Ondas Holdings Inc (ONDS) 2023 Q3 法說會逐字稿

Good day and welcome to the Ondas Holdings Inc, third quarter 2023 conference call. (Operator Instructions) Before we begin, the company would like to remind you that this call may contain forward- looking statements.

美好的一天，歡迎參加 Ondas Holdings Inc 2023 年第三季電話會議。 （操作員說明）在我們開始之前，本公司想提醒您，本次電話會議可能包含前瞻性陳述。

While these forward-looking statements reflect on this best current judgment, they are subject to risks and uncertainties that could cause actual results to differ materially from those implied by these forward-looking statements.

雖然這些前瞻性陳述反映了當前的最佳判斷，但它們受到風險和不確定性的影響，可能導致實際結果與這些前瞻性陳述所暗示的結果有重大差異。

These forward-looking statements are discussed in our latest periodic SEC filings and in the earnings press release issued today, which are both available on the company's website. On this undertakes no obligation to revise or update any forward-looking statements to reflect future events or circumstances, except as required by law.

這些前瞻性陳述在我們最新的定期向 SEC 提交的文件和今天發布的收益新聞稿中進行了討論，這些文件均可在公司網站上取得。 On this 不承擔修改或更新任何前瞻性陳述以反映未來事件或情況的義務，除非法律要求。

During this call. On this, we will refer to non certain non-GAAP financial measures. These non-GAAP measures are not prepared in accordance with generally accepted accounting principles. A reconciliation of non-GAAP financial measures to the most directly comparable GAAP measures is shown in our press release issued earlier today.

在這次通話過程中。對此，我們將參考非某些非公認會計準則財務指標。這些非公認會計準則衡量指標並非依照公認會計原則制定。我們今天稍早發布的新聞稿顯示了非公認會計準則財務指標與最直接可比較的公認會計準則財務指標的調整表。

Which is available at the Investor Relations section of our website. This non-GAAP information is provided as a supplement to not as a substitute for or superior to measures of financial performance prepared in accordance with GAAP.

您可以在我們網站的投資者關係部分找到這些資訊。此非公認會計準則資訊是作為補充提供的，不能替代或優於根據公認會計準則編制的財務績效衡量標準。

However, management believes these non-GAAP measures provide investors with valuable information on the underlying trends of business. Please note this event is being recorded. I would now like to turn the presentation over to Mr. Eric Brock, Chairman, CEO, and Interim CFO.

然而，管理階層認為這些非公認會計準則衡量標準為投資者提供了有關業務基本趨勢的寶貴資訊。請注意此事件正在被記錄。我現在想把演講交給董事長、執行長兼臨時財務長艾瑞克‧布洛克先生。

Please go ahead, sir.

請繼續，先生。

Thank you, operator, and good morning. I want to get started by welcoming everyone to our third quarter investor call. As always, we appreciate the time you're spending with us and for your interest in our company. At the outset, I want to take a brief moment to share some opening remarks before we go through the typical cadence of our quarterly call.

謝謝您，接線員，早安。首先，我想歡迎大家參加我們的第三季投資人電話會議。一如既往，我們感謝您與我們共度時光以及您對我們公司的興趣。首先，在我們進行季度電話會議的典型節奏之前，我想花一點時間分享一些開場白。

As I do that, I wanted to highlight that the value of our company in our world-class technology platforms has never been higher. This is the case today. We believe it will be true tomorrow, next month, next quarter in the years ahead. Every day we make progress towards wide-scale adoption in the value we are creating for our customers, employees and yes, this is a critical importance to me. The value to our shareholders will increase.

在這樣做時，我想強調的是，我們公司在世界一流技術平台上的價值從未如此之高。今天就是這樣。我們相信，未來幾年的明天、下個月、下個季度都會如此。我們每天都在為客戶、員工創造的價值的廣泛採用方面取得進展，是的，這對我來說至關重要。我們股東的價值將會增加。

We are committed to this, and I believe we are succeeding, notwithstanding the pressures from the capital markets, specifically, the added challenges of having a low stock price in high cost of capital.

我們致力於此，我相信我們正在取得成功，儘管面臨資本市場的壓力，特別是在高資本成本下保持低股價的額外挑戰。

We are seeing first hand through our Airobotics team in Israel, highly volatile and rapidly evolving geopolitical environment is impacting industry globally. I am happy to say today that our team in Israel is entirely accounted for as the guys like accomplish continues to present challenges.

我們透過以色列的 Airobotics 團隊親眼目睹，高度波動且快速變化的地緣政治環境正在影響全球產業。今天我很高興地說，我們在以色列的團隊已經完全投入，因為像「完成」這樣的人繼續提出挑戰。

I cannot say, however, that they are safe because of courses this war being fought on their home front. But they are with us and working hard in a variety of capacities to ensure that their families in their country. We are as safe as possible.

然而，我不能說他們是安全的，因為這場戰爭當然是在他們的後方進行的。但他們與我們在一起，以各種身份努力工作，以確保他們的家人在自己的國家。我們盡可能安全。

I am proud of our team in Israel and how they are bravely rising to the challenges in how our team in the United States supporting our collective efforts. As I mentioned, the evolving geopolitical and volatile global economic situation is impacting industry, including demand for the industrial wireless technology in aerial security and data platforms on us provides.

我為我們在以色列的團隊以及他們如何勇敢應對挑戰以及我們在美國的團隊如何支持我們的集體努力感到自豪。正如我所提到的，不斷變化的地緣政治和不穩定的全球經濟狀況正在影響工業，包括我們提供的空中安全和數據平台對工業無線技術的需求。

The increasing requirements for performance and resiliency of the defining trend in the critical services and industrial economy spanning from transportation and energy, to security and defense across the globe. These trends highlight the value we create for customers. Our partners in our ecosystems are supportive of Ondas long-term success.

全球從運輸和能源到安全和國防的關鍵服務和工業經濟的決定性趨勢對性能和彈性的要求不斷提高。這些趨勢凸顯了我們為客戶創造的價值。我們生態系統中的合作夥伴支持 Ondas 的長期成功。

With the support of a strong global tailwinds, we are seeing growing opportunities for Ondas full max wireless connectivity platform in our optimism, iron drone, autonomous growth systems, which I will emphasize are now commercially ready and being adopted and deployed at an increasing rate.

在強大的全球順風的支持下，我們樂觀地看到昂達全最大無線連接平台的機會越來越多，鐵無人機，自主增長系統，我要強調的是，這些系統現在已經商業化，並且正在以越來越快的速度被採用和部署。

Of course, we are offering these valuable solutions to law large, very sophisticated customers and ecosystem partners in mission critical environments. We are getting closer and closer and I believe our investors and of course, I am one of them will be rewarded.

當然，我們正在為關鍵任務環境中的大型、非常複雜的客戶和生態系統合作夥伴提供這些有價值的解決方案。我們越來越近了，我相信我們的投資者，當然，我也是其中之一，一定會得到回報。

We look to demonstrate that to you on this call and more importantly, during the months and quarters ahead, I believe we are on the cost of great success.

我們希望在這次電話會議上向您證明這一點，更重要的是，在未來的幾個月和幾個季度中，我相信我們正在付出巨大成功的代價。

I'm joined today by some key members of our leadership team. You will hear from familiar faces in Stewart Kantor, Founder, President and CFO, Ondas Networks, and Meir Kliner, the Founder and CEO of Robotics and the President of and Ondas Autonomous Systems, in addition Tenne is joining us today for the first time.

今天我們領導團隊的一些主要成員也加入了我的行列。您將聽到 Ondas Networks 創辦人、總裁兼財務長 Stewart Kantor 和 Robotics 創辦人兼執行長兼 Ondas Autonomous Systems 總裁 Meir Kliner 等熟悉面孔的聲音，此外，Tenne 今天首次加入我們。

As you know, Tim was recently joined Ondas as American Robotics CEO. We will properly introduce Tim later in the call as we share the update and outlook at OAS. On another note, as we announced last month, I stepped in as interim CFO in place, Yishay Curelaru, who has been called to serve in the Israel army.

如你所知，蒂姆最近加入 Ondas，擔任 American Robotics 執行長。我們將在稍後的電話會議中分享美洲國家組織的最新動態和展望，並適當介紹蒂姆。另一方面，正如我們上個月宣布的那樣，我以臨時首席財務官伊謝·庫雷拉魯 (Yishay Curelaru) 的身份接任，他已被徵召到以色列軍隊服役。

Yishay and other members of our team at robotics are performing their duties, great honour, of course, we expect Yishay in our other team members to return hopefully soon. For that point, we have had a number of employees who have been called to serve had done so and already return back to their homes in the workplace.

Yishay 和我們機器人團隊的其他成員正在履行自己的職責，非常榮幸，當然，我們希望我們其他團隊成員中的 Yishay 盡快回歸。在這一點上，我們已經有一些被召喚去服務的員工已經這樣做了，並且已經回到了工作場所的家中。

Let's turn to the agenda. We will start today's call with some brief comments about the third quarter performance in the significant progress we've made in advancing the adoption of our technology platforms.

讓我們轉向議程。我們將在今天的電話會議開始時，對第三季度我們在推進技術平台的採用方面取得的重大進展的表現進行一些簡短的評論。

I will then provide a review of our third quarter financial performance in our balance sheet and liquidity position. Then we will transition and provide a business update Ondas Networks in our OAS business units for. I will ask Stewart and Meir to provide commentary around current business activity and the outlook for Q4.

然後，我將回顧我們第三季的資產負債表和流動性狀況的財務表現。然後我們將在我們的 OAS 業務部門中進行轉型並提供 Ondas Networks 的業務更新。我將請斯圖爾特和梅爾就當前的商業活動和第四季度的前景提供評論。

Here we will ask Tenne to introduce himself and share his thoughts on the opportunities ahead for OAS in American Robotics will then wrap the call and open the floor for investor questions. We had a strong quarter operationally in advance with customers across the board, Ondas Networks and Ondas Autonomous Systems.

在這裡，我們將請 Tenne 進行自我介紹，並分享他對 OAS 在 American Robotics 未來機會的看法，然後結束電話會議並開始回答投資者問題。我們提前與所有客戶、Ondas Networks 和 Ondas Autonomous Systems 合作，實現了強勁的季度營運。

For the quarter, we generated $2.7 million in revenue, which brought us to $10.7 million of revenue year to date through the end of September, and Ondas Networks generated record revenues of $2.4 million in Q3.

本季度，我們創造了 270 萬美元的收入，截至 9 月底，我們的收入達到 1,070 萬美元，Ondas Networks 在第三季度創造了創紀錄的 240 萬美元收入。

We believe the substantial growth year-over-year put us on track for the $50 million revenue target we provided last quarter and demonstrates that we are driving adoption across our technology platforms. I also want to highlight the capital raise announced early in the third quarter, whereby we secured $25 million in funding from sophisticated private and institutional investors.

我們相信，同比的大幅成長使我們有望實現上季提出的 5,000 萬美元的收入目標，並表明我們正在推動技術平台的採用。我還想強調第三季初宣布的融資，我們從成熟的私人和機構投資者那裡獲得了 2500 萬美元的資金。

As we highlighted on our last call, this capital raise reflects confidence in the value of our proprietary technology platforms in the end markets and customers we are targeting for growth. Ondas Networks field activity progress, we're getting closer and closer to the breakout volume orders driven by success in the 900 megahertz network with the Class I Rails, we see deeper more intentional engagement with the railroad customers around the technical implementation of roll off strategies as FAA deadly lines near.

正如我們在上次電話會議中所強調的那樣，此次融資反映了我們對我們的專有技術平台在終端市場和我們的成長目標客戶中的價值的信心。 Ondas Networks 現場活動取得進展，我們越來越接近由 I 級鐵路 900 兆赫網絡的成功推動的突破性訂單量，我們看到圍繞滾裝策略的技術實施與鐵路客戶進行更深入、更有意的接觸隨著美國聯邦航空局致命線的臨近。

Stewart will share more details around our work with Siemens and the Class I Rail customers and the outlook for 900 megahertz deployments, in addition to other global rail markets.

除其他全球鐵路市場外，史都華還將分享有關我們與西門子和 I 級鐵路客戶合作的更多細節以及 900 兆赫部署的前景。

Yes. Despite the obvious challenges on the ground in Israel, we continue to perform for customers, we recently announced order from a governmental entity in Dubai demonstrates that fleet expansion continues in the city of Dubai, but the optimist public safety infrastructure.

是的。儘管以色列面臨明顯的挑戰，我們仍繼續為客戶服務，我們最近宣布來自杜拜政府實體的訂單表明，杜拜市的機隊規模仍在擴大，但公共安全基礎設施樂觀。

I will highlight again that we believe we are uniquely deploying autonomous drone set systems in urban settings, study the gold standard for performance, reliability and value with our optima system. This was further amplified by historic type certificate that we received in September from the FDA.

我要再次強調的是，我們相信我們在城市環境中部署自主無人機系統是獨一無二的，透過我們的最佳系統研究性能、可靠性和價值的黃金標準。我們 9 月從 FDA 收到的歷史性型號證書進一步放大了這一點。

Ondas is just a second small UAS developer to receive a type certificate from the FDA. We believe we are the only certified drone designed for security and data collection applications. The [TC award] validates a unique quality and reliability of our system and has been well received by customers as we expected will undoubtedly help shorten sales cycles for new customers, as we look ahead

Ondas 是第二家獲得 FDA 型號證書的小型無人機開發人員。我們相信我們是唯一經過認證的專為安全和資料收集應用而設計的無人機。 [TC 獎] 驗證了我們系統的獨特品質和可靠性，並受到了客戶的好評，正如我們所期望的那樣，這無疑將有助於縮短新客戶的銷售週期，因為我們展望未來

All, we continue to make progress with customers with the Optima system. We are very excited to highlight the opportunities we see with iron drone. As we announced yesterday, we have accelerated our development activity of the Raider, our AI-driven autonomous counter UAS platform.

總之，我們透過 Optima 系統不斷與客戶共同進步。我們非常高興地強調我們在鐵無人機方面看到的機會。正如我們昨天宣布的，我們已經加快了 Raider 的開發活動，Raider 是我們的人工智慧驅動的自主反無人機平台。

This activity is targeted at meeting specific requirements of the Israeli Defense Forces or IDF for an urgent need to protect critical locations and people from the threat of possible drones in Israel, the iron drone Raider is a proprietary counter-UAS system. We believe the Raider unique capabilities are medium, large and rapidly growing market at the right time.

這項活動旨在滿足以色列國防軍或以色列國防軍的具體要求，即保護關鍵地點和人員免受以色列境內可能的無人機威脅的迫切需要，鐵無人機襲擊者是一種專有的反無人機系統。我們相信Raider的獨特能力是在適當的時候出現的中型、大型和快速成長的市場。

Meir is going to share more details regarding this exciting work during the call and another significant development OAS, we announced that Tim Tenne has joined us as American Robotic CEO, to lead the expansion of our business in the United States.

Meir 將在電話會議期間分享有關這項令人興奮的工作以及 OAS 另一項重大發展的更多細節，我們宣布 Tim Tenne 已加入我們，擔任 American Robotic 首席執行官，領導我們在美國業務的擴張。

I am very excited to have him on board, he is the right person from great job at the right time. He has experienced talent and drive to continue to position Ondas in American Robotics as leaders in scaling drone technology solutions across industrial and government markets. We target you will hear from Tim a bit later on this call.

我很高興他加入，他是在正確的時間從事出色工作的正確人選。他擁有豐富的人才和動力，能夠繼續將 Ondas 在 American Robotics 中定位為在工業和政府市場擴展無人機技術解決方案的領導者。我們預計您稍後會在本次電話會議上收到蒂姆的來信。

In the United States, our customer pipeline is maturing and growing across industrial and government markets, both of which should accelerate with new leadership in as inventory becomes available in the US. We will touch on this in the outlook sort of wrap up the introduction.

在美國，我們的客戶管道正在成熟，並且在工業和政府市場上不斷增長，隨著美國庫存的增加，這兩個市場都將隨著新的領導地位而加速。我們將在介紹結束時的展望中談到這一點。

We are now beginning to scale it both on Ondas Networks and yes, I am happy with how we are positioned to grow our business in the coming quarters, supported by our recently fortified balance sheet. We expect a strong finish for the year Q4 we continue to focus on driving order, customer adoption and revenue growth in addition to maintaining cost discipline as we work to drive down cash burn and move towards profitability.

我們現在開始在 Ondas Networks 上進行擴展，是的，在我們最近強化的資產負債表的支持下，我對我們在未來幾季發展業務的定位感到滿意。我們預計第四季度將取得強勁業績，除了保持成本控制外，我們將繼續專注於推動訂單、客戶採用和收入成長，同時努力減少現金消耗並實現盈利。

So let's turn to the financial review. As I mentioned earlier, I will handle this section of the call in place of Yishay Curelaru, our Chief Financial Officer. Until he is able to return, we will start with the P&L.

那麼讓我們轉向財務審查。正如我之前提到的，我將代替我們的財務長 Yishay Curelaru 處理電話會議的這一部分。在他回歸之前，我們將從損益表開始。

And as I get started, I want to remind our investors that our financial statements reflect the early stage of platform adoption for both Ondas Networks in OAS in the preparation for larger commercial rollouts, we expect significant operating leverage as revenues grow, so today's revenue levels not yet cover our operating expenses.

在我開始之前，我想提醒我們的投資者，我們的財務報表反映了OAS 中兩個Ondas Networks 平台採用的早期階段，為更大規模的商業推廣做準備，我們預計隨著收入的增長，運營槓桿將顯著增加，因此今天的收入水準尚未支付我們的營運費用。

We generated approximately $2.7 million of revenue in the third quarter of 2023, which was a four times increase over the $630,000 in revenue realized in the third quarter of 2022. Revenue growth was primarily the result of higher product shipments that on Ondas Networks.

我們在 2023 年第三季創造了約 270 萬美元的收入，比 2022 年第三季實現的 63 萬美元收入成長了四倍。收入成長主要是由於 Ondas Networks 的產品出貨量增加。

OAS revenue was modest in Q3, after we had recognized a large unit sale, the UAE and the second quarter of this year. We expect revenues in OAS to vary from quarter to quarter it's a normalized into a more predictable pattern as we grow our customer base and more of these customers enter fleet programs and recurring service agreements in the United States and internationally.

在我們認識到阿聯酋和今年第二季的大量銷售後，OAS 在第三季的收入不大。我們預計OAS 的收入每季都會有所不同，隨著我們客戶群的擴大以及更多的此類客戶在美國和國際上加入機隊計劃和定期服務協議，它將標準化為更可預測的模式。

Gross profit in the third quarter of 2023 was approximately $550,000, up slightly from the $400,000 in the third quarter of 2022. Gross margins were 20.8% in the third quarter of 2023, a decline from 63.2% in the third quarter of 2022.

2023年第三季的毛利約為55萬美元，較2022年第三季的40萬美元略有上升。2023年第三季的毛利率為20.8%，較2022年第三季的63.2%有所下降。

The margins decline is primarily due to costs, including labor for optimist, customer service operations related to units in service during a quarter when we recognized a comparatively low level of optimism related product and service revenues.

利潤率下降主要是由於成本，包括樂觀者的勞動力、與服務單位相關的客戶服務運營，而我們認識到與樂觀者相關的產品和服務收入水平相對較低。

Operating expense declined sharply year-over-year to approximately $6.5 million in the third quarter of 2023 as compared to $14 million in the prior year. Despite the larger business operations, which now include a full quarter of robotics expenses, operating expenses declined as a result of strong cost controls and lower cost costs from the integration of American Robotics and AI robotics under the OAS business units.

2023 年第三季營運費用較去年同期大幅下降至約 650 萬美元，而前一年為 1,400 萬美元。儘管業務營運規模擴大，目前包括整個季度的機器人費用，但由於強有力的成本控制以及 OAS 業務部門下的 American Robotics 和 AI 機器人整合帶來的成本降低，營運費用有所下降。

In addition, lower operating expenses were supported by a reversal of stock-based compensation charges due to executive departures at American Robotics. Cash operating expenses in the third quarter of 2023 or equal to approximately $7.5 million, which was lower than expectations.

此外，由於美國機器人公司高層離職，股票薪資費用的逆轉也支撐了營運費用的下降。 2023年第三季現金營運支出相當於約750萬美元，低於預期。

Cash operating expenses exclude non-cash, operate routing items, including $1.3 million in depreciation and amortization and $800,000 of non-cash interest expense offset by the reversal of stock-based compensation.

現金營運費用不包括非現金、營運路線項目，包括 130 萬美元的折舊和攤銷以及 80 萬美元的非現金利息費用，這些費用被股票薪酬的沖銷所抵消。

Lower cash operating expenses reflect management's focus on tight expense control as we invest and grow our business. Operating loss narrowed to five 56% to approximately $5.9 million for the third quarter of 2023 as compared to $13.5 million for the third quarter of 2022.

較低的現金營運費用反映出管理層在我們投資和發展業務時注重嚴格的費用控制。 2023 年第三季的營運虧損收窄至 590 萬美元，較 2022 年第三季的 1,350 萬美元收窄 56%。

The decline in operating losses was primarily due to sharply lower operating expenses. Other expenses increased to $1.4 million for the three months ended 2023. The increase in other expenses was largely due to interest and amortization expenses related to the convertible notes, which we did not have last year.

營業虧損的下降主要是因為營業費用大幅下降。截至 2023 年的三個月，其他費用增加至 140 萬美元。其他費用的增加主要是由於與可轉換票據相關的利息和攤銷費用，而我們去年沒有這些費用。

The company narratives EBITDA loss to $6.9 million, which was sharply lower than the EBITDA loss of $11 million in the third quarter of 2022. The EBITDA loss benefited from the aforementioned cost controls. Now let's turn to the cash flow statement.

該公司報告 EBITDA 損失為 690 萬美元，大幅低於 2022 年第三季 1,100 萬美元的 EBITDA 損失。EBITDA 損失受益於上述成本控制。現在我們來看看現金流量表。

We ended the third quarter was $21 million in cash, which was supported by the $25 million in gross proceeds raised from the previously announced financings that and Ondas Networks and Ondas holdings early in the third quarter.

截至第三季末，我們擁有 2,100 萬美元現金，這得益於先前宣布的融資以及第三季初 Ondas Networks 和 Ondas 控股籌集的 2,500 萬美元總收益。

Cash used in operations during the first nine months of 2023 reflects ongoing investment and the business. So the year-to-date burn was elevated due to certain one-off and non-recurring costs realized early in the year, which were related to the acquisition area, robotics and the integration of robotics and then American Robotics into the OAS business units.

2023 年前 9 個月營運中使用的現金反映了持續投資和業務。因此，由於今年年初實現了某些一次性和非經常性成本，年初至今的燒錢有所增加，這些成本與收購領域、機器人技術以及機器人技術以及隨後將 American Robotics 整合到 OAS 業務部門有關。

Operating cash flow included a cash use of approximately $5.1 million of investment in working capital year to date through 2023. In addition, as we mentioned in the second quarter, we had used of $5.5 million in cash for debt repayments in the first half of 2023.

營運現金流包括截至 2023 年迄今營運資本投資中約 510 萬美元的現金使用。此外，正如我們在第二季度提到的，我們在 2023 年上半年使用了 550 萬美元現金償還債務。

As discussed, the recent financings fortified our balance sheet help grow our cash balance and positions us to continue to execute our growth plans. We ended the quarter with $21 million in cash between the original new convertible notes. We have approximately $30.4 million in outstanding debt.

正如所討論的，最近的融資強化了我們的資產負債表，有助於增加我們的現金餘額，並使我們能夠繼續執行我們的成長計劃。本季末，我們在原始新可轉換票據中持有 2,100 萬美元現金。我們有大約 3040 萬美元的未償債務。

I want to also highlight that the convertible notes have maturities in April, 2025 in July, 2025, which means we have quite some time to manage the amortization and create conditions to equitize on a more favorable conditions.

我還想強調的是，可轉換票據的到期日為2025年4月和2025年7月，這意味著我們有相當長的時間來管理攤銷並創造條件以更有利的條件進行股本化。

As previously discussed, it is our objective to equitize these notes as soon as we can by using shares to retire the notes you either via monthly amortization or to see these notes convert entirely to equity prior to maturity.

正如前面所討論的，我們的目標是盡快透過使用股票透過每月攤銷或在到期前將這些票據完全轉換為股權來償還票據，從而使這些票據公平化。

I want to highlight two important features of the convertible that may not be widely understood by our investors. First, the investor is limited to only 4.9% of our outstanding shares. So that limits the amount of amortization we can see in the notes when our stock price is low.

我想強調可轉換債券的兩個重要特徵，但我們的投資人可能沒有廣泛理解這些特徵。首先，投資者只能持有我們已發行股票的 4.9%。因此，當我們的股價較低時，這限制了我們在票據中可以看到的攤銷金額。

Secondly, amortization of the note via payments of common shares or cash does not necessarily happen every month as a convertible note, investor has the option to defer amortization into the future. In practice, the convertible investor has done this is.

其次，作為可轉換票據，透過支付普通股或現金進行票據攤提不一定每個月都會發生，投資人可以選擇將攤提延後到未來。在實務中，可轉換投資人就是這麼做的。

The convertible has deferred amortization option from time to time at the end of the day the way to drive this equitization of the notes and by extension, a deleveraging of our balance sheet is through execution of our business plan and growing our market capitalization for the benefit of our investors.

可轉換債券在一天結束時不時提供遞延攤銷選項，這是推動票據股票化的方式，進而，透過執行我們的業務計劃和增加我們的市值來實現資產負債表的去槓桿化，以獲得利益我們的投資者。

Let's now move to discuss the financial outlook before turning to a review of our business units.

現在讓我們先討論財務前景，然後再回顧我們的業務部門。

Firstly, I want to reiterate that 2023 has been a critically important year for Ondas, at the many years of hard work by our team in important support from our investors, we have now transitioned our business from platform development to market adoption and pulls on Ondas Networks and Ondas Autonomous Systems.

首先，我想重申，2023年對於Ondas來說是至關重要的一年，經過我們團隊多年的努力和投資者的大力支持，我們現在已經將業務從平台開發轉向市場採用，並拉動Ondas網絡和Ondas 自治系統。

This is demonstrated by the $10.7 million in revenue we have generated year to date, which is more than six times revenue growth as compared to the first nine months of 2022. In addition, we expect to generate approximately $4.2 to $4.4 in revenue during the fourth quarter of 2023, which means we expect to achieve our prior target of $50 million of revenue for the full year 2023.

我們今年迄今已產生 1,070 萬美元的收入就證明了這一點，與 2022 年前 9 個月相比，收入增長了六倍多。此外，我們預計第四季度將產生約 4.2 至 4.4 美元的收入2023年第四季度，這意味著我們預計將實現2023 年全年收入5,000 萬美元的先前目標。

Want to also highlight that both business units have grown significantly in 2023, again reflecting that platform adoption is in motion. Well Ondas Networks expected top line sales extended relative to our previous calls, our OAS business unit is expected to deliver its original growth targets presented at the time of the robotics acquisition.

還想強調的是，這兩個業務部門在 2023 年都實現了顯著成長，再次反映出平台採用正在進行中。 Ondas Networks 預計營收將比我們先前的預測有所成長，我們的 OAS 業務部門預計將實現收購機器人時提出的最初成長目標。

While we were proud of our strong growth in 2023 versus the prior year, we also now that we know that we have just scratched the surface of our potential large markets we are addressing there is much more to do. We're not going to give specific outlook for 2024 at this time.

雖然我們對 2023 年較前一年的強勁成長感到自豪，但我們現在也知道，我們剛剛觸及了我們正在解決的潛在大型市場的表面，還有很多工作要做。我們目前不會給予 2024 年的具體展望。

However, I want to reiterate, we expect substantial growth that continue and both busy units next year. As we scale adoption and deliver revenue growth, we will remain focused on controlling expenses that we as we drive towards improved profitability.

然而，我想重申，我們預計明年將繼續大幅成長，並且兩個部門都將繁忙。隨著我們擴大採用規模並實現收入成長，我們將繼續專注於控制費用，以提高獲利能力。

We expect cash operating expenses to be approximately $7 million for the fourth quarter of 2023. We are continuing to manage Opex official discipline going forward. Now we will transition to a review of our business units and ask Stewart Kantor and Meir Kliner to share updates on recent activity in the field with customers and industry partners.

我們預計 2023 年第四季的現金營運支出約為 700 萬美元。未來我們將繼續管理營運支出官方紀律。現在，我們將轉向對我們的業務部門進行審查，並要求 Stewart Kantor 和 Meir Kliner 與客戶和行業合作夥伴分享該領域近期活動的最新情況。

We will also ask Tenne to share some comments regarding American Robotics and drill down a bit into the outlook for OAS in the United States. We will start with Stewart, who will update us on the current status with the rails on dot 16 adoption and focus on the work with customers in our preparations for volume deployments on a new 900 megahertz network. Stewart?

我們也將請 Tenne 分享一些有關 American Robotics 的評論，並深入探討 OAS 在美國的前景。我們將從 Stewart 開始，他將為我們介紹 16 點採用的最新進展，並專注於與客戶合作，為新的 900 兆赫網路上的批量部署做準備。史都華？

Great. Thank you, Eric And Ondas Networks, we had another record revenue quarter driven by product shipments for customers.

偉大的。謝謝 Eric 和 Ondas Networks，在客戶產品出貨量的推動下，我們的季度營收又創歷史新高。

We delivered approximately $2.4 million in product and development revenue in the third quarter with a new record delivery in product shipments to Siemens, business coming off a strong second quarter of approximately $1.5 million in revenue, which was the prior record quarter for shipments.

第三季度，我們交付了約240 萬美元的產品和開發收入，向西門子交付的產品創下了新紀錄，第二季度的業務表現強勁，收入約150 萬美元，這是之前季度的出貨量創紀錄的表現。

The continued growth demonstrates that we are growing our production capacity. Total revenue year to date through September 2023 was approximately $5.1 million, a 250% increase over the comparable period in 2022.

持續成長顯示我們正在提高生產能力。截至 2023 年 9 月，年初至今的總營收約為 510 萬美元，比 2022 年同期成長 250%。

We continue to be fully engaged with Siemens, the Class I Rails and now transit customers to further prepare for large-scale commercial deployments. Furthermore, we continue our work with the AAR and our rail customers, which includes the development roadmap for a number of future products and additional networks beyond 900 megahertz.

我們繼續與西門子、I 級鐵路以及現在的交通客戶充分合作，為大規模商業部署做進一步準備。此外，我們繼續與 AAR 和我們的鐵路客戶合作，其中包括許多未來產品和超過 900 兆赫茲的附加網路的開發路線圖。

We continue to work hand in hand on deployments with key rail personnel with direct budget responsibility. Also several of the railroads are engaging us directly in the field with network migration, planning, testing and implementation services in order to accelerate deployment activity given the impending deadlines.

我們繼續與負有直接預算責任的主要鐵路人員攜手合作部署。此外，一些鐵路公司也直接與我們合作，提供網路遷移、規劃、測試和實施服務，以便在最後期限即將到來的情況下加快部署活動。

We are in discussions with one of these customers that is seeking for a turnkey solution, which would include Ondas providing field services to deploy the [ATCS] system upgrade and execute the migration to the new 900 megahertz band to meet their deadline.

我們正在與其中一位正在尋求交鑰匙解決方案的客戶進行討論，其中包括 Ondas 提供現場服務來部署 [ATCS] 系統升級並執行向新 900 兆赫頻段的遷移，以滿足他們的最後期限。

Our initial deployments are focused on critical network and high traffic locations as well as new vital communications such as railroad crossings.

我們最初的部署重點是關鍵網路和高流量位置以及鐵路道口等新的重要通訊。

We believe this sport and the areas of focus reflect positively on how the rails have come to value the 900 megahertz network opportunity simultaneous to this field work, Siemens is actively negotiating purchase orders with select rails.

我們相信這項運動和重點領域積極反映了鐵路公司如何重視 900 兆赫網絡機會，同時進行現場工作，西門子正在與選定的鐵路公司積極談判採購訂單。

MxV, which is the technical subsidiary of AAR, continues to be engaged on the dot16 network integration plans with an immediate focus on the new network controller and critical dot16 functionality, including high demand features like peer-to-peer networking.

MxV 是 AAR 的技術子公司，繼續參與 dot16 網路整合計劃，專注於新的網路控制器和關鍵的 dot16 功能，包括點對點網路等高需求功能。

The network controller project and peer-to-peer development activity are advancing, and we are negotiating with MXV. to proceed with the preliminary technical work on the next 160 megahertz network, which we expect to commence in Q1 of next year.

網路控制器專案和點對點開發活動正在推進，我們正在與 MXV 進行談判。繼續進行下一個 160 兆赫網路的初步技術工作，我們預計將於明年第一季開始。

On the production side, we've now solved most of supply chain challenges and no longer view parts components as a constraint. And in early October, alongside Siemens, we attended the railway system suppliers conference, where we continued our planning discussions with the Class I and engage with several new transit customers.

在生產方面，我們現在已經解決了大部分供應鏈挑戰，不再將零件視為限制。 10 月初，我們與西門子一起參加了鐵路系統供應商會議，在會上我們繼續與 I 類進行規劃討論，並與幾家新的交通客戶進行了接觸。

As we have stated previously, we continue to move forward aggressively on securing new orders and now have the capabilities to meet our customers' production needs. At the same time, we will continue to advance our existing development programs while new development programs continue to present themselves in our pipeline.

正如我們之前所說，我們繼續積極爭取新訂單，現在有能力滿足客戶的生產需求。同時，我們將繼續推進現有的開發計劃，同時新的開發計劃將繼續出現在我們的管道中。

The Siemens on locomotive radio program for Europe continues to advance, and we are expecting here responses from the proposal we submitted on several major passenger and trends that communications upgrades.

西門子歐洲機車無線電計畫繼續推進，我們期待我們提交的關於幾項主要乘客和通訊升級趨勢的提案得到回應。

As we grow, we will pay close attention the spending levels on operating costs as we drive towards profitability has revenue and gross profits grow with increasing demand and shipments, we are focused on moving towards profitability as we move through the year and into 2024.

隨著我們的成長，我們將密切關注營運成本的支出水平，因為我們努力實現盈利，收入和毛利隨著需求和出貨量的增加而增長，我們的重點是在全年和進入2024 年時實現盈利。

Now I'll hand the call back to Eric. Eric?

現在我將把電話轉回給埃里克。艾瑞克？

Thank you, Stewart.

謝謝你，斯圖爾特。

I will now ask Meir Kliner to take the floor and update us on progress with customers that Ondas Autonomous Systems and provide some insight into recent developments at OAS and the outlook from here. Meir?

我現在請 Meir Kliner 發言，向我們介紹 Ondas Autonomous Systems 與客戶的最新進展，並提供一些有關 OAS 近期發展和展望的見解。梅爾？

Thank you, Eric. Before providing the Q3 update before we as I would like to acknowledge the exceptional efforts of our team in Israel, some of whom have been core to serve in the Israeli Defense Forces doing because the conflict, our team has worked tremendously on as they always do, and I'm very grateful for their efforts and commitment, to our success through this commitment and regrets imports of our US based team Ondas Autonomous Systems, we are maintaining operations in Israel.

謝謝你，埃里克。在提供第三季的最新情況之前，我想感謝我們在以色列的團隊所做的傑出努力，其中一些一直是以色列國防軍的核心成員，因為衝突，我們的團隊一如既往地付出了巨大的努力，我非常感謝他們的努力和承諾，感謝我們透過這項承諾的成功，並對我們美國團隊Ondas Autonomous Systems 的進口感到遺憾，我們正在維持在以色列的業務。

Turning now in the third quarter update on Ondas Autonomous System continued to deliver our business plan for 2023 and maintain momentum in the global markets. In the Middle East, Fleet expansion in Dubai. UAE continues to advance, as evidenced by the recently announced $2.6 million order to fully meet the delivery of additional Optimus drone system from a local governmental entity.

現在進入第三季度，Ondas 自治系統的更新繼續交付我們的 2023 年業務計劃，並保持全球市場的勢頭。在中東，杜拜的機隊擴張。阿聯酋繼續前進，最近宣布的價值 260 萬美元的訂單就是證明，該訂單完全滿足當地政府實體額外交付 Optimus 無人機系統的要求。

No Optimus fleet expansion in Dubai illustrates the effectiveness of our optimal system in the field of public safety and environmental one applications and ongoing advancement of activity with existing customers. We have successfully deployed the Optimus one infrastructure in Haifa port in Israel and successfully completed and one rating proof of concept in Maritime security.

杜拜沒有 Optimus 機隊擴張，這說明了我們的最佳系統在公共安全和環境應用領域的有效性，以及與現有客戶的活動的持續進展。我們已在以色列海法港成功部署了 Optimus one 基礎設施，並成功完成了海上安全概念的一項評級驗證。

The POC was conducted in complex port compound in Israel consisting of seven ports and corporations. The successful outcome paved the way for further deployment in Haifa port of area, marking a significant advancement in Maritime security technology for many other ports authorities and facilities worldwide

POC 在以色列複雜的港口綜合體中進行，該綜合體由七個港口和公司組成。這項成功成果為海法港區域的進一步部署鋪平了道路，標誌著全球許多其他港口當局和設施的海事安全技術取得了重大進步

OAS continues its expansion beyond you in Israel, creating in partnership, marketing and distribution agreements in the Kingdom of Saudi Arabia, India and Morocco, which we announced last week, Morocco, we have initiated a new relationship with Maghrebnet lending IT solution provider focus on North African markets. Under the MOU, we will offer to Maghrebnet our advanced run infrastructure in North Africa.

OAS 繼續在以色列以外的地區擴張，在沙烏地阿拉伯王國、印度和摩洛哥建立了合作夥伴關係、行銷和分銷協議，我們上周宣布，在摩洛哥，我們已與Maghrebnet 貸款IT 解決方案提供商建立了新的關係，重點在於北非市場。根據諒解備忘錄，我們將向 Maghrebnet 提供我們在北非的先進營運基礎設施。

The agreement includes the potential for manufacture of optimum system in the Kingdom of Morocco in the Republic of Senegal as well as the establishment of joint center in Morocco. We also received run from the Israeli Innovation Authority IIA to advance the Iron Drone Raider, our AI-driven counter one system.

該協議包括在塞內加爾共和國摩洛哥王國製造最佳系統的潛力以及在摩洛哥建立聯合中心。我們也獲得了以色列創新局 IIA 的支持，以推進 Iron Drone Raider，這是我們的人工智慧驅動的反一系統。

The rent was approximately $450,000 and will be used for development of advanced features such as enhanced night vision and flying in GPS denied environments.

租金約為 450,000 美元，將用於開發高級功能，例如增強夜視和在 GPS 無法使用的環境中飛行。

The grant represent the level of innovation of the Iron Drone Raider and the interests of Israel in aerospace global leader in this innovative solution. The interest in Iron Drone Raider run rate of counter-UAS platform continues to increase in Israel and beyond.

該贈款代表了 Iron Drone Raider 的創新水平以及以色列在這項創新解決方案的航空航天領域全球領導者的利益。以色列及其他地區對反無人機平台的 Iron Drone Raider 運作率的興趣持續增加。

We announced yesterday that we have accelerate our development timelines and are advancing specific system enhancements to meet the requirements of the Israeli Defense Forces to meet an urgent needs related to the conflict in NASA, we are working closely with Israel defense contractors to support system integration and in readiness for deployment.

我們昨天宣布，我們已經加快了開發進度，並正在推進特定的系統增強功能，以滿足以色列國防軍的要求，以滿足與美國宇航局衝突相關的緊急需求，我們正在與以色列國防承包商密切合作，以支援系統整合和準備部署。

This work is further supported by the financial grant mentioned earlier that we received in almost from the IIA, we believe Iron Drone Raider is exception on system meeting a very large, meaning the market to protect people and both government and private sector critical infrastructure from the rapidly growing threats posed by Allstate drones.

這項工作得到了前面提到的幾乎來自IIA 的財政撥款的進一步支持，我們相信Iron Drone Raider 是系統滿足非常大的要求的例外，這意味著保護人民以及政府和私營部門關鍵基礎設施免受影響的市場Allstate 無人機構成的威脅迅速增長。

There are many public research reports pointing towards billions of dollars in the market opportunity for solutions such as the Iron Drone Raider. We are happy to share these of this review, and we will continue to work out to deliver these urgently required solution for our customers. I look forward to keeping you informed of our progress.

許多公開研究報告都指出 Iron Drone Raider 等解決方案擁有數十億美元的市場機會。我們很高興分享本次審查的這些內容，我們將繼續努力為我們的客戶提供這些迫切需要的解決方案。我期待隨時向您通報我們的進展。

In the meantime, I encourage you to review our prior disclosures and Ondas. I wouldn't want to visit our website Ondas.com for more information about the special capabilities of the system.

同時，我鼓勵您查看我們先前的披露和 Ondas。我不想訪問我們的網站 Ondas.com 以獲取有關係統特殊功能的更多資訊。

As we announced in early September, our Optimus was well received and will in this type certification from the FAA. This is the second ever type certification granted by the FAA for a small drawn and first-of-its-kind, fully none air carrier fully automated one designed for security and another picture.

正如我們在 9 月初宣布的那樣，我們的 Optimus 受到了好評，並將獲得 FAA 的此類型號認證。這是美國聯邦航空管理局(FAA) 為小型拉力飛機頒發的第二個型式認證，這是同類中的第一個、完全非航空承運人、完全自動化的飛機，專為安全和其他目的而設計。

With the Type Certification OAS will be able to improve with the FAA complicated unmanned aerial operations such as flying overloads and people, OAS is currently the only one manufacturer in the USA to all and FAA type certification for a drone design for security and data capture brewing operations.

With the Type Certification OAS will be able to improve with the FAA complicated unmanned aerial operations such as flying overloads and people, OAS is currently the only one manufacturer in the USA to all and FAA type certification for a drone design for security and data capture brewing營運.

The certification of Optimus one was achieved after four years of intensive engineering and agency review processes. We believe that this will support the ongoing business development activities of American Robotics in US commercial and governmental markets and reserve to accelerate demand and shorten sales cycles.

經過四年的密集工程和機構審查過程，擎天柱一號獲得了認證。我們相信，這將支援American Robotics在美國商業和政府市場正在進行的業務開發活動，並為加速需求和縮短銷售週期做好準備。

In the US market and American Robotics, along with our customers, the Massachusetts Department of Transportation of American department will soon launch a pilot program we previously announced in June. The program will include the provisional demonstrations to relevant stakeholders such as government agency, showcasing our optimal system abilities for emergency response and critical infrastructure monitoring.

在美國市場和American Robotics，與我們的客戶一起，美國馬薩諸塞州交通部部門將很快啟動我們先前在6月宣布的試點計畫。該計劃將包括向政府機構等相關利益相關者進行臨時演示，以展示我們在緊急應變和關鍵基礎設施監控方面的最佳系統能力。

We look forward to sharing more details on this launch soon. In addition to launching the massive program, our customer pipeline is maturing and expanding, and we expect to secure additional engagement for the first quarter.

我們期待盡快分享有關此次發布的更多細節。除了啟動大規模計劃外，我們的客戶管道正在成熟和擴大，我們預計第一季將獲得更多參與。

Of course, we expect the addition of team Tenne, who is now leading the expansion in the US as American Robotics, CEO to have a significant impact to driving an expanded set of defense and commercial opportunities.

當然，我們預計 Tenne 團隊的加入將對推動國防和商業機會的擴大產生重大影響，Tenne 目前擔任 American Robotics 首席執行官，負責在美國的擴張。

I'm now going to ask Eric to introduce teams so we can share more comments on the medical robotics and the opportunities we see looking and we are excited to have team joined the OAS team as we continue to drive platform adoption globally. Eric?

我現在要請 Eric 介紹團隊，以便我們可以分享更多關於醫療機器人技術和我們所看到的機會的評論，我們很高興團隊加入 OAS 團隊，因為我們將繼續推動全球平台的採用。艾瑞克？

Thank you, Meir. I will now ask Tim Tenne to share a few words on why he joined us in on the opportunities we have it in America Robotics to drive industry leadership and growth in the United States. As I hand over the call, I wanted to emphasize that Tim is a major addition to our leadership team.

謝謝你，梅爾。現在，我請 Tim Tenne 分享幾句話，解釋一下他為何加入我們，以了解我們在 America Robotics 擁有的機會，以推動美國的行業領導地位和成長。當我轉交電話時，我想強調提姆是我們領導團隊的重要補充。

I've known Tim for several years now, I've been incredibly impressed with his business acumen. In addition to is very obvious aviation, multimode, transportation operations and regulatory experience.

我認識提姆已經好幾年了，他的商業頭腦給我留下了深刻的印象。除此之外還有非常明顯的航空、多式聯運、運輸營運和監管經驗。

He has a broad and deep understanding of UAS technologies and services and has extensive experience in developing end to end solutions for large sophisticated UAS customers in international markets ranging from industrial and government to military.

他對無人機系統技術和服務有著廣泛而深入的了解，並在為工業、政府和軍事等國際市場的大型複雜無人機系統客戶開發端到端解決方案方面擁有豐富的經驗。

I believe Tim will have a tremendous impact Ondas and thrilled to have him join our leadership team.+ Tim, I will now hand the floor to you.

我相信 Tim 會對 Ondas 產生巨大的影響，並且很高興他加入我們的領導團隊。+ Tim，我現在將發言權交給您。

Thank you, Eric, and it's great to attend my first investor call with and us. As Eric mentioned, I have spent a career that spans defense and commercial aviation and most importantly, drone technology.

謝謝你，艾瑞克，很高興與我們一起參加我的第一次投資者電話會議。正如艾瑞克所提到的，我的職業生涯橫跨國防和商業航空，最重要的是無人機技術。

As a previous later at the Federal Aviation Administration, I led the stand-up of the UAS Tron integration office that was part of the initial cadre that developed the world's first drone regulations, including the small UAS registration rule and the commercial UAS rule Part 107, which established requirements for commercial drone operators and led to a much wider adoption of drone services across the United States and beyond.

作為聯邦航空管理局的前僱員，我領導了UAS Tron 整合辦公室的站立會議，該辦公室是製定世界上第一個無人機法規的最初骨幹成員的一部分，其中包括小型UAS 註冊規則和商業UAS 規則第107 部分，它確立了對商業無人機營運商的要求，並導緻美國及其他地區更廣泛地採用無人機服務。

I'm very familiar with Ondas Networks , American Robotics and Airobotics and for a long time, have been extremely impressed with the world-class technology platforms we bring to global markets, the automated data and information services provided by the drug in a box solutions defines what are the most important segment and the commercial drone industry.

我對 Ondas Networks 、American Robotics 和 Airobotics 非常熟悉，長期以來，我們為全球市場帶來的世界一流技術平台、盒裝藥解決方案提供的自動化數據和資訊服務給我留下了深刻的印象定義了最重要的細分市場和商用無人機產業。

Although there are multiple segments or categories in the drone sector, fully autonomous technologies are critical to scale it and driving growth throughout the spectrum of use cases with a long history as a leader in industrial markets in defense, I know what is required to meet and exceed customer expectations.

儘管無人機領域有多個細分市場或類別，但完全自主的技術對於擴大規模並推動整個用例的成長至關重要，作為國防工業市場的領導者有著悠久的歷史，我知道需要什麼來滿足和超越客戶的期望。

And now as a leader supplying the same clients, I want to ensure we continue to develop scale and win in all segments across the market by developing the right talent, partnering with the right organizations and delivering on our own capabilities and solutions.

現在，作為為相同客戶提供服務的領導者，我希望透過培養合適的人才、與合適的組織合作以及提供我們自己的能力和解決方案，確保我們繼續發展規模並在市場的所有細分市場中獲勝。

The first order of business to drive it down option of Optimus and Iron Drone systems within the United States and Americas, we have a customer pipeline that is maturing and growing. And given the FAA type certification of our unmanned aircraft, I believe the market potential is massive.

作為在美國和美洲地區推動 Optimus 和 Iron Drone 系統選項的第一筆業務，我們擁有一個正在成熟和成長的客戶管道。而且鑑於我們的無人機已獲得美國聯邦航空管理局（FAA）型號認證，我相信市場潛力巨大。

This includes inspection security, safety, along with a multitude of defense applications. Given our advantage of being only the second company in the world and achieving the gold standard FAA type certification. I believe we are going to be very successful in driving adoption in garnering support and partnerships throughout the industry.

這包括檢查安全、安全以及眾多國防應用。鑑於我們是全球第二家獲得 FAA 黃金標準型式認證的公司，我們的優勢在於。我相信我們將非常成功地推動採用，並獲得整個產業的支持和合作關係。

I'm confident we will continue our positive success, continue to scale and expand our operations and services to exceed the demands of our clients due to having the specific expertise in a very complex and highly regulated market, developing world-class programs and offering the right mix of capabilities and solutions.

我相信，我們將繼續取得積極的成功，繼續擴大和擴大我們的業務和服務，以超越客戶的需求，因為我們在一個非常複雜和高度監管的市場中擁有特定的專業知識，開發世界一流的項目並提供功能和解決方案的正確組合。

American Robotic is a strong and trusted provider of drones, services and data solutions, and we are committed to scaling it into a successful industry leader, uniquely capable of providing turnkey solutions for our customers.

American Robotic 是一家強大且值得信賴的無人機、服務和數據解決方案提供商，我們致力於將其發展成為成功的行業領導者，具有獨特的能力為我們的客戶提供交鑰匙解決方案。

We also believe drove regulatory environment is rapidly improve moving, which will support accelerating growth within the drone sector. For example, we have seen a significant increase in the FAA approving beyond visual line of sight or BV loss waivers, which lead directly to an increase in drone revenue generating capability.

我們也認為，監管環境正在迅速改善，這將支持無人機產業的加速成長。例如，我們看到 FAA 批准超視距或 BV 損失豁免的數量顯著增加，這直接導致無人機創收能力的增加。

We also see the new regulations advancing, including depending Part 108 rule, which will among other things should improve the scaling of drove field operations by allowing a single pilot to operate multiple autonomous drones simultaneously, while regulations grow increasingly supportive.

我們也看到新法規的進展，包括依賴第108 部分規則，除其他外，將允許一名飛行員同時操作多架自主無人機，從而改善駕駛現場操作的規模，同時法規的支持性也越來越大。

The FAA has also recently announced a new administrator that as much experience in advanced Air Mobility, including the integration of drones into the national airspace system. With the improving regulatory backdrop and continued advancement of our autonomous driving platform, I could have a more positive outlook on the ability of OAS and American Robotics ability to continue to drive market share by gaining and scaling with our clients to ensure our strategy meet expectations.

美國聯邦航空局最近也宣布了一位新管理員，他在先進的空中機動性方面擁有豐富的經驗，包括將無人機納入國家空域系統。隨著監管環境的改善和我們自動駕駛平台的不斷進步，我可以對OAS 和American Robotics 的能力抱持更積極的看法，透過贏得和擴大客戶規模來確保我們的策略符合預期，從而繼續推動市場份額。

We are rapidly developing our go-to-market plan that includes leveraging our growing partner ships, building on our current platforms and increasing our offerings and capabilities and solutions for our clients. These offerings will include comprehensive aviation and aerospace solutions.

我們正在快速制定我們的上市計劃，包括利用我們不斷增長的合作夥伴關係、在我們現有的平台上進行構建以及為客戶增加我們的產品、能力和解決方案。這些產品將包括全面的航空和航太解決方案。

I will now hand the call back to Meir, who will share the outlook for our OAS business unit.

現在我將把電話轉給 Meir，他將分享我們 OAS 業務部門的前景。

Thank you, Tim. We expect a strong end to 2023 for Ondas Autonomous Systems. This is true despite the operational challenges presented by the Gaza conflict in Israel, as mentioned by public safety, Optimus infrastructure order was for immediate delivery, and we are working to fulfill that order in the fourth quarter.

謝謝你，提姆。我們預計 Ondas Autonomous Systems 到 2023 年將取得強勁業績。儘管以色列加薩衝突帶來了營運挑戰，但正如公共安全部門所提到的，Optimus 基礎設施訂單是立即交付的，我們正在努力在第四季度履行該訂單。

This position us to achieve the $8 million revenue target was established for the OAS at beginning of the [EU when the] robotics acquisition was closed. In addition our customer pipeline in the US is both maturing and growing, and we expect that to accelerate now with new leadership at the American Robotics.

這使我們能夠實現 800 萬美元的收入目標，這是在 [歐盟] 機器人收購結束時為 OAS 制定的。此外，我們在美國的客戶管道正在成熟和成長，我們預計隨著美國機器人公司的新領導層的到來，這一趨勢將會加速。

This activity is further supported by the type certificate we received for the optimist drone in the United States, we are in discussions for initial POCs with the number we have customers and distribution partners in security government as well as in oil and gas and other industrial markets.

這項活動得到了我們在美國獲得的 Optimist 無人機型號證書的進一步支持，我們正在與安全政府以及石油和天然氣和其他工業市場的眾多客戶和分銷合作夥伴討論初始 POC 。

The Gaza conflict in Israel is likely impacted our inventory delivery schedule. We expect our initial 10 of 15 systems to be available on the course of Q4 into Q1 2024. We have an ambition five system in the production queue and continue to expect to increase production order in 2024.

以色列的加薩衝突可能會影響我們的庫存交付時間表。我們預計 15 個系統中的最初 10 個將在 2024 年第四季至第一季期間投入使用。我們的目標是在生產隊列中有五個系統，並繼續期望在 2024 年增加生產訂單。

We are pleased with the growth in 2023 and the other work with our team. This completes my formal remarks.

我們對 2023 年的成長以及我們團隊的其他工作感到滿意。我的正式發言到此結束。

Eric, I'm going to end the call back to you now.

艾瑞克，我現在要結束給你的電話。

Thank you, Meir. This concludes our formal remarks. Before we turn the call over to Q&A, I want to reiterate that we remain bullish on the outlook for Ondas and believe our business is strengthening considerably. We are seeing growth, and I am optimistic when I look at our customer pipeline in both business units that we will finish 2023 strongly.

謝謝你，梅爾。我們的正式發言到此結束。在我們將電話轉入問答環節之前，我想重申，我們仍然看好 Ondas 的前景，並相信我們的業務正在大幅加強。我們看到了成長，當我看到我們兩個業務部門的客戶管道時，我很樂觀，我們將在 2023 年強勁地完成任務。

Our visibility demand continues to improve, and I believe we are positioned for significant expansion across our businesses in 2024, with that said, let's see if there are any questions. Operator?

我們的可見性需求不斷提高，我相信我們的業務將在 2024 年大幅擴張，話雖如此，讓我們看看是否還有任何問題。操作員？

Thank you. We will now begin the question and answer session. (Operator Instructions) And the first question will come from Timothy Horan with Oppenheimer. Please go ahead.

謝謝。我們現在開始問答環節。 （操作員說明）第一個問題將由蒂莫西·霍蘭和奧本海默提出。請繼續。

Hey, guys. Thanks for the time. The on the counter UAS systems here, including a $1 billion market in '23, can you talk about what the competition looks like and how do you measure that $1 billion market? I guess is does anyone have a system like this and you don't maybe how much intellectual property do you have a year?

大家好。謝謝你的時間。這裡的櫃檯 UAS 系統，包括 23 年 10 億美元的市場，您能談談競爭是什麼樣的嗎？您如何衡量這個 10 億美元的市場？我想是否有人擁有這樣的系統，而您可能不知道您一年擁有多少知識產權？

I know you have grown from $5 billion by 2030. Just a sense of, what percentage comes from the different ways to do counter-UAS systems? Like how important will be your type of functionality be in the growth of that market?

我知道到 2030 年，您的收入已經從 50 億美元成長到了。只是想知道，反 UAS 系統的不同方式產生了多少百分比？例如您的功能類型對於該市場的成長有多重要？

Yeah sure. Hi, Tim, and thanks for the question. So if you look at the counter UAS market, this principally two types of technologies that are used to counter or hostile drones. So the first type is the jamming of radio frequencies, MGPS., which interferes with the operation of the drone.

好，當然。你好，提姆，謝謝你的提問。因此，如果你看看反無人機市場，你會發現這主要有兩種類型的技術用於對抗或敵對無人機。所以第一種是無線電頻率的干擾，MGPS。，它會幹擾無人機的運作。

Those sorts of technologies have pluses and minuses one of the complications with deploying a jamming system is when you're jamming radio frequencies, interfere with other, wireless communications and public safety implications. So for example, at an airport, you want to be really careful if you use in jamming technology.

這類技術各有優缺點，部署幹擾系統的複雜性之一是乾擾無線電頻率、幹擾其他無線通訊和公共安全影響。例如，在機場，如果使用乾擾技術，您需要非常小心。

On the other hand, with the system, we have a capture type of strategy or platform, this system is fully autonomous. So when we deploy this infrastructure, it's typically going to be deployed at Borders at some important locations such as power plants, government buildings, places where people congregate like stadiums, for example, refineries, critical infrastructure.

另一方面，透過這個系統，我們有一個捕獲類型的策略或平台，這個系統是完全自主的。因此，當我們部署這種基礎設施時，它通常會部署在邊境的一些重要地點，例如發電廠、政府大樓、體育場等人們聚集的地方，例如煉油廠、關鍵基礎設施。

And these are places where jamming is not acceptable because when you jam radios frequencies, you have the risk of things falling from the sky in addition to the other drawbacks around public safety, wireless communications.

在這些地方，幹擾是不可接受的，因為當幹擾無線電頻率時，除了公共安全、無線通訊方面的其他缺點之外，還有東西從天上掉下來的風險。

So should we see a very significant market here. The market is for security there is the Homeland Security or defense aspect of it as well. And in terms of the market size, as we've looked at, we see, the public reports as well from various research groups.

因此，我們應該在這裡看到一個非常重要的市場。市場是安全的，也有國土安全或國防方面的市場。就市場規模而言，正如我們所看到的，我們看到了來自各個研究小組的公開報告。

They all kind of point to very large markets that are growing rapidly. Now we think about that sort of the value of the drone and why they're growing rapidly, we can pick up the paper or any given day. And on the front pages talking, there's talk about hostile drones, and that's only something that we're likely to see more of.

它們都指向正在快速成長的非常大的市場。現在我們思考無人機的價值以及它們為何快速增長，我們可以在任何一天拿起報紙。在頭版的討論中，有關於敵對無人機的討論，而這只是我們可能會看到更多的內容。

So we think the demand for the security we can provide with Iron Drone Raider is very valuable and, we like where we're positioned. Let me add another technology unique and I do think it is the autonomy. When we deploy these systems, we're deploying them again in critical locations. To counteract the threat of a hostile grown, but it is fully autonomous. So the system there is typically integrated with a raider or other detect type of technology where we know where we can identify a hostile drop coming in and this system can autonomously react to that drone because, of course, when drones are moving the speed of reaction to neutralize the three that is of critical importance.

因此，我們認為對 Iron Drone Raider 提供的安全性的需求非常有價值，而且我們喜歡我們所處的位置。讓我添加另一項獨特的技術，我確實認為它是自主性。當我們部署這些系統時，我們會在關鍵位置再次部署它們。為了抵​​消敵對生長的威脅，但它是完全自主的。因此，該系統通常與襲擊者或其他檢測類型的技術集成，我們知道在哪裡可以識別進入的敵對空投，並且該系統可以自動對無人機做出反應，因為當然，當無人機移動時，反應速度會加快消除至關重要的三個因素。

So when the drones are deployed, there's several other civil drones that can be what we call high speed and we're able to do. And this is really, really difficult. We're able to firstly, when we launched the drones to the raider, but to identify the location but of course, this is a moving target.

因此，當部署無人機時，還有其他幾種民用無人機可以達到我們所說的高速，我們也能夠做到。這真的非常非常困難。首先，當我們向襲擊者發射無人機時，我們能夠確定其位置，但當然，這是一個移動目標。

We're able to autonomously once we launch the raider lock into that hostile drone and then, of course, apprehended with a net. So that's autonomy around what we're offering is unique so hopefully that was helpful.

一旦我們將襲擊者鎖發射到敵方無人機上，然後，當然，用網捕獲，我們就能夠自主地進行攻擊。因此，我們所提供的產品的自主性是獨一無二的，因此希望這對您有所幫助。

That's really helpful. So it's fair to say majority of the market right now is GPS blocking I mean is there anyone else would assist the liqueurs on the market?

這真的很有幫助。因此，可以公平地說，目前市場上的大部分產品都具有 GPS 屏蔽功能，我的意思是其他人可以幫助市場上的利口酒嗎？

Yes. So the majority is Jamming techniques, we're aware of at least a couple of others that have a capture capability, but we don't typically have the form factor, the cost point, and the autonomy that we're delivering, which I think we're uniquely capable and all those levels.

是的。因此，大多數是乾擾技術，我們知道至少有一些其他技術具有捕獲能力，但我們通常不具備我們所提供的外形尺寸、成本點和自主性，這是我所提供的認為我們具有獨特的能力和所有這些水平。

Yeah. Very interesting product. Good luck on a back on the rail side, can you give us maybe it's just an update on how much you think the rails need to spend the next two years to, -- existing spectrum and just rough idea on timing of when you expect big orders or big deliveries to occur and when they have to be finished? Thanks.

是的。非常有趣的產品。祝鐵路方面好運，您能否告訴我們，也許這只是您認為鐵路在未來兩年內需要花費多少資金的最新信息，--現有頻譜以及您期望大的時間安排的粗略想法訂單或大宗交貨會發生以及何時必須完成？謝謝。

Sure, sure. So the TAM that we're addressing and starting in 900 megahertz doesn't change calculate that based on the base station infrastructure or the coverage network and what we believe they need to deploy in terms of edge remote endpoints in the field, along the track across these, et cetera.

一定一定。因此，我們正在解決並從 900 兆赫茲開始的 TAM 不會改變，根據基地台基礎設施或覆蓋網路以及我們認為他們需要在現場沿軌道部署的邊緣遠端端點進行計算跨越這些等等。

So the TAM is still what we discussed in terms of where we are with the customer. As I said, restore the amplified we're seeing a lot, very intentional work with the railroads, we're very optimistic that we're getting to that point where we're going to see material orders and the deployments begin to scale across the industry.

因此，TAM 仍然是我們與客戶討論的內容。正如我所說，恢復放大，我們看到與鐵路有很多非常有意的合作，我們非常樂觀地認為，我們將看到材料訂單和部署開始擴大規模產業。

I'll remind you that the most the bulk of our work for the first three called even four years with wireless constituted the WCC, which is a central group underneath the umbrella of the AAR. Now they in March, the made the, statements that the 900 megahertz network, will use the dot16 technology.

我要提醒您的是，我們在無線方面的前三年甚至四年的大部分工作都構成了 WCC，它是 AAR 旗下的一個中心組織。現在他們在三月發表聲明稱，900兆赫將使用dot16技術。

And at that point in time, we began to work with the folks in the field, specifically the communications that signaling group for CNS groups and we're doing a lot of work with them. As it reminds you the CNS group, along with other field operating groups with the railroads, have the important responsibility to keep trains running.

那時，我們開始與該領域的人們合作，特別是中樞神經系統小組的通訊訊號組，我們正在與他們一起做很多工作。它提醒您，CNS 集團以及鐵路的其他現場營運集團負有保持火車運行的重要責任。

So what they're doing with us is we're going through the planning for going through the training and the implementation of how to deploy the system. Of course, then they have to operate, and they pay the network. And this is a system where they have just going through that whole process for the train operators has some complexity.

因此，他們正在與我們一起做的是，我們正在製定培訓計劃以及如何部署系統的實施。當然，然後他們必須運營，並且他們向網路付費。這是一個系統，他們剛剛經歷了火車操作員的整個過程，有一定的複雜性。

So we're going through the blocking and tackling to make sure that all this activity when they are implementing a new modern system can be repeatable and scalable as they go through the deployment. So again, this is mission critical while they're doing that. They need to keep the trains running. So we're just doing that hard work we're advancing so I can't put a specific date on this Tim.

因此，我們正在進行阻止和處理，以確保他們在實施新的現代系統時的所有這些活動在部署過程中都可以重複和擴展。再說一遍，這是他們這樣做的關鍵任務。他們需要保持火車運行。因此，我們只是在努力推進工作，所以我無法為蒂姆確定具體日期。

But as I said, we're getting very close. And we do think that the 2024 is going to be a really big year for growth we're tracking orders now.

但正如我所說，我們已經非常接近了。我們確實認為 2024 年將是成長真正重要的一年，我們現在正在追蹤訂單。

So I know it's early, but it's pretty important. I mean, can you give us some kind of range of revenue or how you're thinking about revenue next year? Are you talking about 100% growth, 500% growth? I'm not looking for specify that you put any kind of thoughts on what the revenue you can do next year would be really helpful?

所以我知道現在還為時過早，但這非常重要。我的意思是，您能給我們一些收入範圍或您對明年收入的看法嗎？你說的是100%成長還是500%成長？我並不是想要具體說明您對明年的收入有何真正的幫助？

Yeah. So without a doubt, when we're looking at 2024 and before -- we were going into 2024, we're looking at multiples of what we've done this year. We've really just to get our production moving building that capacity and capability and start to provide inventory for the early activity.

是的。因此，毫無疑問，當我們展望 2024 年及之前——我們即將進入 2024 年時，我們所關注的是今年所做工作的數倍。我們實際上只是為了讓我們的生產動起來，建立產能和能力，並開始為早期活動提供庫存。

We have the railroad, so there's going to be a significant growth next year.

我們有鐵路，所以明年將會有顯著的成長。

And can you give us a sense of the breakdown between rail and drone on? And then secondly, can you give us a rough idea of what you're thinking about for the gross margins next year? I mean, I know there's a lot of moving parts.

您能為我們介紹一下鐵路和無人機之間的差異嗎？其次，您能給我們大致介紹一下您對明年毛利率的看法嗎？我的意思是，我知道有很多活動部件。

Sure. So we're going to hear -- So we are at the moment is getting back to the rail, want to highlight that we are planning now with Siemens and the customers for 2024 so. It's a little early for me to be able to kind of give you some specificity around this on a drone side, we have a pipeline of we're going to be expected to continue Fleet expansion in the UAE.

當然。所以我們會聽到——我們現在正在回到正軌，想強調的是，我們現在正在與西門子和客戶一起計劃 2024 年。對我來說，現在就無人機方面向您提供一些具體資訊還為時過早，我們有一個管道，預計我們將繼續在阿聯酋擴大機隊。

As you know, we've also established some other partnerships with local partners in India and now Morocco as well as Saudi Arabia so we think we're going to get traction there. And then, of course, with the maturation of our pipeline here in the United States, we're going to see significant growth.

如您所知，我們還與印度、摩洛哥和沙烏地阿拉伯的當地合作夥伴建立了一些其他合作夥伴關係，因此我們認為我們將在那裡獲得牽引力。當然，隨著我們在美國的管道的成熟，我們將看到顯著的增長。

So we've said in the past that we expect to be able to double our revenue across the businesses next year. But I know I'd like to think that we can do even better than that. So, -- but we're going through the proper planning. And when we're ready probably early next year, we'll put more and more details around that.

因此，我們過去曾說過，我們預計明年各業務的收入將能增加一倍。但我知道我想我們可以做得更好。所以，但我們正在製定適當的計劃。當我們可能在明年初準備好時，我們將提供越來越多的細節。

In terms of margins, we're still look at our business for these technology platforms is providing a very attractive margins at these low volume levels. You'll see some lumpiness. Our margins were down this quarter and to give you a sense. Is that a little bit more color on why, as I highlighted, we have sort of its kind of a fixed level of costs at the OAS business unit for field service operations.

就利潤率而言，我們仍在關注我們的業務，因為這些技術平台在如此低的產量水平上提供了非常有吸引力的利潤率。你會看到一些塊狀的東西。本季我們的利潤率有所下降，讓您了解一下。正如我所強調的，這是否更能說明為什麼我們的 OAS 業務部門的現場服務營運成本有某種固定水準。

So we have people in the field who are tasked with from serving customers and also growing the business. It's debatable whether this should be cost of sales or SG&A, and it will look at that next year. But we had a cost or [cogs] related to that sort of service operations in the field. And that was relative as compared to a very low revenue quarter for the drone business.

因此，我們在該領域有人員負責服務客戶和發展業務。這是應該是銷售成本還是銷售成本、一般行政管理費用（SG&A）還有爭議，明年將會考慮這個問題。但我們有與現場此類服務運作相關的成本或[齒輪]。與無人機業務收入非常低的季度相比，這是相對的。

So now when you look at the margins in the next year and beyond, we're targeting at least 50% and as I believe as we get volumes and operating leverage, even on the gross margin line, we're going to see some expansion from there.

因此，現在當你看看明年及以後的利潤率時，我們的目標是至少 50%，而且我相信，隨著我們獲得銷售和營運槓桿，即使在毛利率線上，我們也會看到一些擴張從那裡。

Thank you.+

謝謝。+

For the next question will come from Matthew Galinko with Maxim Group. Please go ahead.

下一個問題將由 Maxim Group 的 Matthew Galinko 提出。請繼續。

Hey thanks, -- Thanks for taking my questions.

嘿，謝謝，--謝謝你回答我的問題。

Can you touch on Stewart mentioned a opportunity to provide turnkey service to a Class I Rail around the 900 megahertz on deployment. Can you can you go into a little bit more detail around why that became a direct engagement and how that changes the scope of what you're delivering?

您能談談史都華提到的一個機會，可以為部署的 900 兆赫茲左右的 I 級鐵路提供交鑰匙服務。您能否更詳細地介紹為什麼這會成為直接參與以及這如何改變您所交付內容的範圍？

Sure.

當然。

Actually, Stewart, I'll let you take that.

事實上，斯圖爾特，我會讓你接受的。

Sure. So what we're starting to see is, as we're getting closer to the deadline, the customers are looking to some of our expertise and deploying wireless network. So I would not say that it's a solid trend right now, but it does open up new opportunities.

當然。因此，我們開始看到，隨著截止日期的臨近，客戶正在尋求我們的一些專業知識並部署無線網路。所以我不會說這是目前的一個堅實趨勢，但它確實開闢了新的機會。

And what we see also is their confidence in us is growing in terms of our capabilities, where historically a lot of the rails have managed tightly. And internally. They're deployment processes, but we're starting to see trust in our ability to assist and accelerate the deployment.

我們也看到，他們對我們的能力的信心正在增強，而歷史上許多鐵路公司一直在嚴格管理我們的能力。還有內部。它們是部署過程，但我們開始看到人們對我們協助和加速部署的能力的信任。

So we think this does represent a new opportunity. We're not forecasting it heavily at, but we do think it's showing additional confidence in our capabilities.

所以我們認為這確實代表了一個新的機會。我們並沒有對此進行過多的預測，但我們確實認為這表明了我們對我們能力的更多信心。

Yeah, I'll amplify that. That's a great point our expertise, as I alluded to, there's a lot of complexity in terms of migrating while the trains are still running right migrating from legacy technologies, literally decades old to a new modern general IP network. And no, so it's rightly saying the expertise we bring in their would demonstrate a daily basis is valued highly so that a minimum across the board will be strongly involved that advising and training folks, new systems and how we key deployments and operation of the network.

是的，我會放大這一點。正如我所提到的，這是我們的專業知識的一個重要觀點，當火車仍在正常運行時，從已有數十年曆史的傳統技術遷移到新的現代通用IP 網絡，遷移方面存在很多複雜性。不，所以正確地說，我們引入的專業知識將證明他們的日常工作受到高度重視，因此，至少全面參與，為人員、新系統以及我們如何關鍵部署和運營網絡提供建議和培訓。

But we are likely to be called on certain instances for even more significant services around that?

但我們可能會在某些情況下被要求提供更重要的服務？

Thank you. That's helpful and then I apologize since it's going to be a multipart follow up, but I think it's all gone into the same point on you provide a little bit of color around the none -- around the cash operating expenses, I think for Q4. Can you talk a little bit about again?

謝謝。這很有幫助，然後我道歉，因為這將是一個多部分的後續行動，但我認為這一切都進入了同一點，你提供了一些圍繞現金運營支出的色彩，我認為是第四季度。能再談一下嗎？

I know I'm asking for color around 2024, but what can we kind of expect from Opex Looking into '24 on by how do you think about can we kind of take your general gross margin run rate, supplier, Opex and sort of get to your burn rate?

我知道我要求的是 2024 年左右的顏色，但是我們對 24 年的營運支出有何期望，您如何看待我們可以採取您的總體毛利率運行率、供應商、運營支出等你的燃燒率？

And um, and thirdly, in reference to that opportunity on rail, around helping managing that complexity, is there a scenario where you're staffing up around that time if it becomes more of a pronounced trend? Thank you.

嗯，第三，關於鐵路上的機會，圍繞幫助管理這種複雜性，是否有一種情況，如果它變得更加明顯的趨勢，您會在那個時候增加人員？謝謝。

Yeah. Great question, Matt. So we'll look at it a couple of different ways. So firstly, I'll say our cash Opex, as we're entering next year, shouldn't be increasing dramatically. And we do believe we're going to get a significant operating leverage across both businesses.

是的。好問題，馬特。因此，我們將從幾種不同的角度來看待它。首先，我要說的是，隨著我們進入明年，我們的現金營運支出不應大幅增加。我們確實相信，我們將在這兩項業務中獲得顯著的營運槓桿。

Specifically around Ondas Networks, the operating leverage is going to be even more apparent because we've got a most of our FX that you see is really related to development of the technology platform and specific product segments in the railroad customers are desiring.

特別是在 Ondas Networks 周圍，營運槓桿將更加明顯，因為我們的大部分外匯確實與技術平台的開發以及鐵路客戶所期望的特定產品領域相關。

And you know, to the extent we have to add more in terms of field service, as we were just discussing, that's likely to be actually a creative to profitability because we're going to be able to charge for those services. So I don't see a significant increase in Opex for Ondas Networks as we're scaling with customers and generating revenue on the drone side, particularly with the US, you'll probably see us expand.

你知道，正如我們剛剛討論的那樣，我們必須在現場服務方面增加更多內容，這實際上可能是盈利的創意，因為我們將能夠對這些服務收費。因此，我認為 Ondas Networks 的營運支出不會顯著增加，因為我們正在與客戶合作並在無人機方面創造收入，特別是在美國，您可能會看到我們的擴張。

The team have built to service that growing business. But that's not going to because you're not going to be sort of a big shock to the to the headcount. For example, in advance, we're going to be able to do that simultaneously and a lot of those field services actually can be contracted at least a transitional way with third parties on the are likely to see us actually establish the proper partnerships on the field services side for the OAS business unit.

該團隊的建立是為了服務不斷成長的業務。但這不會，因為你不會對員工人數造成很大的衝擊。例如，提前，我們將能夠同時做到這一點，並且許多現場服務實際上可以至少以過渡方式與第三方簽訂合同，很可能會看到我們實際上在以下方面建立了適當的合作夥伴關係：美洲國家組織業務部門的現場服務方。

Thank you.

謝謝。

So again, if you have a question,(Operator Instructions)

再次強調，如果您有疑問，（操作員說明）

Our next question will come from Mike Latimore with Northland Capital Markets. Please go ahead.

我們的下一個問題將來自 Northland Capital Markets 的 Mike Latimore。請繼續。

Hey, guys, this is Luke on for Mike. Just wanted to touch on the $2.6 million to buy or are you going to be able to quantify how many units or how many drones this order was for?

嘿，夥計們，這是麥克的盧克。只是想談談 260 萬美元的購買金額，或者您是否能夠量化該訂單的採購數量或無人機數量？

No, we're not in where I guess I'll say it is proprietary information for now. But I do think we're getting into next year we'll give you a sense as to what you sold basis. But I don't want to kind of a public forum connect our pricing strategies, given the you know, all the customers we work with have to look at various levels of solutions. The systems are different so and I know that's one of the summer services sums are somewhat purchases.

不，我想我現在還沒有說這是專有資訊。但我確實認為明年我們會讓你了解你銷售的基礎。但我不想建立一個公共論壇來連結我們的定價策略，因為你知道，我們合作的所有客戶都必須考慮不同程度的解決方案。系統不同，所以我知道夏季服務金額之一是一些購買。

Okay, yeah, no, I totally get that is there any way you'd be able to quantify how many you've sold in total into the desire region?

好吧，是的，不，我完全明白，有什麼方法可以量化您總共向理想區域銷售了多少產品？

I don't want to do that right now.

我現在不想這樣做。

Okay. Fair enough or any sort of outlook in this in this region for 2024?

好的。 2024 年該地區的前景是否合理？

So in the region, starting with the public safety, we there's public comments from a customer that they intend to have a '24 for more systems by 2025. We've seen similar statements from a kind of the customer and Abu Dhabi and of course as we're expanding the partnerships and other markets such as Saudi Arabia, India, Morocco, and we have other conversations like that on the Fleet opportunities in those markets are as big or bigger than some of those are going to do. So are significantly larger than what we're seeing at the outset in the [US]

因此，在該地區，從公共安全開始，我們收到了一位客戶的公開評論，他們打算在2025 年為更多系統提供「24 小時」服務。我們已經看到一些客戶和阿布達比的類似聲明，當然隨著我們正在擴大與沙烏地阿拉伯、印度、摩洛哥等其他市場的合作夥伴關係，我們也進行了其他類似的關於機隊的對話，這些市場中的機會與其中一些市場的機會一樣大，甚至更大。所以比我們一開始在[美國]看到的要大得多

Got it. Thanks for that. And then just kind of pivoting here. Just could you provide what total employee head count is up to now and kind of a split between the networks and autonomous systems?

知道了。感謝那。然後就在這裡旋轉。您能否提供到目前為止的員工總數以及網路和自治系統之間的劃分？

Yes. So the number I don't have it handy, but at some let's say, we're probably 95 or so and it's about half-and-half, but I can get you more specific number I haven't looked at for.

是的。所以我手邊沒有這個數字，但在某些情況下，我們可能是 95 左右，大約是一半，但我可以給你提供我沒有看過的更具體的數字。

Yeah, that works for now. Thanks for taking the questions, guys, and congrats on the. Thank you.

是的，目前有效。謝謝你們提出問題，夥伴們，恭喜你們。謝謝。

This concludes our question and answer session. I would like to turn the conference back over to Mr. Eric Brock for any closing remarks. Please go ahead, sir.

我們的問答環節到此結束。我想將會議轉回艾瑞克·布洛克先生發表閉幕詞。請繼續，先生。

Okay. Thank you, operator. I'm going to close the call by just thanking you again for attending as always, we have a lot of work ahead and we're going to get right back at it. So I look forward to keeping you informed on our progress we will talk soon and have a great day.

好的。謝謝你，接線生。在結束這通通話時，我要再次感謝大家一如既往地出席，我們還有很多工作要做，我們會立即回去處理。因此，我期待著向您通報我們的進展情況，我們很快就會進行交談，祝您度過美好的一天。

The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

會議現已結束。感謝您參加今天的演講。您現在可以斷開連線。