Ooma Inc (OOMA) 2024 Q1 法說會逐字稿

Good afternoon. My name is Emma, and I will be your conference operator today. At this time, I would like to welcome everyone to Ooma's Fiscal First Quarter 2024 Earnings Conference Call. (Operator Instructions)

下午好。我叫艾瑪，今天我將擔任你們的會議操作員。此時，我歡迎大家參加 Ooma 2024 年第一季度財報電話會議。 （操作員說明）

Matt Robison, you may begin your conference.

馬特·羅賓遜，你可以開始你的會議了。

Thank you, Emma. Good day, everyone, and welcome to the Fiscal First Quarter 2024 Earnings Call of Ooma, Inc. My name is Matt Robison, Ooma's Director of IR and Corporate Development. On the call with me today are Ooma's CEO, Eric Stang; and CFO, Shig Hamamatsu.

謝謝你，艾瑪。大家好，歡迎參加 Ooma, Inc. 2024 年第一季度財報電話會議。我是 Matt Robison，Ooma 的投資者關係和企業發展總監。今天與我通話的是 Ooma 的首席執行官埃里克·斯坦 (Eric Stang)；和首席財務官濱松志格。

After the market closed today, Ooma issued its fiscal first quarter 2021 earnings press release. This release is also available on the company's website, ooma.com. This call is being webcast live and is accessible from a link on the Events and Presentations page of the Investor Relations section of our website. This link will be active for replay of this call for at least 1 year. A telephonic replay will also be available for a week starting this evening about 8:00 p.m. Eastern Time. Dialing information for it is included in today's press release.

今天收盤後，Ooma 發布了 2021 財年第一季度收益新聞稿。該版本還可在公司網站 ooma.com 上獲取。此次電話會議正在進行網絡直播，可通過我們網站投資者關係部分的活動和演示頁面上的鏈接進行訪問。此鏈接將在至少 1 年內有效，以便重播此電話會議。從今天晚上 8:00 左右開始，還將提供為期一周的電話重播。東部時間。今天的新聞稿中包含了其撥號信息。

During today's presentation, our executives will make forward-looking statements within the meaning of the federal securities laws. Forward-looking statements generally relate to future events or future financial or operating performance. Our expectations and beliefs regarding these matters may not materialize, and actual results are subject to risks and uncertainties that could cause actual results to differ materially from those projected. These risks include those set forth in the press release we issued earlier today and those risks more fully described in our filings with the Securities and Exchange Commission. The forward-looking statements in this presentation are based on information available to us as of the date hereof, and we disclaim any obligation to update any forward-looking statements, except as required by law.

在今天的演示中，我們的高管將做出聯邦證券法含義內的前瞻性聲明。前瞻性陳述通常與未來事件或未來財務或經營業績有關。我們對這些事項的期望和信念可能不會實現，實際結果會受到風險和不確定性的影響，可能導致實際結果與預測存在重大差異。這些風險包括我們今天早些時候發布的新聞稿中列出的風險以及我們向美國證券交易委員會提交的文件中更全面描述的風險。本演示文稿中的前瞻性陳述基於截至本新聞稿發布之日我們可獲得的信息，除法律要求外，我們不承擔更新任何前瞻性陳述的義務。

Please note that other than revenue or as otherwise stated, the financial measures to be disclosed on this call will be on a non-GAAP basis. The non-GAAP financial measures are not intended to be considered in isolation or as a substitute for results prepared in accordance with GAAP. A discussion of why we present non-GAAP financial measures and a reconciliation of the non-GAAP financial measures discussed in this call to the most directly comparable GAAP financial measures is included in our earnings press release, which is available on our website.

請注意，除了收入或另有說明外，本次電話會議中披露的財務指標將基於非公認會計準則（Non-GAAP）。非公認會計原則財務指標不應被孤立考慮，也不能替代根據公認會計原則編制的結果。關於我們為何提出非公認會計原則財務指標的討論，以及本次電話會議中討論的非公認會計原則財務指標與最直接可比的公認會計原則財務指標的調節，請參見我們的收益新聞稿，該新聞稿可在我們的網站上獲取。

On this call, we will give guidance for the second quarter and full year fiscal 2024 on a non-GAAP basis. Also, in addition to our press release and 8-K filing, the Overview page and Events & Presentation page in the Investors section of our website as well as the Results page of the Financial Info section of our website include links to information about costs and expenses not included in our non-GAAP values and key metrics of our core subscription businesses. These are titled Supplemental Financial Disclosure 1 and Supplemental Financial Disclosure 2. Additionally, our investor presentation slides include GAAP to non-GAAP reconciliation that also provides resolution of GAAP expenses that are excluded from non-GAAP metrics.

在本次電話會議上，我們將根據非公認會計準則 (Non-GAAP) 給出 2024 財年第二季度和全年的指引。此外，除了我們的新聞稿和 8-K 歸檔之外，我們網站投資者部分的概述頁面和活動與演示頁面以及我們網站財務信息部分的結果頁面還包含有關成本和信息的鏈接。費用不包含在我們的非公認會計原則價值和核心訂閱業務的關鍵指標中。這些標題為補充財務披露 1 和補充財務披露 2。此外，我們的投資者演示幻燈片包括 GAAP 與非 GAAP 調節，還提供了排除在非 GAAP 指標之外的 GAAP 費用的解決方案。

Now I will hand the call over to Ooma's CEO, Eric Stang.

現在我將把電話轉給 Ooma 的首席執行官埃里克·斯坦 (Eric Stang)。

Thank you, Matt. Hi, everyone. Welcome to Ooma's Q1 Fiscal Year 2024 Earnings Call. Thank you for joining us. I'm pleased to talk with you today about our Q1 accomplishments and our progress executing the many growth initiatives we have underway for FY '24.

謝謝你，馬特。大家好。歡迎參加 Ooma 2024 年第一季度財報電話會議。感謝您加入我們。我今天很高興與您談論我們第一季度的成就以及我們在執行 24 財年正在進行的許多增長計劃方面取得的進展。

We accomplished a good start to the year in Q1 with revenue growing to $56.9 million and non-GAAP net income, again outpacing our expectations at $4 million. We also grew cash in Q1 by about $1.5 million while investing in several growth initiatives. And consistent with our growth plans, we increased our head count and expanded the size of one of our office locations. With no debt and the financial flexibility to pursue our plans, I believe we are well positioned and off to a good start this year to capitalize on our growth initiatives.

我們在第一季度取得了良好的開局，收入增長至 5690 萬美元，非 GAAP 淨利潤再次超出我們 400 萬美元的預期。我們在第一季度還增加了約 150 萬美元的現金，同時投資了多項增長計劃。根據我們的增長計劃，我們增加了員工人數並擴大了其中一個辦公地點的規模。由於沒有債務，並且具有實現我們計劃的財務靈活性，我相信我們處於有利位置，並且今年有一個良好的開端，可以充分利用我們的增長計劃。

Starting first with Ooma Office, which is our solution for small- to medium-sized businesses that has consistently been voted #1 by users in PCMag's annual user survey, we made good progress in Q1 on our strategy to introduce more advanced features, shift customers to higher tiers of service, increase our average revenue per user, expand the types and sizes of businesses we can serve and increase our market presence and sales reach.

首先從 Ooma Office 開始，這是我們為中小型企業提供的解決方案，在 PCMag 的年度用戶調查中一直被用戶評為第一，我們在第一季度在引入更多高級功能、轉移客戶的戰略方面取得了良好進展到更高層次的服務，增加我們每個用戶的平均收入，擴大我們可以服務的企業類型和規模，並擴大我們的市場佔有率和銷售範圍。

Late in Q1, we announced several new features, which helped contribute to our highest ever adoption of our premium service tiers, Office Pro and Pro Plus. Approximately 55% of new customers in Q1, and now 27% of our installed base have selected one of these premium tiers. Our road map calls for further feature additions each quarter through the balance of this fiscal year as we continue to execute our strategy.

在第一季度末，我們宣布了幾項新功能，這有助於我們的高級服務級別 Office Pro 和 Pro Plus 達到有史以來最高的採用率。第一季度大約 55% 的新客戶以及現在 27% 的客戶群選擇了其中一個高級級別。我們的路線圖要求在本財年的剩餘時間內每個季度增加更多功能，同時繼續執行我們的戰略。

I'm also very pleased to highlight our just announced partnership with NexHealth to drive adoption of Ooma Office at dental and other health care practices. NexHealth helps thousands of dentists and other health care professionals improve front office efficiency, patient engagement and practice growth through a cloud-based patient experience platform that integrates with practice management systems.

我還非常高興地強調我們剛剛宣布與 NexHealth 合作，以推動 Ooma Office 在牙科和其他醫療保健實踐中的採用。 NexHealth 通過與實踐管理系統集成的基於雲的患者體驗平台，幫助數千名牙醫和其他醫療保健專業人員提高前台效率、患者參與度和實踐發展。

In partnership with NexHealth, Ooma Office can now sync with patient information, so health care staff can view patient details in real time when taking or making phone calls. Significantly, the combination of our 2 best-of-breed solutions can bring true competitive advantage compared to other providers to try to do it all, but fall short on features and customer experience.

通過與 NexHealth 合作，Ooma Office 現在可以與患者信息同步，因此醫護人員可以在接聽或撥打電話時實時查看患者詳細信息。值得注意的是，與其他試圖實現這一切但在功能和客戶體驗方面存在不足的提供商相比，我們的 2 個同類最佳解決方案的組合可以帶來真正的競爭優勢。

Ooma and NexHealth will promote the combined solution and introduce customers to one another. This collaboration is already underway, and Ooma and NexHealth currently have customers using our 2 solutions together. We estimate there are 500,000 health care practices in the U.S., which represents an exciting and, of course, very sizable market opportunity.

Ooma 和 NexHealth 將推廣這一聯合解決方案，並向彼此介紹客戶。這項合作已經在進行中，Ooma 和 NexHealth 目前都有客戶一起使用我們的 2 種解決方案。我們估計美國有 500,000 個醫療保健機構，這代表著一個令人興奮的、當然也是非常巨大的市場機會。

Regarding Ooma Enterprise, our strategy, as we've discussed, is to serve select verticals and custom opportunities where we can bring true differentiation versus other solutions and to build stronger channel sales representation to drive our growth. In Q1, we strengthened our channel sales team and deepened our corporate relationships for serving the hospitality vertical. We also made significant progress on the development and launch of a new vertical we are targeting and hope in Q2 to announce this vertical, along with a key partnership we intend to put in place to help address it.

關於 Ooma Enterprise，正如我們所討論的，我們的戰略是為精選的垂直市場和定制機會提供服務，在這些機會中我們可以帶來與其他解決方案相比真正的差異化，並建立更強大的渠道銷售代表來推動我們的增長。在第一季度，我們加強了渠道銷售團隊並深化了為酒店垂直行業服務的企業關係。我們還在開發和推出我們瞄準的新垂直領域方面取得了重大進展，並希望在第二季度宣布該垂直領域，以及我們打算建立的重要合作夥伴關係以幫助解決該問題。

Internationally, we grew significantly in Q1 by serving more users at our largest customer, with most of our growth occurring in Europe. As expected, Q1 was a significant quarter for growth with this customer. Looking ahead to Q2, our focus is on completing new development to enable expansion with this customer in Asia. As such, we don't anticipate much growth in users during Q2, and but we do expect to drive significant further user growth beginning in the back half of this year. We also intend to expand into additional regions beyond Asia before the end of this fiscal year.

在國際上，我們通過為我們最大的客戶提供更多用戶服務，在第一季度實現了顯著增長，其中大部分增長發生在歐洲。正如預期的那樣，第一季度是該客戶增長的重要季度。展望第二季度，我們的重點是完成新的開發，以便與該客戶在亞洲進行擴張。因此，我們預計第二季度用戶不會有太大增長，但我們確實預計從今年下半年開始將進一步推動用戶顯著增長。我們還打算在本財年結束之前擴展到亞洲以外的其他地區。

Now turning to AirDial, which, of course, is our innovative, integrated solution to replace aging and expensive traditional POTS lines that serve critical business needs. We grow increasingly excited the more we learn and the more we engage with customers. We believe the market is vast, that customers are waking up to the need to act and that we bring true competitive advantage.

現在轉向 AirDial，這當然是我們創新的集成解決方案，用於取代老化且昂貴的傳統 POTS 線路，以滿足關鍵業務需求。我們了解得越多，與客戶接觸得越多，我們就會變得越來越興奮。我們相信市場是廣闊的，客戶正在意識到採取行動的需要，並且我們帶來真正的競爭優勢。

Our internally designed end-to-end solution allows us to solve difficult use cases and satisfy nearly all customer needs. In fact, it is not uncommon for us to meet customers who have had a bad experience with a competitive product and for whom we can demonstrate success. We set our control over the end-to-end architecture as a key advantage. We also believe we bring unique functionality, including our implementation of remote device management, our efficient cost structure for providing services and our high level of deployment and installation support.

我們內部設計的端到端解決方案使我們能夠解決困難的用例並滿足幾乎所有客戶的需求。事實上，我們遇到的客戶在使用競爭產品時有過糟糕的體驗，而我們可以向他們展示成功的情況並不少見。我們將對端到端架構的控製作為一個關鍵優勢。我們還相信我們帶來了獨特的功能，包括遠程設備管理的實施、提供服務的高效成本結構以及高水平的部署和安裝支持。

We made great progress with AirDial in Q1 as we expanded our sales team and funnel of opportunities, extended the capabilities of our solution, streamlined deployment and installation added new partnerships and invested in increasing customer awareness. In addition to T-Mobile, AirDial is now also certified by AT&T, Verizon and UScellular to operate on their wireless networks. I believe we are executing well on our go-to-market strategy, including with our important partner, T-Mobile. And I'm pleased to report that we increased installations and grew our AirDial sales funnel substantially in Q1.

我們在第一季度通過 AirDial 取得了巨大進展，因為我們擴大了銷售團隊和機會渠道，擴展了解決方案的功能，簡化了部署和安裝，增加了新的合作夥伴關係，並投資於提高客戶認知度。除了 T-Mobile 之外，AirDial 現在還獲得了 AT&T、Verizon 和 UScellular 的認證，可以在其無線網絡上運行。我相信我們在進入市場戰略方面執行得很好，包括與我們重要的合作夥伴 T-Mobile 的戰略。我很高興地報告，我們在第一季度大幅增加了安裝量並擴大了 AirDial 銷售渠道。

I'm also particularly pleased to report that UScellular has agreed to become a partner for AirDial. UScellular is the fifth-largest wireless carrier in the U.S. and operates in more than 20 states. They intend to resell AirDial through their sales channels by providing wireless connectivity in combination with the Ooma AirDial service as an integrated solution for customers. We believe this is an important program for them given their desire to grow their fixed wireless business and we are naturally excited that they have chosen Ooma. Implementation will take some effort, but planning is already underway. We hope and anticipate that UScellular will be in market and selling sometime this summer.

我還特別高興地報告，UScellular 已同意成為 AirDial 的合作夥伴。 UScellular 是美國第五大無線運營商，業務遍及 20 多個州。他們打算通過其銷售渠道轉售 AirDial，將無線連接與 Ooma AirDial 服務結合起來，作為為客戶提供的集成解決方案。我們相信，鑑於他們希望發展固定無線業務，這對他們來說是一個重要的計劃，我們自然很高興他們選擇了 Ooma。實施需要一些努力，但規劃已經在進行中。我們希望並預計 UScellular 將在今年夏天的某個時候上市並出售。

As is evident, we have a lot going on across Ooma, new features and growth for Ooma Office, new verticals and channel development for Ooma Enterprise, international expansion into new countries and commercialization of AirDial are all keeping us busy, but also have us excited about the future.

顯而易見，我們在 Ooma 上發生了很多事情，Ooma Office 的新功能和增長、Ooma Enterprise 的新垂直領域和渠道開發、新國家的國際擴張以及 AirDial 的商業化都讓我們忙碌，但也讓我們興奮關於未來。

I will now turn the call over to Shig, our CFO, to discuss our results and outlook in more detail and then return with some closing remarks.

我現在將把電話轉給我們的首席財務官 Shig，更詳細地討論我們的業績和前景，然後返回一些結束語。

Thank you, Eric, and good afternoon, everyone. I'm going to review our first quarter financial results and then provide our outlook for the second quarter and full year fiscal 2024.

謝謝你，埃里克，大家下午好。我將回顧我們第一季度的財務業績，然後提供我們對第二季度和 2024 財年全年的展望。

We delivered another solid quarter with a total revenue of $56.9 million, at the high end of our guidance range of $56.4 million to $56.9 million. On a year-over-year basis, total revenue grew 13% in the first quarter, driven by the strength of Ooma business as well as the addition of OnSIP.

我們又實現了一個穩定的季度，總收入為 5,690 萬美元，處於我們指導範圍 5,640 萬至 5,690 萬美元的上限。在 Ooma 業務的強勁以及 OnSIP 的加入的推動下，第一季度總收入同比增長 13%。

In the first quarter, Business Subscription and Services revenue accounted for 56% of total subscription and services revenue as compared to 50% in the prior year quarter. Q1 product and other revenue came in at $3.8 million as compared to $3.6 million in the prior year quarter.

第一季度，業務訂閱和服務收入佔訂閱和服務總收入的 56%，而去年同期為 50%。第一季度產品和其他收入為 380 萬美元，而去年同期為 360 萬美元。

On the profitability front, the first quarter non-GAAP net income was $4 million, above our guidance range of $3.4 million to $3.7 million and represented 34% increase over $3 million in the prior year quarter.

在盈利能力方面，第一季度非 GAAP 淨利潤為 400 萬美元，高於我們 340 萬美元至 370 萬美元的指導範圍，比去年同期的 300 萬美元增長 34%。

Now some details on our Q1 revenue. Ooma Business Subscription and Services revenue grew 27% year-over-year in Q1, driven by user growth and the addition of OnSIP. Excluding the effect of OnSIP revenue contribution, Ooma Business subscription and services revenue grew 13% year-over-year. On the residential side, Subscription and Services revenue grew 0.3% year-over-year. As mentioned in our last call, the growth in residential subscription and services revenue in the first quarter was negatively impacted by approximately 4,000 tele users churning during the quarter for a specific customer. Despite this onetime event, our relationship with this customer remains strong as we continue to expand our relationship with Ooma Business offerings for other users. For the first quarter, total subscription and services revenue was $53 million or 93% of total revenue as compared to $46.7 million or 93% of total revenue in the prior quarter.

現在是我們第一季度收入的一些詳細信息。受用戶增長和 OnSIP 增加的推動，Ooma 商業訂閱和服務收入第一季度同比增長 27%。排除 OnSIP 收入貢獻的影響，Ooma Business 訂閱和服務收入同比增長 13%。在住宅方面，訂閱和服務收入同比增長 0.3%。正如我們在上次電話會議中提到的，第一季度住宅訂閱和服務收入的增長受到了該季度約 4,000 名特定客戶流失的電話用戶的負面影響。儘管發生了這一一次性事件，但隨著我們繼續擴大與其他用戶的 Ooma Business 產品的關係，我們與該客戶的關係仍然牢固。第一季度訂閱和服務總收入為 5300 萬美元，佔總收入的 93%，而上一季度為 4670 萬美元，佔總收入的 93%。

Now some details on our key customer metrics. We ended the first quarter with 1,225,000 core users up from 1,210,000 core users at the end of the fourth quarter. At the end of the first quarter, we had 449,000 business users or 37% of our total core users, an increase from 21,000 from Q4. Our blended average monthly subscription and services revenue per core user, or ARPU, increased 4% year-over-year to $14.28 driven by an increasing mix of business users, including higher ARPU Office Pro and Pro Plus users.

現在介紹一些有關我們關鍵客戶指標的詳細信息。第一季度末，我們的核心用戶數量為 1,225,000 名，而第四季度末為 1,210,000 名。截至第一季度末，我們擁有 449,000 名企業用戶，佔核心用戶總數的 37%，較第四季度的 21,000 名有所增加。由於企業用戶數量不斷增加，包括 ARPU 較高的 Office Pro 和 Pro Plus 用戶，我們的每位核心用戶 (ARPU) 的混合平均每月訂閱和服務收入同比增長 4%，達到 14.28 美元。

During the first quarter, we continued to see a healthy Office Pro and Pro Plus take rate with 55% of new Office users opting for these higher tier services which was up from 49% in the prior year quarter. Overall, 27% of Ooma Office users have now subscribed to our Pro or Pro Plus tier. Our annual exit recurring revenue grew to $209.8 million and was up 15% year-over-year.

在第一季度，我們繼續看到 Office Pro 和 Pro Plus 的良好使用率，55% 的新 Office 用戶選擇這些更高級別的服務，高於去年同期的 49%。總體而言，27% 的 Ooma Office 用戶現已訂閱我們的 Pro 或 Pro Plus 級別。我們的年度退出經常性收入增至 2.098 億美元，同比增長 15%。

A few words about our net dollar retention rate. As mentioned in our last call, effective in the first quarter of this fiscal year, we transitioned to a new calculation methodology or net dollar retention rate. With the majority of the subscription revenue now generated from Ooma Business customers, we believe the new methodology better reflects our operational performance during the reporting period and is more in line -- in alignment with the reporting practice of our industry peers.

關於我們的淨美元保留率的幾句話。正如我們在上次電話會議中提到的，自本財年第一季度起，我們轉向了新的計算方法或淨美元保留率。由於目前大部分訂閱收入來自 Ooma Business 客戶，我們相信新方法更好地反映了我們在報告期內的運營績效，並且更符合行業同行的報告實踐。

Under the new methodology, our net dollar retention rate for the quarter was 99%. Had we used a new methodology in the fourth quarter of last fiscal year, net dollar retention rate would also have been 99%.

根據新的方法，我們本季度的淨美元保留率為 99%。如果我們在上一財年第四季度使用新的方法，淨美元保留率也將達到 99%。

There is a detailed disclosure of our new calculation methodology in the supplemental key metrics disclosure schedule that was published along with our press release today. The supplemental disclosure also includes comparable pro forma net dollar retention rate for the past 4 quarters using the new methodology.

今天與我們的新聞稿一起發布的補充關鍵指標披露時間表詳細披露了我們的新計算方法。補充披露還包括使用新方法計算的過去 4 個季度的可比預計淨美元保留率。

Now some details on our gross margin. Our subscription and services gross margin for the first quarter was 73% as compared to 72% in the prior year. The improvement in subscription and services gross margin was driven by our increase in scale and a greater mix of higher ARPU business customers. Product and other gross margin for the first quarter was negative 61% as compared to negative 42% for the same period last year.

現在我們的毛利率的一些細節。我們第一季度的訂閱和服務毛利率為 73%，而去年同期為 72%。訂閱和服務毛利率的改善是由於我們規模的擴大和 ARPU 較高的商業客戶的增加所推動的。第一季度產品及其他毛利率為負 61%，而去年同期為負 42%。

As mentioned in our last call, this year-over-year decline in the product gross margin was anticipated primarily due to the impact of certain higher cost components that we had to -- we procured in the last fiscal year to stay ahead of the pandemic-driven supply chain issues. We continue to expect product and other gross margin for the remainder of fiscal 2024 to be negatively impacted for the same reason and estimate impact of such onetime excess component costs running through fiscal 2024 P&L to be $2 million to $3 million. On an overall basis, total gross margin for Q1 was 64% as compared to 64% in the prior year quarter.

正如我們在上次電話會議中提到的，預計產品毛利率同比下降主要是由於我們必須在上一財年採購的某些較高成本組件的影響，以保持領先於大流行的能力驅動的供應鏈問題。我們繼續預計，由於同樣的原因，2024 財年剩餘時間的產品和其他毛利率將受到負面影響，並估計這種一次性超額零部件成本對 2024 財年損益表的影響為 200 萬至 300 萬美元。總體而言，第一季度的總毛利率為 64%，而去年同期為 64%。

And now some details on our operating expenses. Total operating expenses for the first quarter were $32.6 million, up $3.3 million or 11% from the same period last year. Excluding the impact of onset, the total operating expenses increased $2 million or 7% from the same period last year.

現在是我們運營費用的一些細節。第一季度總運營費用為 3260 萬美元，比去年同期增加 330 萬美元，增幅 11%。剔除發病影響，總運營費用較去年同期增加200萬美元，即7%。

Sales and marketing expenses for the first quarter were $16.8 million or 30% of total revenue, up 9% year-over-year, driven by higher marketing and channel development activity for Ooma Business, which includes AirDial, as well as the addition of OnSIP related expenses.

第一季度的銷售和營銷費用為 1,680 萬美元，佔總收入的 30%，同比增長 9%，這得益於 Ooma Business 的營銷和渠道開發活動（包括 AirDial 以及 OnSIP 的增加）的增加相關費用。

Research and development expenses were $10.8 million or 19% of total revenue, up 15% and year-over-year from $9.4 million, driven by investments in new features for both Ooma Office and Ooma Enterprise as well as new products such as AirDial. A portion of the year-over-year increase in R&D expense was also attributable to the activities related to international expansion with our largest customer and the addition of OnSIP team members.

研發費用為 1,080 萬美元，佔總收入的 19%，較上年同期的 940 萬美元增長 15%，這主要得益於對 Ooma Office 和 Ooma Enterprise 新功能以及 AirDial 等新產品的投資。研發費用同比增長的一部分還歸因於與我們最大客戶的國際擴張相關的活動以及 OnSIP 團隊成員的增加。

G&A expenses were $5 million or 9% of total revenue for the first quarter compared to $4.5 million for the prior year quarter. The year-over-year increase in G&A expenses was primarily due to an increase in personnel costs and the addition of OnSIP. Non-GAAP net income for the first quarter was $4 million or diluted earnings per share of $0.16 as compared to $0.12 of diluted earnings per share in the prior year quarter.

第一季度的一般管理費用為 500 萬美元，佔總收入的 9%，而去年同期為 450 萬美元。 G&A 費用的同比增長主要是由於人員成本的增加和 OnSIP 的增加。第一季度非 GAAP 淨利潤為 400 萬美元，稀釋後每股收益為 0.16 美元，而去年同期稀釋後每股收益為 0.12 美元。

Adjusted EBITDA for the quarter was $4.8 million or 8% of total revenue and represented 24% increase over $3.9 million for the prior year quarter. We ended the quarter with total cash and investments of $28.4 million, which increased from $26.9 million at the end of Q4. Despite the seasonal challenge in the first quarter, we generated cash from operations of $1.3 million, which was up from $0.8 million in the same period last year. On the headcount front, we ended a quarter with 1,078 employees and contractors.

本季度調整後 EBITDA 為 480 萬美元，佔總收入的 8%，比去年同期的 390 萬美元增長 24%。本季度結束時，我們的現金和投資總額為 2840 萬美元，高於第四季度末的 2690 萬美元。儘管第一季度面臨季節性挑戰，我們仍從運營中產生了 130 萬美元的現金，高於去年同期的 80 萬美元。在員工人數方面，本季度末我們有 1,078 名員工和承包商。

Now I will provide guidance for the second quarter and full year fiscal year 2024. Our guidance is on a non-GAAP basis and has been adjusted for expenses such as stock-based compensation and amortization of intangibles. We expect total revenue for the second quarter of fiscal 2024 to be in the range of $57.4 million to $57.9 million, which includes $3.5 million to $3.8 million of product revenue. We expect second quarter net income to be in the range of $3.5 million to $3.8 million. Non-GAAP diluted EPS is expected to be between $0.13 and $0.15. We have assumed 26 million weighted average diluted shares outstanding for the second quarter.

現在我將提供 2024 財年第二季度和全年的指導。我們的指導基於非 GAAP 基礎，並針對股票薪酬和無形資產攤銷等費用進行了調整。我們預計 2024 財年第二季度的總收入將在 5740 萬美元至 5790 萬美元之間，其中包括 350 萬美元至 380 萬美元的產品收入。我們預計第二季度淨利潤將在 350 萬美元至 380 萬美元之間。非 GAAP 攤薄後每股收益預計在 0.13 美元至 0.15 美元之間。我們假設第二季度加權平均稀釋後流通股為 2600 萬股。

For full year fiscal 2024, we are reaffirming the prior guidance and expect total revenue to be in the range of $235.5 million to $238.5 million. The full year fiscal 2024 revenue guidance assumes subscription and services revenue growth rate of 18% to 20% for Ooma Business and subscription and services revenue for growth of 1% for residential. In terms of revenue mix for the year, we expect 92% to 93% of total revenue to come from subscription and services revenue and the remainder on products and other revenue. We expect non-GAAP net income for fiscal 2024 to be in the range of $14.5 million to $16.5 million.

對於 2024 財年全年，我們重申之前的指引，預計總收入將在 2.355 億美元至 2.385 億美元之間。 2024 財年全年收入指引假設 Ooma Business 訂閱和服務收入增長率為 18% 至 20%，住宅訂閱和服務收入增長率為 1%。就今年的收入結構而言，我們預計總收入的 92% 至 93% 來自訂閱和服務收入，其餘收入來自產品和其他收入。我們預計 2024 財年非 GAAP 淨利潤將在 1,450 萬美元至 1,650 萬美元之間。

Based on this guidance range, we estimate our adjusted EBITDA for fiscal 2024 to be $18.7 million to $20.7 million or approximately 9% of revenue at upper and (inaudible). We expect non-GAAP diluted EPS for fiscal 2024 to be in the range of $0.55 to $0.63. That assumes approximately 26.3 million weighted average diluted shares outstanding for fiscal 2024.

根據這一指導範圍，我們估計 2024 財年調整後的 EBITDA 為 1870 萬美元至 2070 萬美元，約佔收入的 9%（聽不清）。我們預計 2024 財年非 GAAP 攤薄後每股收益將在 0.55 美元至 0.63 美元之間。假設 2024 財年加權平均稀釋後流通股約為 2630 萬股。

In summary, we are pleased with our solid start to our fiscal 2024 and remain focused on executing to our long-term strategy to achieve profitable growth.

總之，我們對 2024 財年的良好開局感到滿意，並將繼續專注於執行我們的長期戰略，以實現盈利增長。

I'll now pass it back to Eric for some closing remarks. Eric?

現在我將把它傳回給埃里克，讓他做一些結束語。埃里克？

Thanks, Shig. As I mentioned at the outset, we're off to a good start this fiscal year. Our focus is on executing well on our growth initiatives and strengthening our competitive advantage and leadership in each of the segments we target. To that end, we are making strategic investments, especially in sales, marketing and partnership development and are carefully balancing those investments with our financial goals. We're fortunate to have large opportunities before us and good momentum underway. Thank you.

謝謝，希格。正如我在一開始提到的，我們本財年有一個良好的開端。我們的重點是良好地執行我們的增長計劃，並加強我們在每個目標細分市場的競爭優勢和領導力。為此，我們正在進行戰略投資，特別是在銷售、營銷和合作夥伴關係發展方面，並仔細平衡這些投資與我們的財務目標。我們很幸運，面前有巨大的機遇，並且勢頭良好。謝謝。

Emma, we can now take questions.

艾瑪，我們現在可以提問了。

(Operator Instructions) Your first question today comes from the line of Matt Stotler with William Blair.

（操作員說明）您今天的第一個問題來自馬特·斯托勒（Matt Stotler）和威廉·布萊爾（William Blair）的對話。

This is Alex on for Matt. So just maybe one on the partner ecosystem. Could you talk about the partnership with Jazzware and NexHealth? And just the traction you've seen with the Jazzware partnership and any thoughts on how the vertical-specific market approach expands your TAM?

這是亞歷克斯（Alex）替馬特（Matt）發言。所以也許只是合作夥伴生態系統中的一個。您能談談與 Jazzware 和 NexHealth 的合作關係嗎？您在 Jazzware 合作夥伴關係中看到的吸引力以及對垂直特定市場方法如何擴展您的 TAM 有什麼想法嗎？

Sure. So Jazzware is a partner of ours in the hospitality space, and that's been a growing area for us all through last year and into this year. And it's an exciting area because there's, what, 80,000 plus hotels in North America to go after, and a lot of them have still stayed on PBXs in the closet because they have complex needs with analog lines to the rooms and other different types of needs at the front desk.

當然。因此，Jazzware 是我們在酒店領域的合作夥伴，從​​去年到今年，這對我們來說一直是一個不斷增長的領域。這是一個令人興奮的領域，因為北美有 80,000 多家酒店可供選擇，其中許多酒店仍然保留在壁櫥裡的 PBX，因為他們對房間的模擬線路和其他不同類型的需求有復雜的需求在前台。

Jazzware allowed us to connect up to about 80 different property management systems. That's a really key advantage to have in that vertical. And we get customer referrals from Jazzware. We refer customers to Jazzware. And the ideal customer for us is one that adopts their solution along with ours and basically does a rip and replace moving to the cloud for their phone service.

Jazzware 使我們能夠連接多達約 80 個不同的物業管理系統。這是該垂直領域的一個非常關鍵的優勢。我們還從 Jazzware 獲得客戶推薦。我們向客戶推薦 Jazzware。對我們來說，理想的客戶是採用他們的解決方案和我們的解決方案，並且基本上將他們的電話服務遷移到雲端的客戶。

We are pursuing certifications, if you will, with some of the large hotel chains. I made a few remarks in my script about our -- that we're making progress there. And although I didn't get too specific. And we're excited about where we can go with that vertical. It's the kind of thing we do well. It's complex, and we have a great solution. So Jazzware a key enabler for us in that vertical.

如果您願意的話，我們正在尋求一些大型連鎖酒店的認證。我在劇本中就我們正在取得的進展發表了一些評論。雖然我沒有說得太具體。我們對垂直領域的發展感到興奮。這是我們做得很好的事情。這很複雜，但我們有一個很好的解決方案。因此，Jazzware 是我們在該領域的關鍵推動者。

We view NexHealth in a similar manner. Some of you may not have heard of NexHealth, but they're no small player in the space. Just citing publicly available data, LinkedIn says they've got 300 employees. Crunchbase says they've had $175 million or more invested in them. And that they're getting 800,000 or more visits a month to their website. Clearly, they have momentum today in serving particularly dental practices. And we want to leverage that as we target that vertical. And I can tell you, we've already got customers that came to us through NexHealth and vice versa. And we were both at the -- what was called the California Dental Association Show last week.

我們以類似的方式看待 NexHealth。你們中有些人可能沒有聽說過 NexHealth，但他們在這個領域是不小的參與者。僅引用公開數據，LinkedIn 就表示他們有 300 名員工。 Crunchbase 表示，他們已向這些產品投資了 1.75 億美元或更多。他們的網站每月有 800,000 或更多的訪問量。顯然，他們今天在服務特別是牙科診所方面勢頭強勁。我們希望在瞄準垂直市場時利用這一點。我可以告訴您，我們已經有客戶通過 NexHealth 來到我們這裡，反之亦然。上週我們都參加了加州牙科協會展。

And I think it's just a way to propel yourself a little bit faster than the space and to ensure that you can give a very complete solution for the customer. When we benchmark what our solution does overall versus some of the others in the space and what they're selling, we think there's a whole host of features available in Ooma Office that aren't available if you go with one of the competitors' solutions. So we think we also bring good competitive advantage to the space.

我認為這只是一種讓自己比空間更快一點的方法，並確保您可以為客戶提供非常完整的解決方案。當我們將我們的解決方案的總體功能與該領域的其他一些解決方案以及他們所銷售的產品進行基準測試時，我們認為 Ooma Office 中提供了一系列功能，而如果您使用競爭對手的解決方案之一，則這些功能是無法使用的。因此，我們認為我們也為該領域帶來了良好的競爭優勢。

But this is what our partnerships do for us. But ultimately, the majority of our success is driven by our own sales and marketing activities in our level of effort we put targeting the vertical. I hope that answers it for you, Matt.

但這就是我們的合作夥伴關係為我們所做的。但歸根結底，我們的成功大部分是由我們自己的銷售和營銷活動推動的，我們在垂直領域付出了努力。我希望這能為你解答，馬特。

Yes. No, that's great. Super helpful. I really appreciate all that color. And then maybe just switching gears a little bit. One other one from me. So office revenue continues to be -- continues to increase as a percentage of the total. What is your view on the potential growth profile for that business in a normalized macro? And what do you guys view as key drivers to get there from where we are today?

是的。不，那太好了。超級有幫助。我真的很欣賞所有這些顏色。然後也許只是稍微改變一下。另一張是我的。因此，辦公室收入佔總收入的百分比繼續增加。您對該業務在正常化宏觀環境下的潛在增長前景有何看法？你們認為我們今天取得的成就的關鍵驅動力是什麼？

Well, I mean, you have our guidance for this year, which is kind of how we look at the immediate outlook in light of the economy and what we're up against. Bigger picture, we see a space -- well, you got to break our segments down, but our -- the smaller business segment, 7 million small businesses in North America with 1 to 20 employees, and we estimate 2/3 of them have yet to move to the cloud. That's just tremendous opportunity. And that's before we think about expanding beyond serving our largest customer in Europe and maybe elsewhere. So for us, it's go, go, go in that.

嗯，我的意思是，你們有我們今年的指導，這就是我們根據經濟和麵臨的情況來看待當前前景的方式。從更大的角度來看，我們看到了一個空間——嗯，你必須細分我們的細分市場，但是我們的——較小的業務細分市場，北美有 700 萬家小型企業，擁有 1 到 20 名員工，我們估計其中 2/3 擁有尚未遷移到雲端。這真是一個巨大的機會。那是在我們考慮擴展到服務歐洲乃至其他地方最大客戶之外的情況之前。所以對我們來說，就是去，去，去。

And we are bringing out additional features to expand the range of businesses that our solution will appeal to and to along with that, improve our ARPU as we do so. But fundamentally, our Office solutions targeted at the small business needs. The kind of customer that doesn't have an IT professional needs something super simple to set up and use that just works really reliably. And frankly, for what you pay has great value. And with our low-cost structure in the industry that we believe we have, we think we can put all that together in a way others don't because we focus so much on that segment, Ooma Office.

我們正在推出更多功能，以擴大我們的解決方案所吸引的業務範圍，並同時提高我們的 ARPU。但從根本上來說，我們的 Office 解決方案針對的是小型企業的需求。沒有 IT 專業人員的客戶需要一些超級簡單的設置和使用，並且工作真正可靠。坦率地說，你所付出的代價是非常有價值的。憑藉我們相信我們在行業中擁有的低成本結構，我們認為我們可以以其他人沒有的方式將所有這些整合在一起，因為我們非常關注 Ooma Office 這一細分市場。

We move over to Ooma Enterprise. It's much more of a target certain verticals where we can establish differentiation or other types of customer needs where there's a custom requirements, and we can do that well because of the nature of our platform, which is very customizable. So I'm excited on all those fronts. We did some really strategic hiring this last quarter, in particularly strengthening the capabilities in our sales team. And this is just part of expanding and trying to be able to develop the channel opportunities we want to have and just get bigger. Frankly, if we're going to grow the way we want, we've got to grow our team, and we made some nice progress on that in Q1.

我們轉移到 Ooma Enterprise。它更多的是針對某些垂直領域，我們可以在其中建立差異化或其他類型的客戶需求，其中有定制要求，並且由於我們平台的性質，我們可以做得很好，這是非常可定制的。所以我對所有這些方面都感到興奮。上個季度我們進行了一些真正的戰略性招聘，特別是加強了我們銷售團隊的能力。這只是擴展和努力開發我們想要擁有的渠道機會並變得更大的一部分。坦率地說，如果我們要按照我們想要的方式發展，我們就必鬚髮展我們的團隊，我們在第一季度在這方面取得了一些不錯的進展。

With AirDial, AirDial is just its own incredible opportunity. And there, we see very large customer opportunities alongside small ones as well. And I think our -- how big we can be with AirDial be a function a little bit of whether we can win some of these really big opportunities. We won a couple of customers or more that were the better part of 1,000 lines last quarter. They're not installed. They're not going to show up on our revenues yet, but great momentum for us. And we see customers with thousands, even tens of thousands of lines needed as you look out over years to come.

有了 AirDial，AirDial 本身就是一個令人難以置信的機會。在那裡，我們不僅看到了巨大的客戶機會，也看到了小客戶機會。我認為，AirDial 的規模有多大，在一定程度上取決於我們能否贏得一些真正的重大機會。我們贏得了幾個或更多的客戶，這是上個季度 1,000 條生產線中的大部分。它們沒有安裝。它們還不會體現在我們的收入中，但對我們來說是巨大的動力。展望未來，我們看到客戶需要數千甚至數万條線路。

So we think we're targeting the right segments. And we think even though the economy is a little challenging, and it does affect us, I'm sure, makes us have to work harder. But still, we think the majority of our success is in our hands if we can execute well, and that's what we're focused on doing. Hopefully, that's not more than you asked, but hopefully, it's a good answer for you.

所以我們認為我們的目標是正確的細分市場。我們認為，儘管經濟有點具有挑戰性，但它確實影響了我們，我確信，這讓我們必須更加努力地工作。但我們仍然認為，如果我們能夠很好地執行，那麼我們的成功大部分就掌握在我們手中，而這正是我們專注於做的事情。希望這不會超出您的要求，但希望這對您來說是一個很好的答案。

Your next question comes from the line of Mike Latimore with Northland Capital Markets.

您的下一個問題來自 Northland Capital Markets 的 Mike Latimore。

I guess on the [NDR] number, it's been very stable. I guess, I assume you expect it to continue to be stable. That's 1 question. And then second, on the last call, Eric, you mentioned that November, December was a little slow. January got better. I guess, any general color on February, March, April in that context?

我想就 [NDR] 數字而言，它一直非常穩定。我想，我假設你希望它繼續保持穩定。這是1個問題。第二，在最後一次電話中，埃里克，你提到 11 月、12 月有點慢。一月好轉了。我想，在這種情況下，二月、三月、四月有什麼通用的顏色嗎？

Sure. I'll let Shig take the first question, and I'll take the second.

當然。我讓 Shig 回答第一個問題，我來回答第二個問題。

Yes, Mike. Thanks for the question on [NDR]. Yes, the short answer is that we anticipate that to be very stable. Looking backwards down to the new methodology pretty stable. We saw 99% again, and we continue to expect that would be the case. Eric?

是的，邁克。感謝您就 [NDR] 提出問題。是的，簡短的回答是我們預計會非常穩定。回顧過去，新方法相當穩定。我們再次看到了 99%，並且我們繼續預計情況會是這樣。埃里克？

Yes. We did talk on our last conference call about how at the end of last year, calendar year, it seemed to slow down a little bit and then picked up in Q1. And Q1, I thought was pretty strong through the quarter and through April. We also, I think, did a good job of balancing our marketing spend through the quarter. And Yes. I'm particularly pleased with the growth in the funnel of opportunities, the pipeline for AirDial that funnel increased significantly for us. And we did that in addition to growing in the other areas of our business.

是的。我們在上次電話會議上確實談到了去年年底的情況，即日曆年，它似乎放緩了一點，然後在第一季度有所回升。我認為第一季度整個季度和四月份的表現都相當強勁。我認為，我們在整個季度的營銷支出平衡方面也做得很好。是的。我對機會漏斗的增長感到特別滿意，AirDial 漏斗的管道為我們顯著增加。除了在其他業務領域取得增長之外，我們還做到了這一點。

If anything today, we're a little sales resource constrained on going after all the opportunity we see there. But yes, I think that we'll anticipate a little bit of -- as the summer comes and all, I think people are going to be traveling more in all that. But I think it will -- we're not expecting a big change from having bounced back in the first quarter.

如果說今天有什麼不同的話，那就是我們的銷售資源有限，無法抓住我們在那裡看到的所有機會。但是，是的，我認為隨著夏天的到來，我們會預計人們會進行更多的旅行。但我認為會的——我們預計第一季度的反彈不會發生重大變化。

Okay. Great. And then your large international customer, I guess were they more or less than half of the sub adds in the quarter for business? And then is that on plan for the year? Have you always expected kind of a pause for ramping in APAC later in year?

好的。偉大的。然後，您的大型國際客戶，我猜他們是多於還是少於本季度新增業務的一半？那麼這是今年的計劃嗎？您是否一直預計今年晚些時候亞太地區的擴張會有所暫停？

So they were a significant contributor because it was a big quarter for us in Q1, but also the other parts of our business grew well, too. And I would say we probably didn't quite get as far in Q1 as we thought we might just because the effort it takes. It was a very big quarter as big as any other quarter we've had with them, but we didn't maybe go further than that. In Q2, yes, I think it's taking us and them a little longer to get ramped to onboard users in Asia.

因此，他們是一個重要的貢獻者，因為第一季度對我們來說是一個重要的季度，而且我們業務的其他部分也增長良好。我想說，我們在第一季度可能沒有取得我們想像的那麼遠，只是因為它需要付出努力。這是一個非常大的季度，與我們與他們合作的任何其他季度一樣大，但我們可能沒有比這更進一步。在第二季度，是的，我認為我們和他們需要更長的時間才能吸引亞洲的現有用戶。

And so you heard my guidance that we're not expecting much growth with them we think the back half of the year will be strong again. I think overall for the year, if I were to sum it up, we have the potential to do better than we planned. I think that's more likely than not. But we'll have a better perspective on that once we get up and running in Asia and we see the pace of rollout. So I couldn't be more pleased. They've been great to work with. And we've got a lot of things going on together. But before the end of this year, we want to be in more regions beyond Asia. So there's still a lot of work to do.

所以你聽到了我的指導，我們預計他們不會有太大增長，我們認為今年下半年將再次強勁。我認為今年總體來說，如果我總結的話，我們有潛力做得比計劃更好。我認為這更有可能。但一旦我們在亞洲啟動並運行並看到推出的速度，我們就會對此有更好的看法。所以我高興極了。與他們合作非常愉快。我們有很多事情一起發生。但在今年年底之前，我們希望進入亞洲以外的更多地區。所以還有很多工作要做。

Your next question comes from the line of Brian Kinstlinger with Alliance Global Partners.

您的下一個問題來自 Alliance Global Partners 的 Brian Kinstlinger。

Wanted to get a little bit more detail on AirDial in terms of business development, sales cycles and preparation from the customer side, particularly, can you provide any number of lines in backlog lines booked or numerical context, you talked about a significant increase in the sales funnel? Maybe some kind of context would help us understand more about that.

希望了解有關 AirDial 在業務開發、銷售週期和客戶準備方面的更多詳細信息，特別是，您能否在已預訂的積壓訂單行或數字上下文中提供任意數量的行，您談到了銷售漏斗？也許某種背景可以幫助我們更多地理解這一點。

Yes. We're not divulging those specifics for competitive as well as mainly reasons. But I don't think the outlook has fundamentally changed the way I talked about it in the last couple of quarters, which is particularly the very large opportunities, they want to do a proof of concept. We've got more proof of concepts running right now than we've ever had. And those can cycle between kind of -- maybe take 2 to 3 months to run their course and then you go into negotiations where you're going to go from there.

是的。出於競爭以及主要原因，我們不會透露這些細節。但我認為前景並沒有從根本上改變我在過去幾個季度談論它的方式，尤其是非常大的機會，他們想做一個概念驗證。我們現在運行的概念驗證比以往任何時候都多。這些可能會循環——可能需要 2 到 3 個月的時間來完成他們的過程，然後你就開始談判，然後從那裡開始。

We did have some of our largest customer opportunities last quarter instead of sign up with us for everything they need, they kind of tranche it and bought hundreds of lines, but not thousands of lines. And they said, once we get those installed, we'll come back and we'll do the next tranche because for our customers to have a big need, they're not going to be able to do it all at once either.

上個季度我們確實獲得了一些最大的客戶機會，而不是與我們簽約以獲得他們所需的一切，他們將其分批併購買了數百條線路，但不是數千條線路。他們說，一旦我們安裝了這些，我們就會回來，我們將進行下一部分，因為對於我們的客戶來說，有很大的需求，他們也無法一次完成所有工作。

But on the positive side, compared to the way I've talked about it in the past, we are getting better at installation. It's going faster our third-party vendors that we work with are doing a better job. For our customers ready to go, we can close a deal and have AirDial getting installed within weeks -- not months, weeks. And you take a little bit on how much auditing you got to do to find out what their needs are. In other words, how much they know about their own situation.

但從積極的一面來看，與我過去談論的方式相比，我們在安裝方面做得越來越好。我們合作的第三方供應商做得越來越好，進展得越來越快。對於準備出發的客戶，我們可以在幾週內完成交易並安裝 AirDial，而不是幾個月、幾週。您需要進行一些審核才能了解他們的需求。換句話說，他們對自己的情況了解多少。

But I think we're making good progress on the installation and deployment front. If you look at most of what we have planned for Q2, it's deals that we've sold in Q1 that are deploying through the quarter. And what we sell in Q2 will probably be what we then deploy in Q3 or maybe even Q3 and Q4 because the biggest opportunities can take 2 quarters really to roll out. I think that customers are clearly waking up. We've been getting some cold inbounds, if you will, which is to say, they found us. And we love that.

但我認為我們在安裝和部署方面取得了良好進展。如果您查看我們為第二季度計劃的大部分內容，就會發現我們在第一季度出售的交易將在整個季度進行部署。我們在第二季度銷售的產品可能會在第三季度甚至第三季度和第四季度部署，因為最大的機會可能需要兩個季度才能真正推出。我認為客戶顯然已經醒悟了。如果你願意的話，我們已經收到了一些冷門，也就是說，他們找到了我們。我們喜歡這樣。

And that, to me, is evidence that we're starting to get our name out and big customers are starting to look around. But I think that I think we have the next 3 to 5 years to see the rollout of this type of solution as POTS lines go away. And so we're also looking at it with that longer-term horizon. I don't know if that's quite what you're asking, but that's maybe a little I can share.

對我來說，這證明我們已經開始出名，大客戶也開始四處尋找。但我認為，隨著 POTS 線路的消失，我們將在未來 3 到 5 年內看到此類解決方案的推出。因此，我們也從更長遠的角度來看待它。我不知道這是否正是您所要求的，但這也許是我可以分享的一點。

Yes. That's good. My one follow-up on NexHealth. Maybe I missed it to your answer another question. Did you give a -- maybe what their customer installed base is or their customer count is, I guess -- trying to gauge, is there any low-hanging fruit that you can cross-sell into their base?

是的。那挺好的。我對 NexHealth 的一個後續行動。也許我錯過了你回答另一個問題的機會。你是否給出了——也許他們的客戶安裝基礎是什麼，或者他們的客戶數量是多少，我猜——試圖衡量，是否有任何容易實現的目標可以交叉銷售到他們的基礎？

No, I didn't give that. They're a private company, and it would be up for them to disclose. But I think they're pretty sizable in the space, though. And I think their solution if you were able to see it in action, it's very modern. I think it shows very well to the customer, and I think that's what positive for what they're doing. So I think they've done it right. But no. All I can say is we've already got some customers we're working with together. And we've got referrals going both ways now between our 2 companies.

不，我沒有給。他們是一家私營公司，需要他們來披露。但我認為它們在空間中相當大。我認為他們的解決方案如果你能夠看到它的實際應用，就會發現它非常現代。我認為這對客戶來說效果很好，而且我認為這對他們正在做的事情有積極的意義。所以我認為他們做得對。但不是。我只能說我們已經有了一些正在合作的客戶。現在我們兩家公司之間已經有了雙向推薦。

Your next question comes from the line of Matthew Harrigan.

你的下一個問題來自馬修·哈里根（Matthew Harrigan）。

I know that one reason why you've been able to expand internationally as you're somewhat piggybacking of your largest customer and thereby not blowing up your expense lines. When you look at the hospitality vertical, I mean, it's almost -- certainly is international and global by definition. Is there any other vertical and presumably, your clients' customers are very happy with you. Isn't there a push from -- I'm sure you're not going to comment on Hilton specifically. But on a large entrant like that, wouldn't they want to pull you into Europe and Asia and basically everywhere, if they were that enamored with your product? And can you do that efficiently the same way that you've been able to do that for your large customer? Because it seems like that's clearly a global vertical opportunity versus just in the U.S., if I'm not misunderstanding something. You maybe there already, and I'm not getting it, I assume you would indicate that you were there if you were doing a lot with someone like Hilton and Japan or Germany or something.

我知道，這就是你們能夠進行國際擴張的原因之一，因為你們在某種程度上利用了最大的客戶，從而不會增加您的開支。當你審視酒店行業時，我的意思是，從定義上來說，它幾乎肯定是國際化和全球性的。是否還有其他垂直領域，想必您客戶的客戶對您非常滿意。難道沒有來自——我相信你不會專門評論希爾頓嗎？但對於這樣一個大的進入者來說，如果他們如此迷戀你的產品，他們難道不想把你拉到歐洲和亞洲以及基本上所有地方嗎？您能否像為大客戶那樣高效地做到這一點？因為如果我沒有誤解的話，這顯然是一個全球性的垂直機會，而不僅僅是在美國。你也許已經在那裡了，我不明白，我想如果你和希爾頓、日本或德國之類的人做了很多事情，你會表明你在那裡。

Yes. I know where you're coming from, and that's a logical question. In our experience, the brand that you think of the corporate entity can certify and recommend, but you still have to sell to the individual hotels. And often these individual hotels are owned by operators, franchisees, I guess, in a way, although I'm not sure I'm using the word correctly here. But so we have to go after these hotels either one by one or if you get an owner who's got a lot of hotels under their belt, you can get some momentum through their base. But those tend to be regional in nature. So all our activities on the hospitality front today are North America and we haven't really thought about it beyond North America so far.

是的。我知道你來自哪裡，這是一個合乎邏輯的問題。根據我們的經驗，你認為企業實體可以認證和推薦的品牌，但你還是要賣給個別酒店。我想，在某種程度上，這些個體酒店通常由運營商、特許經營商擁有，儘管我不確定我在這裡使用這個詞是否正確。但所以我們必須逐一追查這些酒店，或者如果你有一個擁有很多酒店的業主，你可以通過他們的基礎獲得一些動力。但這些本質上往往是區域性的。因此，我們今天在酒店方面的所有活動都在北美進行，到目前為止，我們還沒有真正考慮過北美以外的地區。

Your next question comes from the line of [Katherine Note] with B. Riley.

您的下一個問題來自 [Katherine Note] 與 B. Riley 的對話。

I'm on for Josh Nichols today. So the first question is just -- you talked about strengthening your sales team pretty significantly this quarter. And I was just wondering if you could comment maybe on the cadence of fee ads you expect throughout the rest of the year?

我今天替補喬什·尼科爾斯。所以第一個問題是——您談到了本季度大幅加強銷售團隊的問題。我只是想知道您是否可以評論一下您預計今年剩餘時間收費廣告的節奏？

Yes. So where we made some particular advances last quarter or recently is we've brought in very senior folks to drive our activities in some areas, such as channel development and our direct sales activities. And I think, is strengthening the team under Rob, which is terrific. And we will continue to make more senior hires like that. But primarily now our focus is on folks who can do strategic sales to larger customers, driven primarily by either AirDial or hospitality opportunities that we go after.

是的。因此，上個季度或最近我們取得了一些特殊進展，我們聘請了非常資深的人員來推動我們在某些​​領域的活動，例如渠道開發和直銷活動。我認為，正在加強羅布領導下的團隊，這非常棒。我們將繼續招聘更多這樣的高級員工。但現在我們的重點主要是那些能夠對大客戶進行戰略銷售的人，這主要是由我們追求的 AirDial 或酒店機會推動的。

So if you look at the history of Ooma, we've always -- we were very, very strong and are very, very strong in inside sales and then we branched into channel development, but building our own strategic sales at a direct level or to assist the channel in large opportunities, that's an area that we're investing as we look forward this year. We grew our headcount by about -- I'm going to say, 50 in Q1 versus Q4, maybe it's 40.

因此，如果你看看 Ooma 的歷史，我們一直非常非常強大，內部銷售也非常非常強大，然後我們涉足渠道開發，但在直接層面或建立我們自己的戰略銷售為了協助該渠道獲得巨大的機會，這是我們今年期待投資的一個領域。我們的員工人數增加了大約——我想說，第一季度比第四季度增加了 50 人，也許是 40 人。

40.

40.

Yes. Shig says maybe 40. Most of that was in sales. And that's a good base of growth for us to not need to grow a lot more in the next 3 quarters. We'll grow some, but it won't be on the order of that as we go forward. We won't need to.

是的。 Shig 說可能有 40 個。其中大部分來自銷售。這對我們來說是一個良好的增長基礎，我們不需要在未來三個季度大幅增長。我們會種植一些，但隨著我們前進，它不會按照這個順序。我們不需要。

Okay. Great. And then I think I missed this earlier, but can you -- do you mind breaking out the business and residential subscription revenues again?

好的。偉大的。然後我想我之前錯過了這一點，但是你介意再次細分商業和住宅訂閱收入嗎？

Yes. Business and let's see -- for business in Q1 subscription revenue was $29.8 million and residential was $22.1 million.

是的。讓我們看看商業——第一季度商業訂閱收入為 2980 萬美元，住宅訂閱收入為 2210 萬美元。

(Operator Instructions) There are no further questions at this time. I turn the call back to Eric for closing remarks.

（操作員說明） 目前沒有其他問題。我把電話轉回給埃里克，讓他發表結束語。

I thought some of you might ask me about one of the key things I mentioned that today that is very new news for us. UScellular's decision to resell AirDial is a big, big step for us. They have quite a large organization, and they're going to be selling it. on their paper, so to speak, and under the Ooma brand name. And I think that's a great next step for us to bring on another key partner for AirDial dial. So I want to emphasize that here at the end as we sign off. Thank you, everyone, for joining us today, and we appreciate your time.

我想你們中的一些人可能會問我今天提到的一件關鍵事情，這對我們來說是非常新的消息。 UScellular 決定轉售 AirDial 對我們來說是非常非常大的一步。他們有一個相當大的組織，他們將要出售它。可以這麼說，在他們的論文上，並以 Ooma 品牌名稱。我認為，對於我們來說，為 AirDial 撥號引入另一個重要合作夥伴是一個偉大的下一步。所以我想在我們結束時強調這一點。謝謝大家今天加入我們，非常感謝您抽出寶貴的時間。

This concludes today's call. Thank you for attending. You may now disconnect.

今天的電話會議到此結束。感謝您的出席。您現在可以斷開連接。