 40 億美元。或者如果你把這個範圍的中間值定為 40 億美元，那麼 24 年的營收成長將達到 40 億美元。

Then from gross margins that we believe to 10% to 15%. So in the middle of the range is 12.5% and that's where we are today. I don't think I can tell you today that we will get a tailwind that would put us anywhere else for next year. What I'm telling you today is this is said very much by the order intake. But we will clearly if we can offer you something better, we will. But today, our view for '25 is a 10% to 15%, which will put it at 12.5%.

那我們認為的毛利率是10%到15%。因此，中間值是 12.5%，這就是我們今天的水平。我認為今天我無法告訴你們，明年我們是否會遇到讓我們走上其他道路的順風。我今天要告訴你們的是，訂單量很大程度上說明了這一點。但如果我們可以為您提供更好的服務，我們一定會這麼做。但今天，我們對 25 年的預測是 10% 到 15%，也就是 12.5%。

And then for adjusted EBITDA, we said our OpEx -- our operating leverage, we believe that we -- our OpEx will not grow at more than 50% of our top line growth. So you -- that will give you kind of what -- of where should we be for '25. And that's kind of where we are today. Clearly, as the year progresses and we see -- and we have more and more of the revenue for '25 in our backlog, we will confirm these numbers and walk you through.

然後對於調整後的 EBITDA，我們表示我們的營運支出——我們的營運槓桿，我們相信——我們的營運支出成長率不會超過我們營業收入成長率的 50%。那麼，這將告訴你，25 年我們應該處於什麼位置。這就是我們今天的處境。顯然，隨著時間的推移，我們看到——我們積壓的 25 年收入越來越多，我們將確認這些數字並向您介紹。

And if there's an opportunity to be more -- to do better, we'll let you know. But today our view, it confirms our 10% to 15% gross margin in '25.

如果有機會做得更好，我們會告訴您。但今天我們的觀點是，它證實了我們 25 年 10% 到 15% 的毛利率。

Dylan Nassano, Wolfe Research.

迪倫·納薩諾，沃爾夫研究中心。

Hey, good morning, everyone. Thank you for taking my question. So just wanted to check, there's been a lot of talk recently about solar projects getting delayed, interconnection issues, equipment rages, et cetera. Is this something you guys are exposed to at all? Is there any read-through to your answer to Brian's question about the back-end weighting of the year?

嘿，大家早安。感謝您回答我的問題。所以只是想檢查一下，最近有很多關於太陽能專案延遲、互連問題、設備故障等的討論。你們有接觸過這種東西嗎？您對 Brian 關於今年後端權重的問題的回答有沒有經過通讀？

Not really. I mean, what we -- as I said, a lot of our back-ended is delivery of manufactured products to transferring title to be very clear what drives the transferring title. Usually, very much, it happens at the site in most cases and when the sites are ready.

並不真地。我的意思是，正如我所說，我們的許多後端工作都是從交付製造產品到轉移所有權，以非常明確地推動所有權轉移的因素。通常情況下，在大多數情況下，它會在現場發生，並且當場地準備好時。

As you know, we have had a rule in our contracts where customers are required to take title in cases where they have some delays, in cases where in our backlog is usually more connected to EPC stuff things that are not built on time, usually weeks rather than months. So when we have seen delays, what we have in our contracts, the customers are required to take title at a specific point in time.

如您所知，我們的合約中有一條規定，如果出現延誤，客戶必須取得所有權，而我們的積壓訂單通常與 EPC 專案有關，這些專案沒有按時完成，通常是幾週而不是幾個月。因此，當我們遇到延誤時，根據合約規定，客戶必須在特定時間點取得所有權。

So that's generally how it works. What we see for '25 -- sorry, for '24, what we see in the fourth quarter. These are projects that are -- we are still in the civil works. Can you imagine we have to get them ready.

它的工作原理大致如此。我們對 25 年的情況——抱歉，是 24 年的情況——的看法是，我們在第四季度看到的情況。這些項目—我們仍處於土建工程階段。你能想像我們必須讓他們做好準備嗎？

So we know exactly where they are. We know we have been working with the customers and we do not foresee any delays in related projects or related elements that could disrupt our delivery projects.

所以我們確切地知道他們在哪裡。我們知道我們一直在與客戶合作，我們預計相關專案不會有任何延誤，相關因素也不會擾亂我們的交付專案。

And at the end of the day, we have the safeguard that if things get delayed on a certain point, customers are required to take title after that. I will let Ahmed to --

最後，我們有保障措施，如果事情在某個時間點出現延誤，客戶必須在那之後取得所有權。我會讓艾哈邁德--

No. I think the only thing I, Dylan, would add is we signed these contracts 12, 18 months ago. And when we sign a contract or start construction, I think, generally, the customers have already all those permits in place, and that's when they issue a notice to proceed.

不。我認為我，迪倫，唯一要補充的是，我們在 12 到 18 個月前簽署了這些合約。當我們簽訂合約或開始施工時，我認為，一般來說，客戶已經獲得所有許可，然後他們就會發出繼續施工的通知。

So we feel pretty good about our execution because they have -- there's nothing pending as such that could derail particularly with reference to your question, which is the interconnection issues.

因此，我們對我們的執行情況感到非常滿意，因為他們已經——沒有任何懸而未決的問題可能會脫軌，特別是關於您的問題，即互連問題。

Got it. Thank you. And then just a quick follow-up. Any recent developments with any of the outstanding litigation expect kind of [read it] anytime soon? Anything you can say there would be helpful.

知道了。謝謝。然後只是快速的跟進。近期任何未決訴訟有沒有進展，預計很快就會有消息傳出？您所說的任何內容都會有所幫助。

Great. Thanks, Dylan. I think Ahmed mentioned during the call, we settled the Siemens Energy litigation. And just to remind everybody who may be listening, Siemens Energy is not Siemens AG or shareholders. Siemens Energy is a customer related to our shareholder, but not our shareholder. We settled that litigation, as we have told you in the past, that was an immaterial litigation, normal course of business litigation, immaterial.

偉大的。謝謝，迪倫。我認為艾哈邁德在通話中提到，我們已經解決了西門子能源訴訟。需要提醒的是，西門子能源不是西門子股份公司，也不是股東。西門子能源是我們的股東關聯客戶，但不是我們的股東。我們已經解決了那起訴訟，正如我們過去告訴過你們的，那是一場無關緊要的訴訟，是正常的商業訴訟，無關緊要。

We settle it in terms that it's even more immaterial than the litigation and it's a fraction of the claims that the customer had. And as I have said in the past, Siemens Energy is not a customer -- a significant customer. So what we have done very, very little with them.

我們以比訴訟更不重要的方式解決這個問題，而且這只是客戶索賠的一小部分。正如我過去所說，西門子能源並不是我們的客戶—一個重要的客戶。所以我們對他們做的很少很少。

So when we start the litigation, you lose litigations normal course of business. It's part of how you resolve a problem. I think at the end of the day, we resolved in a way that it was satisfactory for both Siemens Energy and ourselves.

因此，當我們開始訴訟時，您就失去了訴訟的正常業務進程。這是解決問題的一部分。我認為最終我們找到了一種令西門子能源和我們自己都滿意的解決方案。

The other two, nothing really material to inform you at this stage, to the other one, which is the outlook litigation, nothing really the -- nothing has moved significantly there. And the most landing incident, which is something that was also referred to, we have talked in the past, there's no litigation -- there's no pending litigation on that.

另外兩個，目前沒有什麼實質性的內容需要通知您，另一個是前景訴訟，實際上沒有什麼 - 那裡沒有任何重大進展。我們過去也曾討論過最嚴重的降落事件，目前沒有訴訟，也沒有未決的訴訟。

And at this stage, there's nothing really material to communicate on. Siemens Energy, as I mentioned, Siemens Energy and we repeat it again, it's not a settle conditions that are that beneficial to both parties. And as I said, the litigation was immaterial, the settlement agreement is also immaterial as well.

而在現階段，還沒有什麼實質的內容可以溝通。西門子能源，正如我所提到的，西門子能源，我們再重複一遍，這不是對雙方都有利的解決方案。正如我所說，訴訟並不重要，和解協議也不重要。

Mark Strouse, JPMorgan.

摩根大通的馬克‧斯特勞斯。

Yes, good morning. Thank you very much for taking our questions. So following up on Dylan there. So I appreciate you're not seeing delays in your backlog projects.

是的，早安。非常感謝您回答我們的問題。所以繼續關注迪倫的情況。因此，我很感激您沒有看到積壓項目出現延誤。

But I guess my question would be just when you're looking at your pipeline, is there anything that you're seeing there as far as kind of the -- maybe an elongation of the timing between when you're issuing a quote, to when you're getting a final order? Any kind of qualitative conversations you're having with folks about the next several years, projects potentially getting delayed?

但我想我的問題是，當您查看您的管道時，您是否看到了什麼——也許是從您發出報價到收到最終訂單之間的時間延長了？您是否與大家就未來幾年可能被推遲的項目進行過任何定性的對話？

What comes into our pipeline are usually -- not usually -- are projects that are very mature in the interconnection queue because these are projects that we see you can deliver that we can convert into backlog within the next 24 months. So generally, you don't see that delay type of problem there because they are already -- when they come to us, they've been already three years in the queue.

進入我們管道的通常（並非通常）是互連隊列中非常成熟的項目，因為我們認為您可以交付這些項目，我們可以在未來 24 個月內將其轉換為積壓項目。所以一般來說，你不會看到那種延遲問題，因為當他們來找我們時，他們已經排隊三年了。

So they know exactly how they connect, they know what they need to do. It's very, very -- that one and it becomes more an execution more than anything. We have something that we don't disclose that much to all of you, which are leads, which is all the projects we looked at with our customers that are not necessarily ready for pipeline, but that are projects that we believe are -- we will work as we look at the long-term planning of some of our customers.

因此他們確切地知道如何連接，知道他們需要做什麼。這非常非常——這比任何事情都更像是處決。我們有一些不會向大家透露太多的信息，這些是線索，是我們與客戶一起研究的所有項目，這些項目不一定已經準備好進入管道，但我們相信這些項目已經準備好了——我們將在研究一些客戶的長期規劃時開展工作。

Those are more less mature. And those probably -- I'll tell you that we have a conservative view of them. So already -- so I don't know whether it has been -- has seen any deterioration in terms of timing from what we were seeing a year ago. It is the same.

這些都還不夠成熟。而那些可能──我會告訴你，我們對它們持保守的看法。所以，我不知道與一年前相比，時間方面是否有所惡化。是一樣的。

We see a lot more coming into that group and a lot more players. And if you look at the pipeline at the queue in the US is almost a terror of battery storage that is getting into the queue significantly huge. Not all of them will convert.

我們看到越來越多的人加入這個團體，也有更多的球員加入。如果你看美國排隊的管道，你會發現排隊的電池儲存數量非常龐大，幾乎令人恐懼。並非所有人都會改變信仰。

So I will say the color I can give you on that is that, that -- those leads, the things that are early in the queue and are going -- what we have seen an explosion, a lot and a lot more projects of those. That's not where we spend most of our time.

因此，我可以告訴你的是，這些線索，那些處於早期隊列中並且正在進行的事情，我們已經看到了爆炸式增長，越來越多的此類項目。那並不是我們花費大部分時間的地方。

But we -- that makes us very, very confident that we -- this business has a huge tailwind, very, very strong tailwinds going forward. In terms of our pipeline, as I said, we -- usually very much mature projects that have been there almost two, three years already in the queue.

但我們——這讓我們非常非常有信心——這項業務未來將擁有巨大的順風，非常非常強勁的順風。就我們的管道而言，正如我所說，我們通常有非常成熟的項目，這些項目已經在隊列中等待了近兩三年。

They know when they're going to happen. And we have -- I haven't seen any deterioration of any sort in the last year. And these two issues, mostly a US issue, the other countries, even though they have transmission queues and delays, they manage it very, very differently. So systems in other markets are a lot more certain.

他們知道這些事情什麼時候會發生。而且我們——去年我沒有看到任何形式的惡化。這兩個問題主要是美國的問題，其他國家雖然也存在傳輸排隊和延遲的問題，但他們的處理方式卻非常不同。因此其他市場的系統更加確定。

What I mean a lot more certain, once you get into a line, you know that something is going to happen by a certain date. And so they work differently. So you don't see the situation that you see in the US where you have the six years, five years queues on the line.

我的意思是更加確定，一旦你進入隊列，你就知道在某個日期之前會發生某件事。因此它們的工作方式不同。因此，您不會看到像美國那樣排隊等待六年或五年的情況。

But I think the great news this quarter, if you ask me to highlight, and I'm never going to repeat a point. But is this 1 tera of -- when you looked at the queue nationally in the US, it's almost 1 tera of -- 1,000 gigawatts of capacity, we're looking to connect to the grid, which is mind blowing number and a great opportunity.

但我認為本季的好消息是，如果您讓我強調這一點，我永遠不會重複。但這是 1 兆——當你查看美國全國的排隊情況時，它幾乎是 1 兆——1,000 千兆瓦的容量，我們希望連接到電網，這是一個令人難以置信的數字，也是一個很好的機會。

Yes, that's great to hear. Thank you, Julian. And quick follow-up. Congrats on signing your first domestic content contract. Not necessarily looking for specifics on that contract, but I imagine you're having quite a few conversations with other folks there. You've said in the past that the 45 times manufacturing tax credits would still kind of put you in your target gross margin range. Just curious now that we're getting closer to more and more of these contracts hitting, if you can provide an update on that commentary about gross margin impact.

是的，聽到這個消息真是太好了。謝謝你，朱利安。並快速跟進。恭喜您簽署了第一份國內內容合約。不一定要尋找有關該合約的具體內容，但我想你正在與那裡的其他人進行相當多的對話。您過去曾說過，45 倍的製造業稅收抵免仍會使您達到目標毛利率範圍。我只是好奇，現在我們越來越接近這些合約的達成，您是否可以提供有關毛利率影響的評論的最新消息。

As I said, the 45 times $10 per module manufacturing in the US, we have said that's going to be within our 10% to 15%. It should not move us out. What we have said in the past is that we believe our domestic content because of the first-mover advantage because we have been able to sign the first one.

正如我所說，在美國製造每個模組的 45 乘以 10 美元，我們已經說過這​​將在我們的 10% 到 15% 之間。它不應該把我們趕出去。我們過去說過，我們相信我們的國產內容，因為擁有先發優勢，因為我們已經能夠簽署第一份協議。

And we are -- the -- we have the most secure way of any customer who wants to domestic content to capture of all the offerings around us. Not only we are a first-mover advantage for our ability to deliver the significantly the risk from what some other players are trying to offer. Because of that, we believe there is an opportunity to potentially expand our margins.

而且，對於任何想要獲取國內內容的客戶來說，我們擁有最安全的方式，可以捕捉周圍的所有產品。我們不僅擁有先發優勢，而且能夠顯著降低其他一些參與者所提供的服務的風險。因此，我們相信有機會擴大我們的利潤率。

We're working on it. I think it's too early still to communicate it. I said I don't want to negotiate against myself and announcing stuff that then comes and eats me. But we believe because of that point, because of it's not only the first mover advantage, which is something that we have mentioned many times in the past, but it's because when we have looked in detail at what the our competitors are offering, we are by far the most secure way, the less risky way to capture that.

我們正在努力。我認為現在傳達這個訊息還為時過早。我說過我不想和自己談判，也不想宣布一些隨後會困擾我的事情。但我們相信，正是因為這一點，因為它不僅是先發優勢，這是我們過去多次提到的，而且是因為當我們詳細研究了競爭對手提供的產品時，我們發現我們是迄今為止最安全、風險最小的方式來獲取這一優勢。

Our offering is the most robust, the one that will provide higher certainty that customers will be able to capture that. And I think that is also a competitive advantage. So I feel we are staying tuned. We have always said -- just to go back this is an order intake for '24, generally, domestic content, mostly revenue in '25 and '26 and going forward. But it will not -- we will not -- none of our '24 revenue is dependent on domestic content of anyway. This is 'a 25 onward revenue more.

我們提供的產品是最強大的，能夠為客戶提供更高的確定性，確保他們能夠獲得這些產品。我認為這也是一種競爭優勢。所以我覺得我們會繼續關注。我們一直說——回顧一下，這是 24 年的訂單量，一般來說，是國內內容，主要是 25 年、26 年及以後的收入。但它不會——我們不會——我們的 24 年收入不依賴國內內容。這是‘25%以上的收入’。

Justin Clare, Roth MKM.

賈斯汀·克萊爾（Justin Clare），羅斯 MKM。

Good morning. So just a follow-up on the domestic content here. It sounds like you're seeing very strong demand for products that will qualify for the domestic content adder. So just wondering, as we head into 2025 and then even into 2026, how much of your total sales in the US do you think will include domestically produced battery cells and battery modules? Could this be a considerable portion of your sales in the US market?

早安.因此，這裡只是對國內內容的後續報導。聽起來您看到符合國內成分添加條件的產品的需求非常強勁。所以我只是想知道，當我們進入 2025 年甚至 2026 年時，您認為在美國總銷售額中有多少將包括國產電池單元和電池模組？這占到您在美國市場銷售額的很大一部分嗎？

I'll say that over time, this will be the main -- we believe this is going to be table stakes in the US that you will -- US players will demand domestic content as table stake overtime. It will not happen immediately. So '25, there will be a combination and '26 and it will move forward as we get along.

我想說的是，隨著時間的推移，這將成為主要的——我們相信這將成為美國的賭注——美國玩家將要求將國內內容作為加班的賭注。這不會立即發生。因此，25 年將會有一個組合，26 年將會隨著我們的進步而向前發展。

It's difficult to -- now to tell you exactly what will be the distribution of revenue in '25, how much will be domestic content? How much will be -- because of the long lead time on some of these projects. But our view than the way we have designed our plan is that over time, this will be the only -- the domestic content will represent the great majority of the US market.

現在很難確切地告訴你 25 年的所得分配狀況，其中有多少是國內內容？需要多少呢？因為其中一些項目的準備時間很長。但根據我們所製定的計劃，我們認為，隨著時間的推移，這將是唯一的——國內內容將佔據美國市場的絕大部分。

Got it. Okay. And then just given that, can you just update us on your plans to potentially expand your manufacturing footprint either in the US or internationally? What could the timing potentially be and then the magnitude of potential expansion?

知道了。好的。那麼，有鑑於此，您能否向我們介紹一下您在美國或國際上擴大製造足跡的潛在計劃？潛在的擴張時機和潛在擴張的幅度可能是什麼？

Yes. We continue to work at our facility in Utah in the US. We have looked at some plans of moving some -- near the production of the battery cells. But today, we have -- those dates have not been set. So for now, our current plan in the US is staying in Utah. We have seen most of our biggest markets are in the western side of the US still today and that facility has the capability to expand. We can double the expansion quickly.

是的。我們繼續在美國猶他州的工廠工作。我們已經研究了一些將電池生產轉移到附近的計劃。但今天，我們還沒有確定這些日期。所以目前，我們在美國的計劃是留在猶他州。我們發現，我們最大的市場目前大部分位於美國西部，而且該工廠具有擴張的能力。我們可以快速實現翻倍擴張。

So not any real plans even though we have not any -- we have not set any dates for the potential expansion on the Eastern side of closer to the eastern side of the US.

因此，儘管我們沒有任何實際計劃——我們還沒有為美國東部或更靠近美國東部的潛在擴張設定任何日期。

In terms of Europe, we continue to look at it. So that continues to be an opportunity that we are evaluating. We haven't set dates yet. We are -- it requires to build an ecosystem. So we are -- that's what we're looking for. And as we build that ecosystem and reach bigger economies of scale, we will set base and commitment.

就歐洲而言，我們將繼續關注。因此，這仍然是一個我們正在評估的機會。我們尚未確定日期。我們——需要建立一個生態系統。所以，這就是我們所尋找的。隨著我們建立生態系統並實現更大的規模經濟，我們將奠定基礎並做出承諾。

And then for APAC, we build -- we manufacture out of Vietnam, we're looking at India, I would say, in more detail today, not only to serve that India market, but we believe that India will be -- could be a great place to manufacture our products, and there's great manufacturing companies that we can combine -- we can create an ecosystem probably faster than what we can create an ecosystem in Europe. So that -- if I were to where we are today, probably our first -- the next announcements in terms of manufacturing capabilities will probably be in India rather than in the Eastern US or Western Europe.

然後對於亞太地區，我們在越南進行生產，我們正在關注印度，今天我想更詳細地說，不僅要服務於印度市場，而且我們相信印度將成為製造我們產品的絕佳地點，並且我們可以整合優秀的製造公司——我們可以創建一個生態系統，可能比在歐洲創建生態系統的速度更快。因此——如果我以今天的眼光來看，這可能是我們第一次——下一次關於製造能力的公告可能是在印度，而不是在美國東部或西歐。

Kashy Harrison, Piper Sandler.

卡西·哈里森、派珀·桑德勒。

Good morning. Thanks for taking the questions guys. Just a clarifying question for you, Julian. Were you saying that even if your customers have issues securing critical equipment that the contracts still require them to take title. And then just outside of force majeure events, is there any scenario in which there could be a delay in them taking title from you?

早安.謝謝大家回答這些問題。朱利安，我只是想向你澄清一個問題。您的意思是，即使您的客戶在保護關鍵設備方面有問題，合約仍然要求他們獲得所有權。那麼，除了不可抗力事件之外，還有其他情況會導致他們延遲從您手中取得所有權嗎？

What I said, if our contracts require our customers to take title if there are significant delays. So there is a safeguard at the end of the process. If by certain day I think the customer doesn't have the site ready or ones who have [came], they take title of our equipment, usually in a warehouse close to the site.

我說的是，如果我們的合約要求客戶在出現嚴重延誤時取得所有權。因此，在流程結束時有一個保障措施。如果到了某一天，我認為客戶還沒有準備好場地，或者已經準備好了場地，他們就會拿走我們設備的所有權，通常是在靠近場地的倉庫裡。

So -- but as a safeguard, I'll say seldom use, doesn't happen all the time, but it's a safeguard that makes me feel more confident that -- which is -- the message I was trying to communicate that our '24 -- fourth-quarter revenue is very much secure that even if our customers had a problem putting in the pad locks or doing anything, we will be able to take one customer.

所以 — — 但作為一種保障措施，我會說很少使用，並不總是發生，但它是一種保障措施，讓我感到更有信心 — — 這就是 — — 我試圖傳達的信息，即我們的 24 — — 第四季度的收入非常有保障，即使我們的客戶在安裝掛鎖或做任何事情時遇到問題，我們也能夠接待一位客戶。

But where we are today -- said for the last years, we've been very, very good. Our customers have been very, very good. We have not seen any major delays, maybe a week here or there, a week there, but nothing that's in any way significant. So that's how the contracts do work. And I was -- this is not something that we, as I said, a provisional contract that we do not exercise constantly.

但我們今天的狀況——就過去幾年而言，我們已經非常非常好了。我們的客戶非常非常好。我們沒有看到任何重大的延誤，也許這裡或那裡有一周，那裡有一周，但沒有重大的延誤。這就是合約的運作方式。而且我 — — 正如我所說，這不是我們不會經常履行的臨時合約。

But it's something that if the things were complicated, you can always use it. And generally, we do this in a very, very amicable way with our customers, not major issues. Yes, it was more to give -- to provide confidence to all of you because I understand all this revenue in the fourth quarter, hey, I know you can do it. Ahmed mentioned, we've been doing this very, very well for the last year or 1.5 years, great.

但如果事情很複雜，你總是可以使用它。整體而言，我們與客戶相處非常友好，不會有重大問題。是的，這更多的是為了給予——為你們所有人提供信心，因為我了解第四季度的所有這些收入，嘿，我知道你們可以做到。艾哈邁德提到，過去一年或一年半里，我們在這方面做得非常非常好，很棒。

It is essentially manufacturing and logistics, wonderful, not that many customers, 20 to 25, wonderful. And if things get bad for any reason, we still have the safeguard. So that's the way I will put it out. I think you mentioned it, except for force majeure, something that -- then that's a very different world.

它本質上是製造和物流，很棒，客戶不是很多，20 到 25 個，很棒。如果情況因任何原因惡化，我們仍有保障。這就是我要表達的方式。我想你有提到過，除了不可抗力之外，那是一個非常不同的世界。

But even today with the situation in the Red Sea, we don't have a lot through the Red Sea, as we said, 15% of our volume passes through the Red Sea, very, very low. But even that, that added a couple of weeks more to the transit time of our equipment, we were able to manage it within our time.

但即使今天紅海的情況如此，我們透過紅海運輸的貨物也不多，正如我們所說，只有 15% 的貨物通過紅海運輸，非常非常低。但即使這樣，我們的設備運輸時間也增加了幾週，我們仍然能夠在規定的時間內完成。

So even in a situation, let say, a war in the Middle East, we were able to do it. We can manage it very, very well. So it will have to be something really, really disruptive in order to disrupt our capabilities. It could happen unfortunately, but that's where we...

因此，即使在中東發生戰爭的情況下，我們也能做到這一點。我們可以做得非常好。因此，要破壞我們的能力，就必須有真正具有破壞性的事物。不幸的是，這可能會發生，但這就是我們…

Yes. That's all very, very helpful. As you pointed out, the 80% is a big number. And just maybe for my follow-up question, more so about comments in the slide deck. You highlight demand is growing, specifically in ERCOT, CAISO and MISO.

是的。這一切都非常非常有幫助。正如您所指出的，80% 是一個很大的數字。也許對於我的後續問題，更多的是關於幻燈片中的評論。您強調需求正在成長，特別是在 ERCOT、CAISO 和 MISO。

Just wondering if you have a sense of what proportion of your customers have -- are signing PPAs versus just selling merchant and whether in your discussions with your customers, there's any difference in their ability to secure financing depending on which approach they take.

只是想知道您是否知道有多少比例的客戶簽署了 PPA，而不是僅僅向商家銷售，以及在您與客戶的討論中，他們獲得融資的能力是否存在差異，這取決於他們採取哪種方式。

Yes. On the financing, generally, we, in the US, have worked with -- and Global say with Tier 1. So financing hasn't been an issue. I don't really have a view in the US how much is PPA versus merchant. But I will tell you, from my conversations, mostly PPAs.

是的。在融資方面，一般來說，我們在美國與 Tier 1 進行合作，在全球也是如此。因此融資不是問題。我真的不知道美國的 PPA 與商家相比如何。但從我的談話中我可以告訴你，大部分都是 PPA。

But I don't have exactly the number. I cannot tell you 95%, but mostly PPAs. And I know that, how I know about it because of they -- what they are for my -- what they want from the KPIs, they want from me. Our PPA connected to the KPIs, they are committing to their counterparties.

但我不知道確切的數字。我無法告訴你 95%，但大部分是 PPA。我知道這一點，我之所以知道這一點，是因為他們——他們為我做什麼——他們想從 KPI 中得到什麼，他們想從我這裡得到什麼。我們的 PPA 與 KPI 相關聯，他們向交易對手做出承諾。

So that's how I get a sense. I don't really know the number. We'll get a number. That's a good question to make a point of how much of the -- of what we have of our order intake. It is firm with PPAs versus was merchant. But I'll say the great majority, I just don't know the number from the top of my head.

這就是我的感覺。我確實不知道這個數字。我們會得到一個號碼。這是一個很好的問題，可以說明我們的訂單量有多少。它與 PPA 相比，與商人相比，是堅定的。但我會說絕大多數，我只是不知道具體數字。

Thank you. And I would now like to turn the call back over to Lex May for closing comments.

謝謝。現在我想將電話轉回給 Lex May 進行最後發言。

Thank you, Justin, and thank you, everyone, for participating on today's call. If you have any questions, please feel free to reach out to me. We look forward to speaking with you again when we report our third quarter results. Have a good day.

謝謝賈斯汀，也謝謝大家參加今天的電話會議。如果您有任何疑問，請隨時與我聯繫。我們期待在報告第三季業績時再次與您交談。祝你有美好的一天。

This concludes today's conference call and thank you for participating. You may now disconnect.

今天的電話會議到此結束，感謝您的參與。您現在可以斷開連線。