Intrusion Inc (INTZ) 2024 Q3 法說會逐字稿

Welcome to intrusion Inc's third quarter, 2024 earnings conference call and webcast.

歡迎參加 Intrusion Inc 2024 年第三季財報電話會議和網路廣播。

At this time, all participant lines are in a listen-only mode for those of you participating in the conference call.

此時，對於參加電話會議的人員來說，所有參與者線路都處於只聽模式。

There will be an opportunity for your questions at the end of today's prepared comments.

在今天準備好的評論結束時，您將有機會提出問題。

Please note this conference is being recorded.

請注意，本次會議正在錄製中。

An audio replay of the conference call will be available on the company's website within a few hours after this call.

電話會議的音訊重播將在電話會議結束後幾個小時內在公司網站上提供。

I would now like to turn the call over to Josh Carroll with investor relations.

我現在想將電話轉給負責投資者關係的喬許·卡羅爾（Josh Carroll）。

Thank you and welcome.

謝謝並歡迎。

Joining me today are Tony Scott, Chief Executive Officer and Kimberly Pinson, Chief Financial Officer.

今天與我一起出席的有首席執行官托尼·斯科特 (Tony Scott) 和首席財務官金伯利·平森 (Kimberly Pinson)。

This call is being webcast and will be archived on the investor relations section of our website.

此次電話會議正在網路上直播，並將存檔在我們網站的投資者關係部分。

Before I turn the call over to Tony, I'd like to remind everyone that the statements made during this conference call relating to the company's expected future performance, future business prospects, future events or plans may include forward-looking statements as defined under the private security Litigation Reform Act of 1995.

在我將電話轉給托尼之前，我想提醒大家，本次電話會議中所做的有關公司預期未來業績、未來業務前景、未來事件或計劃的陳述可能包括根據《公司章程》定義的前瞻性陳述。

Please refer to our sec filings for more information on the specific risk factors that could cause our actual results to different materially from the projections described in today's conference call, any forward-looking statements that we make on this call are based upon information that we believe as of today and we undertake no obligation to update these statements as a result of new information or future events.

請參閱我們向美國證券交易委員會提交的文件，以了解有關可能導致我們的實際結果與今天電話會議中描述的預測存在重大差異的具體風險因素的更多信息，我們在本次電話會議中做出的任何前瞻性陳述均基於我們認為的資訊截至今天，我們沒有義務因新資訊或未來事件而更新這些聲明。

In addition to us GAAP reporting, we report certain financial measures that do not conform to generally accepted accounting principles during the call.

除了我們的公認會計準則報告之外，我們還在電話會議期間報告了某些不符合公認會計原則的財務指標。

We may use Non-GAAP measures if we believe it is useful to investors or if we believe it will help investors better understand our performance or business trends with that.

如果我們認為非公認會計原則對投資者有用，或者我們認為這將有助於投資者更了解我們的績效或業務趨勢，我們可能會使用非公認會計準則來衡量標準。

Let me now turn the call over to Tony for a few opening remarks.

現在讓我把電話轉給東尼，讓他做一些開場白。

Well, thank you Josh and good afternoon and thank you all for joining us today.

好吧，謝謝喬希，下午好，謝謝大家今天加入我們。

Our third quarter results reflect another quarter of improved performance as we delivered our second consecutive quarter of sequential revenue improvement, which marks an important milestone in our continuing journey towards sustainable growth and profitability.

我們的第三季業績反映出業績又一個季度的改善，因為我們連續第二個季度實現收入連續增長，這標誌著我們持續實現可持續增長和盈利能力的過程中的一個重要里程碑。

As I noted in our strategic update call last month, we signed an additional seven New Shield logos during the third quarter, bringing our total new logo count year-to-date to 18.

正如我在上個月的策略更新電話會議中指出的那樣，我們在第三季度另外簽署了 7 個新盾徽標，使我們今年迄今為止的新徽標總數達到 18 個。

I'm also pleased to report that we've continued to experience near zero churn with our shield customers.

我還很高興地報告，我們的 Shield 客戶流失率持續接近零。

And as I previously noted, we were able to expand two contracts with existing logos as a result of the positive experiences that these customers have had using our technology.

正如我之前指出的，由於這些客戶使用我們的技術獲得了積極的體驗，我們能夠用現有徽標擴展兩份合約。

So we continue to remain excited about the strong momentum that we have been experiencing for our suite of shield technology solutions.

因此，我們繼續對盾牌技術解決方案套件所經歷的強勁勢頭感到興奮。

And as we deploy our solutions to these new customers over the coming quarters, we anticipate that we will experience further improvements to our financial results that will help us achieve our growth and profitability goals.

隨著我們在未來幾季向這些新客戶部署我們的解決方案，我們預計我們的財務業績將進一步改善，這將有助於我們實現成長和獲利目標。

As I noted on our call in October, we're also continuing to see strong demand for our products in both the Philippines and the broader Asia Pacific region as a result of the increased presence of our technology in the region and the positive reputation of our solutions with these customers.

正如我在 10 月的電話會議上指出的那樣，由於我們的技術在該地區的影響力不斷增強以及我們的良好聲譽，菲律賓和更廣泛的亞太地區對我們產品的需求持續強勁。提供解決方案。

Our pipeline is growing with additional high quality opportunities that we expect to close in both the fourth quarter and in the first half of 2025 on the domestic front, we are engaged in several exciting pocs with large enterprise customers which we also expect will turn into bookings in the fourth quarter and beyond.

我們的管道正在不斷增長，我們預計將在第四季度和2025 年上半年在國內方面完成更多高品質的機會，我們正在與大型企業客戶進行一些令人興奮的合作，我們也預計這些機會將轉換為預訂第四季及以後。

As you've been hearing me say for some time, the cybersecurity challenges most organizations face will only continue to grow and we have a unique and valuable solution that can address many of the most pressing challenges that these institutions face.

正如您已經聽到我說的那樣，大多數組織面臨的網路安全挑戰只會繼續增長，我們擁有獨特且有價值的解決方案，可以解決這些機構面臨的許多最緊迫的挑戰。

Now, with respect to our product development efforts, we've continued to focus on adding new capabilities to increase the efficacy and the value of our products.

現在，在我們的產品開發工作方面，我們繼續專注於增加新功能，以提高產品的功效和價值。

We've been improving the speed and the frequency of our updates which ensure that our customers will benefit from timely relevant and up to date, cybersecurity protections.

我們一直在提高更新的速度和頻率，以確保我們的客戶能夠受益於及時相關且最新的網路安全保護。

The AI features we've introduced into the shield command hub will continue to expand with the goals of providing near real time expert analysis, substantially reduced workload for security operation staff and additional ease of use and automation tools for our customers.

我們引入 Shield 命令中心的人工智慧功能將繼續擴展，目標是提供近乎即時的專家分析，大幅減少安全操作人員的工作量，並為我們的客戶提供額外的易用性和自動化工具。

On the leadership front, our longest serving board member, James F. Gero has announced his retirement from our board of directors effective November 20th, 2024.

在領導階層方面，我們任職時間最長的董事會成員 James F. Gero 宣布從 2024 年 11 月 20 日起從董事會退休。

James has been a board member of intrusion for 21 years and is stepping away as a part of a long planned transition to retirement to focus on other activities.

James 已擔任 Intrusion 董事會成員 21 年，作為長期規劃的退休過渡計劃的一部分，他即將辭職，以專注於其他活動。

And over the years, Jame has been a great resource for the board as he's utilized his extensive executive leadership experience to provide intrusion with counsel that assisted the company in addressing a wide range of challenges that we faced over the last few years.

多年來，Jame 一直是董事會的重要資源，因為他利用自己豐富的執行領導經驗提供諮詢意見，幫助公司解決過去幾年我們面臨的各種挑戰。

In particular, it's been a pleasure to work with Jame on the board.

特別是，很高興與 Jame 一起在董事會工作。

I would like to personally thank Jame for his extraordinary commitment to intrusion during his tenure and we wish him the best as he begins his well deserved retirement.

我要親自感謝詹姆斯在任職期間對入侵的非凡承諾，我們祝他在開始他應得的退休生活時一切順利。

A replacement for Jame has not yet been identified, but the board has already begun a search to identify and evaluate qualified candidates.

詹姆斯的替代者尚未確定，但董事會已經開始尋找並評估合格的候選人。

We'll provide additional information when it's appropriate to do so.

我們將在適當的時候提供更多資訊。

Now, briefly on to our financials, as you'll hear from Kimberly later in greater detail, our shield revenue during the third quarter increased by 49% sequentially, the most significant portion of the increase in shield revenue during the third quarter was driven by the addition of a US Department of Defense contract, which is a combination of shield and our more traditional consulting services.

現在，簡要介紹一下我們的財務數據，正如您稍後將從 Kimberly 那裡聽到的更詳細的信息，我們第三季度的盾牌收入環比增長了 49%，第三季度盾牌收入增長的最大部分是由增加了美國國防部合同，該合同是盾牌和我們更傳統的諮詢服務的結合。

We expect to see additions to and expansions of this contract in the coming quarters.

我們預計在未來幾個季度會看到該合約的增加和擴展。

As in previous quarters, we've managed to control our costs which remain relatively flat and we continued to maintain a healthy gross margin above 77% which I believe is essential for our long term goals.

與前幾季一樣，我們成功控制了成本，成本保持相對平穩，並且繼續保持 77% 以上的健康毛利率，我認為這對我們的長期目標至關重要。

At the same time, we continue to invest in R&D at a relatively constant level with our prior quarters, which allows us to quickly design, develop and implement new capabilities to keep our products fresh relevant and effective in a constantly changing cybersecurity environment.

同時，我們繼續以與前幾個季度相對穩定的水平進行研發投資，這使我們能夠快速設計、開發和實施新功能，使我們的產品在不斷變化的網路安全環境中保持新鮮的相關性和有效性。

Now, before I turn the call over to Kimberly, I'd like to address our current share price.

現在，在我將電話轉給金伯利之前，我想談談我們目前的股價。

Many of you are aware we've received a written notice from the NASDAQ stock market indicating that intrusion is not in compliance with the $1 minimum bid price requirement for continued listing.

你們中的許多人都知道，我們已收到納斯達克股票市場的書面通知，表明入侵行為不符合繼續上市的 1 美元最低買入價要求。

The notice has no immediate effect on our listing on NASDAQ and we have 180 calendar days to regain compliance.

該通知不會立即影響我們在納斯達克的上市，我們有 180 個日曆日的時間來恢復合規性。

Like many of our oil investors, we're extremely disappointed with how our share price has performed over the past few months, but we recognize that the best cure for this situation is delivering on our revenue goals and we believe that the fourth quarter and the first quarter will continue to deliver the results that we've committed ourselves to.

像我們的許多石油投資者一樣，我們對過去幾個月的股價表現非常失望，但我們認識到解決這種情況的最佳方法是實現我們的收入目標，我們相信第四季度和第一季將繼續交付我們承諾的成果。

Well, there's still a lot of work ahead of us.

嗯，我們還有很多工作要做。

We are on the right path forward, given the steps that we've taken to strengthen our balance sheet and grow our customer base, which as you can see has already begun to yield improved financial results.

鑑於我們為加強資產負債表和擴大客戶群而採取的措施，我們正走在正確的道路上，正如您所看到的，這些措施已經開始產生改善的財務表現。

As we look ahead, I believe that the recent customer wins coupled with our strong pipeline of high quality opportunities have positioned us to improve our financial performance and ultimately drive our stock price higher in a sustainable fashion.

展望未來，我相信，最近贏得的客戶加上我們強大的優質機會管道，使我們能夠改善我們的財務業績，並最終以可持續的方式推高我們的股價。

And with that, I'd now like to turn the call over to Kimberly for a more detailed review of our third quarter.

說到這裡，我現在想把電話轉給 Kimberly，讓她對我們的第三季進行更詳細的審查。

Financials, Kimberly?

金融，金伯利？

Thanks.

謝謝。

Tony.

托尼.

In the third quarter of 2024 revenues were $1.5 million an increase of 3% sequentially and 2% when compared to the prior year period.

2024 年第三季營收為 150 萬美元，比上一季成長 3%，與上年同期相比成長 2%。

A key area of growth that we would like to highlight this quarter is the increase in shield revenue of $0.1 million or 49% sequentially over the second quarter of 2024.

本季我們要強調的一個關鍵成長領域是盾牌收入比 2024 年第二季增加了 10 萬美元，增加了 49%。

As you may recall, our shield revenues declined in the June 20 24th quarter as a result of the loss of a large early intrusion shield customer that had implemented a highly customized and nonstandard configuration of the product.

您可能還記得，我們​​的防護罩收入在 6 月 20 日至第 24 季有所下降，因為失去了一個大型早期入侵防護罩客戶，該客戶實施了高度客製化和非標準的產品配置。

The loss of revenues from this customer has now been fully offset by revenues from new customers signed in recent quarters and to a large degree from the recent $2 million contract with the US Department of Defense, that Tony previously mentioned consulting revenue in the third quarter totaled $1.1 million.

該客戶的收入損失現已完全被最近幾季簽署的新客戶的收入所抵消，並且在很大程度上來自最近與美國國防部簽訂的200 萬美元合同，托尼之前提到第三季度的諮詢收入總計110 萬美元。

A decrease of 0.1 million sequentially and flat on a year over year basis.

環比減少 10 萬，與去年同期持平。

The sequential decrease in consulting revenue was related to a reduction in task order related services.

諮詢收入的環比下降與任務訂單相關服務的減少有關。

Gross profit margin was 77% for the third quarter of 2024.

2024年第三季毛利率為77%。

Compared to 76% in the June quarter and 78% in the third quarter of 2023.

相比之下，2023 年 6 月季為 76%，第三季為 78%。

The gross profit margin will vary depending on product mix.

毛利率將根據產品組合而變化。

Our gross profit increased slightly during the quarter as a result of product mix with shield revenues representing 30% of our revenues in the third quarter of 2024 operating expenses in the third quarter of 2024 totaled $3.2 million.

由於產品組合，我們的毛利在本季略有成長，屏蔽收入占我們 2024 年第三季營收的 30%，2024 年第三季的營運費用總計 320 萬美元。

An increase of $0.1 million sequentially and a decrease of $0.6 million.

環比增加 10 萬美元，減少 60 萬美元。

When compared to the third quarter of 2023.

與 2023 年第三季相比。

The increase in operating expenses during the quarter was primarily driven by salary increases given to nonexecutives.

本季營運費用的增加主要是由於非執行人員的薪資成長所致。

The decrease on a year over year basis was driven by reduced legal defense costs associated with matters that are now fully settled, decreased spending on contract labor and lower costs associated with software support services.

年比下降的原因是與現已完全解決的事項相關的法律辯護成本減少、合約工支出減少以及與軟體支援服務相關的成本降低。

As we move forward, we will continue to remain diligent with not only our spending decisions but also our investments that will ensure future growth.

在我們前進的過程中，我們將繼續保持勤奮，不僅是我們的支出決策，而且是我們的投資，以確保未來的成長。

The net loss from operating activities for the third quarter of 2024 was $2 million which is in line with the June 2024 quarter and represents a $0.7 million or 24% improvement on a year over year basis.

2024 年第三季營業活動淨虧損為 200 萬美元，與 2024 年 6 月季度一致，年減 70 萬美元，即 24%。

The improvement over the prior year period was driven by lower operating expense.

與上年同期相比的改善是由於營運費用降低所致。

The net loss for the third quarter of 2024 was $2.1 million on a year over year basis.

2024 年第三季年淨虧損為 210 萬美元。

Net loss improved by $1.1 million from a loss of 3.2 million in the third quarter of 2023.

淨虧損比 2023 年第三季的虧損 320 萬美元減少了 110 萬美元。

The improved net loss relates to both lower operating expenses and reduced interest charges of $0.5 million related to the Stringer Notes.

淨虧損的改善與營運費用的降低以及與斯金格票據相關的 50 萬美元利息費用的減少有關。

As you may recall, we converted 9.5 million of debt to equity in March of this year from a liquidity perspective on September 30th, we had cash and cash equivalents of $1.1 million.

你可能還記得，今年3月我們將950萬債務轉換為股權，從9月30日的流動性角度來看，我們擁有110萬美元的現金和現金等價物。

I'd like to now turn the call back over to Tony for a few close incumbents.

我現在想把電話轉回給東尼，詢問幾位親密的現任者。

Tony.

托尼.

Thanks Kimberly.

謝謝金伯利。

While we are encouraged by these results, we are definitely not satisfied and our team is continuing to remain focused on improving our products and our financial results, which will create a share price that will deliver meaningful value for our stakeholders.

雖然我們對這些結果感到鼓舞，但我們絕對不滿意，我們的團隊將繼續專注於改進我們的產品和財務業績，這將創造一個為我們的利害關係人帶來有意義的價值的股價。

As I noted throughout the call, we've experienced a lot of great momentum over the past few quarters from a customer win and a pipeline standpoint, all of which gives us confidence that we are on the right path forward.

正如我在整個電話會議中指出的那樣，從贏得客戶和管道的角度來看，過去幾個季度我們經歷了巨大的動力，所有這些都讓我們相信我們正走在正確的道路上。

We're excited about the future here at intrusion and we look forward to providing additional updates on our progress during our fourth quarter earnings call.

我們對 Intrusion 的未來感到興奮，並期待在第四季度財報電話會議上提供有關我們進展的更多最新資訊。

This concludes our prepared remarks and I'll now turn the call over to the operator for Q&A.

我們準備好的演講到此結束，我現在將把電話轉給接線員進行問答。

Thank you.

謝謝。

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

此時，我們將進行問答環節。

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

如果您想提問，請按電話鍵盤上的星號一。

A confirmation tone will indicate your line is in the question queue.

確認音將表示您的線路已在問題佇列中。

You may press star two.

您可以按星二號。

If you'd like to remove your question from the queue for participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys one moment, please.

如果您想從使用揚聲器裝置的參與者群組中刪除您的問題，請先拿起聽筒，然後再按星號鍵。

While we poll for questions.

當我們投票詢問問題時。

Once again, please press star one.

請再按星號一。

If you have a question or a comment.

如果您有疑問或意見。

The first question comes from Scott Buck with H.C. Wainwright.

第一個問題來自 Scott Buck 和 H.C.溫賴特。

Please proceed.

請繼續。

Hi, good afternoon guys.

嗨，大家下午好。

Thanks for taking my questions, Tony.

謝謝你回答我的問題，東尼。

Can you remind us when that large field client started to, to exit?

您能提醒我們那位大型現場客戶何時開始退出嗎？

Just trying to figure out when that gets anniversary here in 25 whether it's the first quarter or the second quarter.

只是想知道 25 週年紀念日是什麼時候，是第一季還是第二季。

I think, and Kim can correct me if I'm wrong but I think the last revenue we got from the that initial Seal Shield client was in the second quarter of this past year.

我認為，如果我錯了，Kim 可以糾正我，但我認為我們從最初的 Seal Shield 客戶那裡獲得的最後一份收入是在去年第二季。

So it was fully exhausted by then.

所以那時已經完全筋疲力盡了。

Yeah.

是的。

No, the large.

不，是大的。

It was the first quarter.

那是第一季。

Okay.

好的。

Yeah, first quarter.

是的，第一季。

Okay.

好的。

So, theoretically that should help the growth, the revenue growth optics as you anniversary that.

因此，從理論上講，這應該有助於成長，收入成長光學作為您的周年紀念。

Yeah.

是的。

Yeah, exactly.

是的，完全正確。

Perfect.

完美的。

That's helpful.

這很有幫助。

And I was wondering if you could give us any color on, on what kind of size you're seeing with some of these new shield logos?

我想知道您是否可以給我們一些您看到的這些新盾牌徽標的顏色、尺寸？

You know, I recognize that in most case you probably start small and build within, but just kind of curious, you know, who are these businesses that you're signing?

你知道，我意識到，在大多數情況下，你可能會從小規模開始，然後在內部進行建設，但只是有點好奇，你知道，你要簽約的這些企業是誰？

Well, they're still all over the map.

好吧，他們仍然遍布地圖。

I guess what I'm encouraged by is I kind of mentioned on the call is our reputation in the Asia PAC region has continued to you know, be a factor, we're getting more and more peer to peer referrals and we're getting the opportunity to bid on bigger, more important deals and so on.

我想令我感到鼓舞的是，我在電話會議上提到，我們在亞太地區的聲譽一直在持續，你知道，這是一個因素，我們得到了越來越多的同行推薦，我們得到了競標更大、更重要的交易等的機會。

And then I think as I mentioned on our strategic call, this big contract that we're expecting to or hoping I should say to try to replicate that in other regions around the world.

然後我想，正如我在我們的策略電話會議中提到的那樣，我們期望或希望我應該說這份大合約試圖在世界其他地區複製。

So, and I think we can do that because of these enterprise features that we've been building into the product over the last two years that, you know, now start to resonate with, with larger customers.

所以，我認為我們可以做到這一點，因為我們在過去兩年中一直在產品中建立這些企業功能，您知道，現在開始與更大的客戶產生共鳴。

So that's kind of the, the deal, even on the smaller deals that we sign, you know, we've got a couple of MSPS who, you know, have been running the product for a year and now feel very comfortable having gone through a couple of upgrades and other experiences to recommend to their other clients.

這就是協議，即使是我們簽署的較小的協議，我們有幾個 MSPS，他們已經運行該產品一年了，現在感覺很舒服，已經完成了一些升級和其他體驗可以推薦給其他客戶。

So, far nobody is saying I want less, you know, there's some great signs that people want more.

所以，到目前為止，沒有人說我想要更少，你知道，有一些明顯的跡象表明人們想要更多。

Good.

好的。

That's, that's very helpful.

那是，這非常有幫助。

And then the last thing, just curious if there's any readthrough from the election results, whether there's, you know, potential there to help with the, the government business or at least, you know, federal government budgeting.

最後一件事，只是好奇選舉結果是否有任何解讀，是否有可能幫助政府業務，或至少聯邦政府預算。

But curious to hear your thoughts.

但很想聽聽你的想法。

Yeah, we don't think we're going to be impacted, in any significant way.

是的，我們認為我們不會受到任何重大影響。

Because of politics, what we, what we always, you know, run in fear of, I guess is some long continuing resolution.

由於政治，我們，我們總是，你知道，所害怕的，我想是一些長期持續的解決方案。

That kind of hobbles things along for a while and it's still a little too early to tell what that's going to look like.

這種情況會在一段時間內阻礙事情的發展，現在判斷事情會是什麼樣子還為時過早。

I mean, your guess is as good as mine.

我的意思是，你的猜測和我的一樣好。

But, I guess the, the good thing about being in the cyber security business is the bad guys don't really care who's in office and, they just keep doing their thing and that creates a, a market for our solution.

但是，我想，從事網路安全業務的好處是，壞人並不真正關心誰在辦公室，他們只是繼續做自己的事情，這為我們的解決方案創造了一個市場。

So I'm not expecting them to, you know, go away or stop doing what they're doing.

所以我不希望他們離開或停止他們正在做的事情。

Of course, I appreciate the time guys.

當然，我很感謝大家花時間。

Thank you very much.

非常感謝。

Thanks guys.

謝謝你們。

Once again, if you have a question or a comment, please indicate so by pressing star one, the next question comes from Edward Woo with Ascendiant Capital.

再次強調，如果您有問題或意見，請按星標一號指出，下一個問題來自 Ascendiant Capital 的 Edward Woo。

Please proceed.

請繼續。

Yeah, thanks for taking my question.

是的，謝謝你回答我的問題。

Now, obviously, election integrity is very big in the US as it is around the world.

現在，顯然，選舉公正性在美國和世界各地都非常重要。

And you know, the Philippine election is a great win for you guys.

你知道，菲律賓選舉對你們來說是一場偉大的勝利。

Have you seen any increased opportunities in the US to, you know, bring your product as a solution for the election integrity?

您是否看到美國有更多機會將您的產品作為選舉誠信的解決方案？

We've certainly gotten some inquiries.

我們確實收到了一些詢問。

But I don't have any, you know, solid signed business at this particular point.

但你知道，目前我還沒有任何可靠的簽約業務。

I think as everybody has noticed the claims of election fraud this time around were way lower than they've been in the last couple of cycles.

我想每個人都已經注意到，這次選舉舞弊的指控比過去幾個週期要低得多。

And so, you know, we'll see long term what that really means.

所以，你知道，從長遠來看，我們會看到這真正意味著什麼。

But I think it's a concern, you know, for any government organization, anywhere in the world, you know, the capability for somebody to try to hack in and mess with a campaign or fool around with the results, you know, those opportunities are, you know, going to be there for a long time and we think we've got a good solution that can help defend against that.

但我認為，對於世界上任何地方的任何政府組織來說，這是一個令人擔憂的問題，有人試圖侵入並擾亂競選活動或愚弄結果，你知道，這些機會是你知道，這種情況會持續很長一段時間，我們認為我們已經有了一個很好的解決方案，可以幫助抵禦這種情況。

Great.

偉大的。

And then, you know, just going back to the prior question in terms of now the elections are over.

然後，你知道，回到之前的問題，現在選舉已經結束了。

Have you seen, you know, these chief information officers saying that now the elections behind us, they can kind of focus on 2025 and figure out their capital spending plans.

你有沒有看到，這些資訊長說，現在選舉已經過去，他們可以關注 2025 年並製定他們的資本支出計劃。

I think it's too early to know that I'm actually attending a big, exposition here in Southern California, the next couple of days where we're going to be talking to a couple of 100 managed service providers and so on.

我認為現在知道我實際上正在南加州參加一場大型博覽會還為時過早，接下來的幾天我們將與 100 家託管服務提供商等進行洽談。

So I expect to get some read, as a result of those conversations, but right now, I think it's probably a little too early to make it any kind of, you know, specific comment on that.

因此，我希望透過這些對話得到一些閱讀，但現在，我認為對此做出任何具體評論可能還為時過早。

Great.

偉大的。

Well, thank you.

嗯，謝謝。

And I wish you guys good luck.

我祝你們好運。

Thank you.

謝謝。

All right, thanks.

好的，謝謝。

Once again.

再次。

If there are any remaining questions or comments, please indicate so by pressing star one on your touchtone phone.

若還有任何疑問或意見，請按按鍵式電話上的星號一表示。

Okay.

好的。

We currently have no questions in queue.

目前我們在隊列中沒有任何問題。

I'll turn the call back over to your host, Mr. Tony Scott for closing remarks.

我會將電話轉回主持人東尼·史考特先生，讓其致閉幕詞。

Well, thanks everyone for taking the time to listen to our call today.

好的，感謝大家今天抽出時間來聽我們的電話。

You know, as I said on the call, we're committed to working hard to achieve our revenue and profitability goals in 2025.

你知道，正如我在電話會議上所說，我們致力於努力實現 2025 年的收入和獲利目標。

And, I'm still pretty excited.

而且，我仍然很興奮。

I remain excited.

我仍然很興奮。

Some of these big wins, certainly help us, create more visibility and enhance our reputation.

其中一些重大勝利肯定會幫助我們提高知名度並提高我們的聲譽。

So, we're really looking forward to what the next couple of quarters can bring and appreciate everyone's support.

因此，我們非常期待接下來幾季能帶來什麼，並感謝大家的支持。

It's been a long hard road for many of us and, I also want to thank our team who's stuck with us.

對我們許多人來說，這是一條漫長而艱難的道路，我還要感謝一直支持我們的團隊。

We've had not only near zero churn from a customer standpoint, but we've had near zero churn from a talent perspective.

我們不僅從客戶的角度來看，流失率接近零，從人才的角度來看，我們的流失率也接近零。

And it's our, you know, highly focused super employees who keep this engine running and keep us alive every single day.

你知道，正是我們高度專注的超級員工讓這台引擎保持運轉，讓我們每天都充滿活力。

So I, I appreciate everything that everyone's doing.

所以我，我很感激每個人所做的一切。

I think we got a great future in front of us and look forward to the next call we can have together.

我認為我們面前有一個美好的未來，並期待著我們可以一起進行的下一次通話。

Thanks.

謝謝。

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

今天的會議到此結束，您現在可以掛斷電話了。

Thank you for your participation.

感謝您的參與。