Ouster Inc (OUST) 2024 Q3 法說會逐字稿

Hello and welcome to Ouster's third-quarter 2024 earnings conference call.

您好，歡迎參加 Ouster 2024 年第三季財報電話會議。

(Operator Instructions)

（操作員說明）

The call today is being recorded and a playback of the call will be available on the Ouster Investor Relations website an hour after the completion of this call.

今天的電話會議正在錄音，電話會議結束一小時後，Ouster 投資者關係網站將提供電話會議的回放。

I'd now like to turn the conference over to Chen Geng, Vice President of Strategic Financial and Treasurer.

我現在請策略財務副總裁兼財務主管陳耕主持會議。

Please go ahead.

請繼續。

Good afternoon, everyone.

大家下午好。

Thank you for joining us for our third quarter 2024 earnings call.

感謝您參加我們的 2024 年第三季財報電話會議。

I am joined today by Ouster's Chief Executive Officer, Angus Pacala; and Chief Financial Officer, Mark Weinswig.

今天，Ouster 執行長 Angus Pacala 也加入了我的行列。和財務長馬克·溫斯維格。

Before we begin the prepared remarks, we would like to remind you that earlier today, Ouster issued a press release announcing its third quarter 2024 results.

在我們開始準備好的發言之前，我們想提醒您，今天早些時候，Ouster 發布了一份新聞稿，宣布其 2024 年第三季業績。

An investor presentation was published and is available on the Investor Relations section of Ouster's website.

一份投資者簡報已發布，可在 Ouster 網站的投資者關係部分查看。

Today's earnings call and press release reflect management's views as of today only and will include statements related to our competitive position, anticipated industry trends, our business and strategic priorities, our financial outlook and our revenue guidance for the fourth quarter of 2024, all of which constitute forward-looking statements under the federal security laws.

今天的財報電話會議和新聞稿僅反映管理層截至今天的觀點，並將包括與我們的競爭地位、預期行業趨勢、我們的業務和戰略重點、我們的財務前景以及2024 年第四季度收入指導相關的聲明，所有這些構成聯邦安全法規定的前瞻性陳述。

Actual results may differ materially from those contained in or implied by these forward-looking statements due to risks and uncertainties associated with our business.

由於與我們業務相關的風險和不確定性，實際結果可能與這些前瞻性陳述中包含或暗示的結果有重大差異。

For a discussion of the material risks and other important factors that could impact our actual results, please refer to the company's SEC filings and today's press release, both of which can be found on our Investor Relations website.

有關可能影響我們實際業績的重大風險和其他重要因素的討論，請參閱公司向 SEC 提交的文件和今天的新聞稿，這兩份文件都可以在我們的投資者關係網站上找到。

Any forward-looking statements that we make on this call are based on assumptions as of today and, other than as may be required by law, we undertake no obligation to update these statements as a result of new information or future events.

我們在本次電話會議中所做的任何前瞻性陳述均基於截至目前的假設，除法律可能要求的情況外，我們不承擔因新資訊或未來事件而更新這些陳述的義務。

Information discussed on this call concerning Ouster's industry, competitive position and the markets in which it operates is based on information from independent industry and research organizations, other third-party sources and management's estimates.

本次電話會議討論的有關 Ouster 產業、競爭地位及其營運市場的資訊是基於來自獨立產業和研究組織、其他第三方來源的資訊以及管理層的估計。

These estimates are derived from publicly available information released by independent industry analysts and other third-party sources, as well as data from Ouster's internal research.

這些估計來自獨立行業分析師和其他第三方來源發布的公開信息，以及 Ouster 內部研究的數據。

These estimates are based on reasonable assumptions and computations made upon reviewing such data and Ouster's experience and knowledge of such industry and markets.

這些估計是基於審查此類數據以及 Ouster 對此類行業和市場的經驗和知識而做出的合理假設和計算。

By definition, assumptions are subject to uncertainty and risk, which could cause results to differ materially from those expressed in the estimates.

根據定義，假設受到不確定性和風險的影響，這可能導致結果與估計中表達的結果有重大差異。

During this call, we will discuss certain non-GAAP financial measures.

在本次電話會議中，我們將討論某些非公認會計準則財務指標。

These non-GAAP financial measures should be considered as a supplement to, not a substitute for, measures prepared in accordance with GAAP.

這些非公認會計原則財務措施應被視為根據公認會計原則制定的措施的補充，而不是替代。

For a reconciliation of non-GAAP financial measures discussed during this call to the most directly comparable GAAP measures, please refer to today's press release.

有關本次電話會議期間討論的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節表，請參閱今天的新聞稿。

I would now like to turn the call over to Angus.

我現在想把電話轉給安格斯。

Hello, everyone and thank you for joining us today.

大家好，感謝您今天加入我們。

I'll start with a brief recap of the quarter, an overview of the market and an update on our strategic priorities.

我將首先簡要回顧本季、市場概述以及我們策略重點的最新情況。

Mark will cover our financial results in more detail before I close with some final thoughts.

在我結束一些最後的想法之前，馬克將更詳細地介紹我們的財務表現。

Ouster reported strong third quarter results with record revenue and gross margin, reinforcing our position as a leader in the lidar industry.

Ouster 公佈了強勁的第三季業績，收入和毛利率創歷史新高，鞏固了我們作為雷射雷達行業領導者的地位。

We delivered $28 million in revenue, representing the seventh straight quarter we have met or exceeded our guidance.

我們實現了 2800 萬美元的收入，這是我們連續第七個季度達到或超越了我們的指導。

We built Ouster with a focus on operational efficiency, technology leadership and product differentiation and this is reflected in record GAAP gross margin of 38% in the third quarter.

我們在建立 Ouster 時專注於營運效率、技術領先地位和產品差異化，這反映在第三季 38% 創紀錄的 GAAP 毛利率上。

We have also built one of the industry's most resilient balance sheets.

我們也建立了業界最具彈性的資產負債表之一。

After repaying all outstanding balances on our revolving credit line, we ended the quarter with $154 million of cash.

在償還了循環信貸額度上的所有未償餘額後，我們在本季結束時擁有 1.54 億美元的現金。

Lidar adoption is expanding and I'm excited to see more customers move into production.

光達的採用正在擴大，我很高興看到更多的客戶投入生產。

Many of our largest wins during the third quarter were production stage deals with robotics customers.

第三季我們最大的許多勝利都是與機器人客戶的生產階段交易。

These customers are accelerating and scaling deployment of autonomous solutions from the golf course to protecting our troops and solving real-world challenges with increased precision, efficiency and safety.

這些客戶正在加速和擴大自主解決方案的部署，從高爾夫球場到保護我們的部隊，並以更高的精度、效率和安全性解決現實世界的挑戰。

During the quarter, we received the largest purchase order in Ouster's history with a leading global technology company.

本季度，我們收到了 Ouster 歷史上與一家全球領先科技公司簽訂的最大採購訂單。

This customer is upgrading to REV7 for its autonomous mobile robots, enabling them to operate flexibly in a dynamic environment.

該客戶正在將其自主移動機器人升級到 REV7，使其能夠在動態環境中靈活操作。

Powered by REV7, these robots alleviate the need for employees to move carts weighing almost 1,000 pounds, helping this customer with its goal to improve workplace productivity while reducing stress and injury.

這些機器人由 REV7 提供支持，減輕了員工移動重達 1,000 磅的推車的需要，幫助該客戶實現提高工作場所生產力、同時減少壓力和傷害的目標。

We also continued to build momentum in our software business, where we are engaged with municipalities across the country to solve critical safety challenges.

我們也繼續發展軟體業務，與全國各地的市政當局合作解決關鍵的安全挑戰。

October was National Pedestrian Safety Month.

十月是全國行人安全月。

In 2023, more than 7,000 pedestrians were killed by drivers, with nearly 80% of accidents occurring at night.

2023年，超過7,000名行人被司機撞死，其中近80%的事故發生在夜間。

Ouster's BlueCity solution is the first traffic technology capable of detecting pedestrians reliably in all lighting and weather conditions.

Ouster 的 BlueCity 解決方案是第一個能夠在所有照明和天氣條件下可靠地偵測行人的交通技術。

In Florida, BlueCity detects pedestrians and extends crosswalk timers to allow them to cross safely.

在佛羅裡達州，BlueCity 可以偵測行人並延長行人穿越道計時器，讓他們安全過馬路。

In Nashville, BlueCity activates beacon flashes when pedestrians are on the street, alerting drivers of their presence, especially crucial in low lighting conditions.

在納許維爾，當街上有行人時，BlueCity 會啟動信標閃光燈，提醒駕駛者他們的存在，這在光線不足的情況下尤其重要。

With lidar, our customers are overcoming many of the shortcomings of traditional traffic control solutions such as range, accuracy, cost and low light performance.

借助雷射雷達，我們的客戶正在克服傳統交通控制解決方案的許多缺點，例如範圍、精度、成本和低光性能。

BlueCity provides detailed safety and conflict analytics, essential data for cities to improve road safety and achieve Vision Zero goals.

BlueCity 提供詳細的安全和衝突分析，以及城市改善道路安全和實現零願景目標的基本數據。

Ouster is making the physical world safer with BlueCity.

Ouster 正在透過 BlueCity 讓物理世界變得更加安全。

Turning to our strategic business priorities for 2024.

轉向我們 2024 年的策略業務重點。

Our first priority is to increase software sales and grow our installed base.

我們的首要任務是增加軟體銷售並擴大我們的安裝基礎。

In the third quarter, our BlueCity traffic management solution successfully passed the requirements of NEMA TS2 as a detection system for traffic actuation and is the first NEMA TS2 certified solution with Buy America certified lidar.

第三季度，我們的 BlueCity 交通管理解決方案成功通過了 NEMA TS2 作為交通驅動偵測系統的要求，並且是第一個採用 Buy America 認證雷射雷達的 NEMA TS2 認證解決方案。

During the quarter, we integrated our Ouster Gemini digital lidar perception solution with Genetec Security Center.

本季度，我們將 Ouster Gemini 數位雷射雷達感知解決方案與 Genetec Security Center 整合。

This enables customers to fuse lidar and video surveillance into a single interface for seamless security operations.

這使客戶能夠將光達和視訊監控融合到一個介面中，以實現無縫的安全操作。

We also continued to increase installations of Ouster Gemini.

我們也持續增加 Ouster Gemini 的安裝量。

In smart infrastructure, a global technology company is utilizing Ouster Gemini to improve safety and operational efficiency at their distribution hubs.

在智慧基礎設施領域，一家全球科技公司正在利用 Ouster Gemini 來提高其配送中心的安全性和營運效率。

In addition to perimeter security, our solution is used to improve vehicle queuing and wait times when loading and unloading trucks.

除了周邊安全之外，我們的解決方案還用於改善車輛排隊和裝卸卡車時的等待時間。

Gemini is deployed at roughly 5% of their global footprint and this customer estimates current savings of over $1 million per week.

Gemini 的部署量約佔其全球足跡的 5%，該客戶估計目前每周可節省超過 100 萬美元。

Turning to our digital lidar hardware road map.

轉向我們的數位光達硬體路線圖。

During the third quarter, we turned on our first L4 powered OS sensor prototypes, which generated rich point clouds, a major milestone in our hardware road map.

在第三季度，我們啟用了第一個 L4 驅動的作業系統感測器原型，它產生了豐富的點雲，這是我們硬體路線圖上的一個重要里程碑。

Development on our next-generation Chronos chip also remains on track.

我們下一代 Chronos 晶片的開發也仍在按計劃進行。

Both L4 and Chronos are expected to unlock new verticals while significantly enhancing the performance, reliability and manufacturability of the Ouster product family.

L4 和 Chronos 預計將開啟新的垂直領域，同時大幅增強 Ouster 產品系列的效能、可靠性和可製造性。

Finally, we continue to execute on our path to profitability.

最後，我們繼續走獲利之路。

Since the first quarter of 2023, we have expanded our gross margin from negative 2% to 38% and have reached our target of 35% to 40%.

自2023年第一季以來，我們將毛利率從負2%擴大至38%，並達到了35%至40%的目標。

We are continuing to improve the execution of the business and look forward to delivering on the other two parts of our long-term framework: one, achieving 30% to 50% annual revenue growth; and two, maintaining a low-cost structure.

我們正在繼續改善業務的執行力，並期待實現我們長期框架的另外兩個部分：一是實現30%至50%的年收入成長；二是保持低成本結構。

In summary, our execution was strong in the third quarter and we added a number of features that further strengthened our product portfolio.

總而言之，我們在第三季的執行力很強，並且添加了許多功能，進一步增強了我們的產品組合。

I'll now turn the call over to our CFO, Mark Weinswig, to provide more context on our financial results for the third quarter.

我現在將把電話轉給我們的財務長馬克溫斯維格 (Mark Weinswig)，以提供更多有關我們第三季財務業績的背景資訊。

Thank you, Angus and good afternoon, everyone.

謝謝你，安格斯，大家下午好。

In the third quarter, we shipped approximately 3,900 sensors and recognized a record $28 million in revenue.

第三季度，我們出貨了約 3,900 個感測器，收入達到創紀錄的 2,800 萬美元。

This represents our seventh straight quarter of revenue growth.

這代表我們的營收連續第七個季度成長。

The robotics vertical was the largest contributor to revenue with large shipments from mapping and last mile delivery customers.

機器人垂直領域是收入的最大貢獻者，來自測繪和最後一英里交付客戶的大量發貨。

Smart infrastructure was the second largest contributor to revenue, driven by demand for perimeter security.

受週邊安全需求的推動，智慧基礎設施是第二大收入貢獻者。

Third quarter gross margin improved to 38% on a GAAP basis and 45% on a non-GAAP basis, both record highs for Ouster.

第三季毛利率（以 GAAP 計算）提高至 38%，以非 GAAP 運算提高至 45%，均為 Ouster 的歷史新高。

The gross margin improvement was primarily due to favorable product and customer mix as adoption of our REV7 sensors increases.

毛利率的提高主要是由於隨著我們的 REV7 感測器的採用增加，有利的產品和客戶組合。

In Q3, our gross margin reached our long-term framework target of 35% to 40%.

第三季度，我們的毛利率達到了35%至40%的長期框架目標。

Going forward, we continue to view this range as an appropriate annual gross margin target for our business.

展望未來，我們繼續將此範圍視為我們業務的適當年度毛利率目標。

On a quarter-to-quarter basis, we may see a degree of variability in our margins due to customer shipment schedules, product mix and other factors.

從季度到季度來看，由於客戶出貨計畫、產品組合和其他因素，我們的利潤率可能會出現一定程度的變化。

Over the past 2 years, we have made substantial progress in our operations and we will continue to pursue additional opportunities to improve our performance.

在過去的兩年裡，我們的營運取得了實質進展，我們將繼續尋求更多機會來提高我們的表現。

GAAP operating expenses of $38 million in the third quarter were down 1% over the prior year and up 11% sequentially.

第三季 GAAP 營運費用為 3,800 萬美元，較上年同期下降 1%，比上一季成長 11%。

The sequential increase was primarily driven by higher litigation expenses.

環比增長主要是由於訴訟費用增加所致。

Excluding litigation expenses of $4 million, operating expenses were down 4% year-over-year and up 4% sequentially.

不包括 400 萬美元的訴訟費用，營運費用年減 4%，季增 4%。

We expect operating expenses to fluctuate on a quarterly basis, largely due to the timing of R&D project spending and litigation costs.

我們預計營運費用將按季度波動，這主要是由於研發項目支出和訴訟費用的時間表。

Moving to the balance sheet.

轉向資產負債表。

Our balance sheet is among the strongest in the industry with cash, cash equivalents, restricted cash and short-term investments of $154 million at September 30.

截至 9 月 30 日，我們的資產負債表處於業界最強勁的水平，現金、現金等價物、限制性現金和短期投資為 1.54 億美元。

During the third quarter, we received approximately $14 million of proceeds from our ATM and utilized $44 million of cash to fully repay and close our revolving credit line, reducing our interest expense by approximately $3 million per year.

第三季度，我們從 ATM 收到了約 1,400 萬美元的收益，並使用了 4,400 萬美元的現金來全額償還和關閉我們的循環信貸額度，每年減少了約 300 萬美元的利息支出。

Moving to guidance.

轉向指導。

For the fourth quarter, we expect to achieve between $29 million and $31 million of revenue.

我們預計第四季的營收將達到 2,900 萬至 3,100 萬美元。

I'll now turn the call back to Angus for his closing remarks.

現在我將把電話轉回給安格斯，讓他作結束語。

Thanks, Mark.

謝謝，馬克。

The Ouster team delivered a strong third quarter, achieving sequential revenue growth and margin expansion for the sixth quarter in a row.

Ouster 團隊在第三季表現強勁，連續第六季實現營收環比成長和利潤率擴張。

Our robotics segment had the best quarter in its history and software attached sales set a new high.

我們的機器人部門經歷了歷史上最好的季度，軟體附加銷售額創下新高。

Development of our next-gen L4 and Chronos chips is progressing well and we strengthened our solution offerings with BlueCity's NEMA TS2 certification and Ouster Gemini's Genetec Security integration.

我們的下一代 L4 和 Chronos 晶片的開發進展順利，我們透過 BlueCity 的 NEMA TS2 認證和 Ouster Gemini 的 Genetec Security 整合增強了我們的解決方案產品。

Ouster was founded on the premise that lidar will be universal.

Ouster 成立的前提是光達將會普及。

I am excited to see this thesis play out as each quarter, more of our customers are ramping production for different use cases across the world.

我很高興看到這篇論文得到證實，因為每個季度，我們的更多客戶都在為世界各地的不同用例提高產量。

Since our inception, we have shipped over 100,000 sensors and are a clear leader in lidar solutions.

自成立以來，我們已發貨超過 100,000 個感測器，是光達解決方案領域的明顯領導者。

Scaling production does not happen overnight nor does developing the trusted customer relationships necessary to solve their groundbreaking challenges.

擴大生產規模不是一朝一夕就能實現的，也不是發展值得信賴的客戶關係來解決突破性挑戰所必需的。

Over time, we have accumulated an extraordinary amount of knowledge about designing a best-in-class product, building a strong supply chain, setting up an efficient manufacturing process, providing top-tier customer support and maintaining a robust financial foundation.

隨著時間的推移，我們在設計一流的產品、建立強大的供應鏈、建立高效的製造流程、提供頂級客戶支援和維持穩健的財務基礎方面積累了大量的知識。

These insights come through the real-world manufacturing and shipment of products, not prototypes.

這些見解來自現實世界的產品製造和運輸，而不是原型。

With these learnings, we have become a trusted supplier to many of the largest companies in the world today.

憑藉這些經驗，我們已成為當今世界上許多最大公司值得信賴的供應商。

I look forward to helping our customers solve increasingly complex problems as a growing number of industries join the autonomous revolution.

隨著越來越多的行業加入自動化革命，我期待著幫助我們的客戶解決日益複雜的問題。

With that, I'd like to open the call up for Q&A.

至此，我想開始進行問答。

(Operator Instructions) Your first question comes from the line of [Kevin Cassidy] with Rosenblatt Securities.

（操作員說明）您的第一個問題來自羅森布拉特證券公司的 [Kevin Cassidy]。

Let me echo or let me congratulate you guys on all the progress.

讓我附和或祝賀你們所取得的所有進展。

So, it looks like your sensor shipments were down sequentially for -- I think it was the second straight quarter.

因此，看起來你們的感測器出貨量連續第二季下降。

But you were able to hit your revenue guidance.

但您能夠達到收入指導。

So can you just talk about the puts and takes there?

那麼您能談談那裡的看漲期權和看跌期權嗎？

Was it just kind of the record high software sales that helped?

難道只是軟體銷量創歷史新高起到了作用嗎？

And I think ASPs kind of hit a high also.

我認為平均售價也達到了很高的水平。

So can we just expect these ASPs to continue to grow, especially as you add in software?

那麼我們是否可以期望這些 ASP 繼續成長，尤其是當您添加軟體時？

Or is this mainly just kind of shipping better product mix and they revert back to normal, if you will?

或者這主要只是提供更好的產品組合，然後它們就會恢復正常，如果你願意的話？

Yes.

是的。

Thanks for the question, Kevin.

謝謝你的提問，凱文。

So yes, I mean, you really nailed it with the favorable product mix as customers have adopted REV7.

所以，是的，我的意思是，隨著客戶採用 REV7，您確實透過有利的產品組合實現了這一目標。

I mean there's really been terrific feedback universally as customers have gotten their hands on that product.

我的意思是，當客戶接觸到該產品時，普遍得到了很好的回饋。

And so we have just really significant adoption of it and that's helped our ASPs first.

因此，我們確實大量採用了它，這首先對我們的 ASP 有所幫助。

But then the software has definitely started to come into play and that's been -- a huge high point in the last quarter was just the record software attached sales.

但隨後該軟體肯定已經開始發揮作用，上個季度的一個巨大高點就是創紀錄的軟體附加銷售額。

This is -- we've gotten a lot of new customers on board with both BlueCity and Gemini in the last two quarters.

過去兩個季度，我們透過 BlueCity 和 Gemini 獲得了許多新客戶。

And I was able to get on to calls with a number of them and just get direct customer feedback and it's been terrific.

我能夠與其中一些人通話並獲得直接的客戶回饋，這非常棒。

Really, really exceptional feedback on that product.

對產品的回饋真的非常非常出色。

And yes, that is also helping kind of just give us this expansion in margin and affects the dynamics of the unit counts versus the overall revenue growth and margins.

是的，這也有助於我們提高利潤率，並影響單位數量相對於整體收入成長和利潤率的動態。

Okay.

好的。

Perfect.

完美的。

And then as a follow-up, Angus, again you guys noted robotics and smart infrastructure where you saw the largest deals during this quarter.

作為後續行動，安格斯，你們再次注意到機器人和智慧基礎設施，你們在本季看到了最大的交易。

Can you just kind of talk about how big these contracts are compared to, let's say, a year ago and how they've grown?

您能談談這些合約與一年前相比有多大以及它們的成長嗎？

I mean, are customers kind of increasing orders as they look to add in automation?

我的意思是，客戶在尋求增加自動化功能時是否會增加訂單？

Any kind of color on these larger contracts would be helpful.

這些較大的合約上的任何顏色都會有所幫助。

Yes, absolutely.

是的，絕對是。

So robotics and smart infrastructure are two very different markets, obviously.

因此，機器人和智慧基礎設施顯然是兩個截然不同的市場。

Robotics is mobile industrial robots, things that are moving around parts and packages and warehouses or manufacturing floors.

機器人技術是移動工業機器人，它們在零件、包裝、倉庫或製造車間周圍移動。

And there, I mean, we're really just at the tip of the iceberg here.

我的意思是，我們實際上只是處於冰山一角。

Like, we've barely -- we've barely scratched the surface on what robotic deployments at our customers look like.

就像，我們幾乎沒有觸及客戶的機器人部署的表面。

And yet we are getting record sales done from our robotics customers in the last quarter.

然而，我們的機器人客戶在上個季度取得了創紀錄的銷售額。

So we're definitely seeing that customer base growing.

因此，我們肯定會看到客戶群不斷成長。

There are hundreds of thousands, if not millions, of robotics platforms being deployed into the logistics supply chain even at present.

即使目前，也有數十萬甚至數百萬個機器人平台部署到物流供應鏈。

And now those devices are becoming more intelligent, automated and flexible.

現在這些設備變得更加智慧、自動化和靈活。

And Ouster is providing a key component, the eyes of those vehicles to allow them to be more flexible and capable than ever before.

Ouster 提供了一個關鍵組件，即這些車輛的眼睛，使它們比以往任何時候都更加靈活和強大。

So, yes, definitely have seen strong growth there, repeated orders from recurring customers and expansion of our customer base as well.

所以，是的，我們肯定看到了強勁的成長，經常性客戶的重複訂單以及我們的客戶群的擴大。

But there's a lot more to come, like I said.

但正如我所說，還有很多事情要做。

And then on smart infrastructure, a little bit different.

然後在智慧基礎設施方面，略有不同。

There we're seeing the strength come from the turnkey solutions that we're providing into the space, both Gemini for security and yard management and things like that and then BlueCity for the traffic and ITS space.

在那裡，我們看到了我們為該領域提供的統包解決方案的優勢，其中包括用於安全和庭院管理等的 Gemini，以及用於交通和 ITS 領域的 BlueCity。

And there, again, we're just scratching the surface.

再說一遍，我們只是觸及了表面。

We introduced these products last year.

我們去年推出了這些產品。

They're less than two years old at this point.

此時他們還不到兩歲。

And these are all new markets for lidar sensors.

這些都是光達感測器的新市場。

Mature markets when it comes to kind of camera saturation and kind of legacy deployments.

就相機飽和度和遺留部署而言，成熟的市場。

But now we're bringing something totally new, real-time 3D digital twins into these new domains.

但現在我們正在將全新的即時 3D 數位雙胞胎引入這些新領域。

So definitely seeing strong growth there.

所以肯定會看到那裡的強勁成長。

Again, it was a record quarter for software attached sales, but there's a lot more to come and a lot of ways for Ouster to push our product road map now both hardware and software to further accelerate that market.

同樣，這是軟體附加銷售創紀錄的季度，但 Ouster 還會有更多的事情要做，也有很多方法可以推動我們的產品路線圖，現在包括硬體和軟體，以進一步加速該市場的發展。

(Operator Instructions) At this time, there are no further questions.

（操作員說明） 此時，沒有進一步的問題。

I will now turn the call back over to your host for closing remarks.

現在我將把電話轉回給主持人做總結演講。

Great.

偉大的。

Well, Ouster has built a diversified and robust business model.

嗯，Ouster 已經建立了多元化且穩健的商業模式。

We're working on the most exciting set of hardware and software products in the company's history.

我們正在開發公司歷史上最令人興奮的硬體和軟體產品集。

And I really see nothing but growth on Ouster's path to profitability and our long-term financial model.

我真的只看到 Ouster 獲利之路上的成長和我們的長期財務模式。

So I want to thank the entire Ouster team for putting together another fantastic quarter and thank you all for joining the call.

因此，我要感謝整個 Ouster 團隊打造了另一個精彩的季度，並感謝大家加入這次電話會議。

Ladies and gentlemen, that concludes today's call.

女士們、先生們，今天的電話會議到此結束。

Thank you all for joining.

感謝大家的加入。

You may now disconnect.

您現在可以斷開連線。