证券代码：688070 证券简称：纵横股份 公告编号：2023-042 成都纵横自动化技术股份有限公司 第二届监事会第十三次会议决议公告 本次会议由监事会主席陈鹏先生主持，经全体监事表决，形成决议如下： 本公司监事会及全体监事保证本公告内容不存在任何虚假记载、误导性陈述 或者重大遗漏，并对其内容的真实性、准确性和完整性依法承担法律责任。 一、监事会会议召开情况 成都纵横自动化技术股份有限公司（以下简称"公司"）第二届监事会第十 三次会议于 2023 年 8 月 25 日在公司以通讯会议方式召开，所有监事均亲自出席 会议，公司于 2023 年 8 月 15 日以邮件方式向全体监事发出召开本次会议的通 知，与会的各位监事已知悉所议事项相关的必要信息。会议应参加表决的监事 3 人，实际参加表决的监事 3 人，本次会议的召集和召开程序符合有关法律、行政 法规、部门规章、规范性文件和《成都纵横自动化技术股份有限公司章程》（以 下简称"《公司章程》"）的规定，会议决议合法、有效。 二、监事会会议审议情况 公司 2023 年半年度报告的编制和审议程序符合相关法律法规及《公司章程》 等内部规章制度的规定；公司 2023 年半 ...

成都纵横自动化技术股份有限公司 独立董事关于第二届董事会第十五次会议相关事项的独立意见 资金具体使用情况与公司已披露情况一致,不存在变相改变募集资金用途和损害 股东利益的情况,不存在违规使用募集资金的情况。 二、关于部分募投项目结项并将节余募集资金永久补充流动资金的独立意 風 根据公司拟定的提交公司董事会审议的《关于部分募投项目结项并将节余募 集资金永久补充流动资金的议案》,公司首次公开发行股票募投项目"大鹏无人 机制造基地项目"结项并将节余募集资金永久补充流动资金是基于募投项目的实 际情况而做出的决定,有利于提高募集资金使用效率,增强公司营运能力,促进 公司可持续发展,不存在变相改变募集资金投向和损害公司股东特别是中小股东 利益的情形。该事项的内容和决策程序符合《上市公司监管指引第2号-上市公 司募集资金管理和使用的监管要求(2022年修订)》《上海证券交易所科创板 股票上市规则》《上海证券交易所科创板上市公司自律监管指引第1号-规范运 作》等相关法律法规的规定。 (以下无正文) (本页无正文,为成都纵横自动化技术股份有限公司独立董事关于第二届董事会 第十五次会议相关事项的独立意见签署页) 独立董事:_ 根 ...

证券代码：688070 证券简称：纵横股份 公告编号：2023-031 成都纵横自动化技术股份有限公司 关于参加 2022 年度航空航天专场集体业绩说明会的 公告 本公司董事会及全体董事保证本公告内容不存在任何虚假记载、误导性陈述 或者重大遗漏，并对其内容的真实性、准确性和完整性承担个别及连带责任。 重要内容提示： 会议召开时间：2023 年 05 月 29 日(星期一)下午 14:00-15:00 会议召开方式：视频和线上文字互动 视频和 线 上 文 字 互 动 平 台 ： 上 海 证 券 交 易 所 上 证 路 演 中 心 （http://roadshow.sseinfo.com/） （三） 视频和 线 上 文 字 互 动 平 台 ： 上 海 证 券 交 易 所 上 证 路 演 中 心 （http://roadshow.sseinfo.com/） （四）投资者可于 2023 年 5 月 26 日（星期五）16:00 前通过邮件、电话、 传真等形式将需要了解和关注的问题发送给公司。公司将在文字互动环节对投资 者普遍关注的问题进行回答。 投资者可于 2023 年 5 月 26 日（星期五）16:00 前通过邮 ...

Financial Performance - The company's operating revenue for Q1 2023 was ¥79,863,816.74, representing a 68.00% increase compared to the same period last year[4] - The net profit attributable to shareholders was ¥1,478,285.93, showing a significant increase of 164.61% year-over-year[4] - The net profit after deducting non-recurring gains and losses was -¥777,822.22, reflecting an increase of 80.20% in losses compared to the previous year[4] - The company's basic and diluted earnings per share were both ¥0.02, reflecting a 166.67% increase year-over-year[4] - The operating profit for Q1 2023 was ¥104,947.64, a recovery from a loss of ¥2,539,743.58 in Q1 2022[22] - Net profit for Q1 2023 was ¥1,264,956.96, compared to a net loss of ¥2,439,714.34 in Q1 2022, marking a turnaround in profitability[23] Research and Development - The total R&D investment amounted to ¥15,739,696.54, which is 19.71% of the operating revenue, marking a 76.02% increase in R&D spending[6] - Research and development expenses for Q1 2023 were ¥8,735,704.65, up from ¥7,223,133.91 in Q1 2022, indicating a focus on innovation[22] Cash Flow and Liquidity - The company's cash flow from operating activities was -¥71,066,499.70, a decrease of 47.14% compared to the previous year[10] - Cash inflow from operating activities for Q1 2023 was $50,173,549, an increase of 10.5% compared to $45,384,814 in Q1 2022[25] - Cash outflow from operating activities for Q1 2023 was $121,240,048, up 29.4% from $93,682,787 in Q1 2022[25] - The ending cash and cash equivalents balance for Q1 2023 was $105,956,020, down from $210,088,346 in Q1 2022[26] - The company reported a net increase in cash and cash equivalents of -$74,126,171 for Q1 2023, compared to -$86,795,103 in Q1 2022[26] Assets and Liabilities - The total assets at the end of the reporting period were ¥930,106,318.19, a decrease of 2.06% from the end of the previous year[6] - The total assets as of Q1 2023 amounted to ¥930,106,318.19, slightly down from ¥949,712,289.58 in the previous year[19] - Total liabilities decreased to ¥258,005,770.68 in Q1 2023 from ¥277,385,029.36 in Q1 2022, reflecting a reduction of approximately 7%[19] Market and Business Strategy - The company is focusing on expanding its market presence in domestic and international markets, particularly in the fields of security, emergency response, and energy inspection[14] - The company plans to enhance product development and market expansion based on customer needs and contract agreements[14] - The company plans to continue expanding its market presence and investing in new technologies to drive future growth[24] Operational Performance - The company reported a significant improvement in operational performance compared to the same period last year due to new orders and existing order reserves[14] - The company signed new orders worth 110 million RMB in Q1 2023, representing a year-on-year growth of over 60%[14] - The total order backlog at the end of Q1 2023 was 200 million RMB[14] Financial Risks and Uncertainties - The company emphasizes the uncertainty in future performance due to macroeconomic conditions and industry policies[14]

Financial Performance - The company reported a profit distribution plan for 2022, which includes no cash dividends, no bonus shares, and no capital reserve transfer to increase share capital [5]. - The company has not achieved profitability since its listing, indicating ongoing financial challenges [4]. - The company's operating revenue for 2022 was CNY 287.31 million, representing a 14.77% increase compared to CNY 250.34 million in 2021 [21]. - The net profit attributable to shareholders for 2022 was a loss of CNY 26.20 million, a decline of 14.24% from a loss of CNY 22.93 million in 2021 [21]. - The cash flow from operating activities for 2022 was a negative CNY 81.26 million, showing a slight improvement of 2.72% compared to a negative CNY 83.53 million in 2021 [21]. - The total assets at the end of 2022 were CNY 949.71 million, an increase of 9.71% from CNY 865.62 million at the end of 2021 [21]. - The total net assets attributable to shareholders at the end of 2022 were CNY 670.03 million, a decrease of 3.63% from CNY 695.24 million at the end of 2021 [21]. - The company's comprehensive gross profit margin was 38.58%, a decrease of about 4.52 percentage points compared to the previous year [33]. - The basic earnings per share for 2022 was CNY -0.30, compared to CNY -0.27 in 2021, reflecting an 11.11% decline [22]. - The company achieved operating revenue of ¥287,307,583.88, an increase of 14.77% compared to the previous year [148]. - The net profit attributable to shareholders was a loss of CNY 26.20 million, an increase in loss of 14.24% compared to the previous year [145]. Risk Management and Governance - The company has detailed various risks and countermeasures in its report, emphasizing the importance of investor awareness regarding these factors [4]. - The audit report issued by Tianjian Accounting Firm confirms the financial statements' accuracy and completeness [5]. - The company has not disclosed any non-operating fund occupation by controlling shareholders or related parties, ensuring financial integrity [7]. - The company has not violated decision-making procedures for external guarantees, reflecting adherence to governance standards [7]. - The report includes a forward-looking statement risk declaration, cautioning investors about potential uncertainties in future plans [6]. - The company has implemented a comprehensive risk management framework to ensure compliance with regulations and safeguard shareholder interests [195]. - The company is focused on enhancing investor relations management to improve communication with stakeholders [195]. - The company has not engaged in any related party transactions during the reporting period [198]. Research and Development - The R&D expenditure as a percentage of operating revenue was 13.72% in 2022, down from 17.35% in 2021, a decrease of 3.63 percentage points [22]. - Research and development investment totaled 39.43 million yuan, a decrease of 9.21% from the previous year [33]. - The company has increased R&D investment to promote the intelligent, platform-based, and tool-oriented transformation of industrial drones, developing relevant software and hardware systems [101]. - The total R&D investment decreased by 9.21% year-on-year, amounting to ¥39,430,359.72, primarily due to reduced consumption of high-value R&D materials and increased customization costs [108]. - The number of R&D personnel increased to 172, accounting for 26.62% of the total workforce, compared to 149 and 25.04% in the previous period [118]. - The company has developed advanced intelligent flight control technology that reduces flight risks and operational requirements through optimal decision-making and planning [104]. - The company completed the development of several new drone systems, including the CW-15 second-generation police drone and the CW-100 second-generation drone, with ongoing upgrades for CW-25E, CW-25, and CW-40 models [106]. - A total of 7 new invention patents were granted during the reporting period, bringing the total to 55 authorized invention patents [107]. Market and Industry Trends - The industrial drone market is experiencing a growth rate of over 30%, driven by downstream applications and increasing market demand [89]. - The global civil drone market is projected to reach $121 billion by 2031, with a compound annual growth rate (CAGR) of 36.5% in China, reaching approximately 364.35 billion RMB by 2026 [90]. - The demand for comprehensive drone operation services is increasing, with clients seeking long-term contracts for services such as energy inspection and environmental monitoring [97]. - The drone industry is expected to maintain a rapid growth rate of 30% to 50% in 2023, driven by domestic and international economic recovery [184]. - The company is actively pursuing market expansion through collaborations with various domestic listed companies and industry partners to promote industrial UAV applications [37]. - The company aims to strengthen its presence in the electronic governance and enterprise software sectors [200]. Product Development and Innovation - The company has made significant advancements in its unmanned aerial vehicle (UAV) technology, achieving a leading position in the domestic industrial UAV market with core technology advantages in intelligent control and cloud platform integration [40]. - The company has launched a new unattended system, the Zongheng Kunlun JOS-C2000, which enables automated inspections and remote operation, addressing challenges related to operator shortages [52]. - The company has developed a comprehensive cloud management platform for drones, integrating multi-source data for centralized flight data management, significantly improving operational efficiency and decision-making capabilities [41]. - The company has developed an unattended drone system characterized by stability, ease of operation, convenient maintenance, and high operational efficiency [56]. - The company is enhancing its exploration of industrial drone applications through the integration of new technologies like 5G and AI [183]. - The company aims to expand its product line with heavy-lift drones and improve software capabilities for smart city integration, enhancing operational efficiency [184]. Strategic Partnerships and Collaborations - The company has established strategic partnerships with China National Building Materials Information and Henan Aviation Investment Group to enhance its industrial drone applications in emergency, public security, and water conservancy sectors [37]. - The company has established a joint innovation laboratory with the Mianyang Public Security Bureau to expand the application scenarios of police drones [37]. - The company is actively pursuing product upgrades and new technology development to enhance its competitive edge in the evolving market [95]. - The company will deepen strategic partnerships in overseas markets, optimize business models, and enhance service capabilities to improve response efficiency [187]. Operational Efficiency and Cost Management - The company has focused on optimizing its organizational structure and enhancing financial management capabilities to improve operational efficiency [38]. - The company has implemented an agile R&D system to ensure continuous innovation and timely market response, enhancing product development efficiency [87]. - The company aims to strengthen its market development efforts in both civilian and defense sectors to mitigate potential risks in 2023 [126]. - The company has implemented a customer relationship management system to better understand customer needs and improve satisfaction and loyalty [187]. - The company has established a comprehensive drone service system for urban management, including a drone scheduling and command service to improve emergency response capabilities [79]. Human Resources and Talent Management - Total compensation for R&D personnel reached RMB 32.75 million, up from RMB 25.44 million, with an average salary of RMB 19.04 thousand, compared to RMB 17.08 thousand previously [118]. - The company will strengthen its talent recruitment and training programs to build a reliable and capable workforce, enhancing overall management efficiency [189]. Shareholder and Management Information - The company held one shareholders' meeting in 2022, approving 25 proposals without any rejections [195]. - The total remuneration for the chairman and general manager, 任斌, was 602,400 CNY, with no change in shareholding during the year [198]. - The total remuneration for the vice chairman and general manager, 王陈, was 474,100 CNY, with no change in shareholding during the year [198]. - The company continues to maintain a stable governance structure with no changes in key management personnel's shareholdings [198].

Company Overview - Chengdu Zongheng Automation Technology Co., Ltd. focuses on the research, development, production, and sales of industrial drone-related products [2][3]. Market Position and Competition - The industrial drone industry has a low concentration, with numerous small-scale companies and diverse application fields, including agriculture, inspection, security, mapping, emergency response, and logistics [3][4]. - The company holds a competitive advantage due to its comprehensive capabilities in R&D, manufacturing, and service, covering the entire industrial chain [5][6]. Financial Performance - In 2021, direct sales accounted for 54.20% of revenue, while distribution sales made up 45.80%, with a noted increase in distribution due to the growing demand in the industrial drone sector [4]. - The company’s gross profit margin has declined due to promotional policies and the impact of large integrated projects, but plans to raise product prices from June 2022 to mitigate this [3][4]. Product and Service Offerings - The company’s product pricing ranges from hundreds of thousands to millions, with a focus on customized solutions [6][7]. - As of the end of 2021, the company had orders for drone services worth 20.68 million yuan, reflecting a year-on-year growth of 171.85% [7]. R&D and Innovation - In 2021, R&D expenses increased significantly, focusing on electric and hybrid vertical take-off fixed-wing drone systems, with total investments reaching 25.948 million yuan [9]. - The company emphasizes continuous R&D investment to maintain its competitive edge in technology and product innovation [5][8]. Future Outlook - The company plans to expand its presence in the security sector by integrating advanced technologies into its drone systems, aiming for sustained revenue growth in this area [7][8]. - Despite challenges posed by the pandemic, the demand for drones in various sectors, including public health and safety, is expected to grow [8][9].

Group 1: Company Overview and Market Performance - The company experienced a significant increase in overseas market orders, with a year-on-year growth of 195% in 2021 [3] - In 2021, the total order amount achieved by the company increased by 33.39% year-on-year [4] - The company’s first-quarter orders in 2022 also saw a substantial year-on-year growth of over 90% [5] Group 2: Research and Development - The company has a high proportion of R&D investment, with 149 R&D personnel, of which 40% hold master's degrees or higher [3] - The company has established core technological advantages in areas such as aircraft platform design and manufacturing, with some products reaching international advanced levels [3] Group 3: Product and Service Offerings - The company offers a wide range of drone products, with maximum takeoff weights from 6.8 kg to 105 kg and flight times from 1 hour to 8 hours [3] - The company provides both drone systems and services, with service revenue gradually increasing in recent years [6] Group 4: Market Strategy and Future Outlook - The company aims to strengthen its presence in traditional industries while expanding into new markets such as security, inspection, and emergency response [7] - The company has set ambitious performance targets for its stock incentive plan, aiming for revenue growth rates of 80%, 140%, and 220% over the next three years [7] Group 5: Impact of External Factors - The company acknowledges that the pandemic has affected logistics, product delivery, and raw material supply, but it has also catalyzed demand for drones in certain downstream markets [5] - The company is optimistic about the future growth of the drone industry, particularly in areas such as public safety, energy inspection, and smart city applications [8]

一、 主要财务数据 (一)主要会计数据和财务指标 2022 年第三季度报告 证券代码：688070 证券简称：纵横股份 成都纵横自动化技术股份有限公司 2022 年第三季度报告 本公司董事会及全体董事保证本公告内容不存在任何虚假记载、误导性陈述或 者重大遗漏，并对其内容的真实性、准确性和完整性依法承担法律责任。 重要内容提示： 公司董事会、监事会及董事、监事、高级管理人员保证季度报告内容的真实、准确、完整， 不存在虚假记载、误导性陈述或重大遗漏，并承担个别和连带的法律责任。 公司负责人、主管会计工作负责人及会计机构负责人（会计主管人员）保证季度报告中财务 信息的真实、准确、完整。 第三季度财务报表是否经审计 □是 √否 单位：元 币种：人民币 | 项目 | 本报告期 | 本报告期 比上年同 | 年初至报告期末 | 年初至报告期 末比上年同期 | | --- | --- | --- | --- | --- | | | | 期增减变 | | 增减变动幅度 | | | | 动幅度(%) | | (%) | | 营业收入 | 67,699,076.48 | 28.29 | 185,985,403.85 | 50.28 ...

Financial Performance - The company reported a total revenue of RMB 500 million for the first half of 2022, representing a year-on-year increase of 20%[13]. - The company's revenue for the first half of 2022 was CNY 118,286,327.37, representing a 66.62% increase compared to CNY 70,993,474.90 in the same period last year[18]. - The net profit attributable to shareholders for the first half of 2022 was a loss of CNY 1,109,877.01, an improvement of 94.75% from a loss of CNY 21,148,045.45 in the previous year[18]. - The net cash flow from operating activities improved by 28.46%, amounting to a loss of CNY 73,066,687.69 compared to a loss of CNY 102,132,201.96 in the same period last year[18]. - The basic earnings per share for the first half of 2022 was -CNY 0.01, a 96.15% improvement from -CNY 0.26 in the previous year[19]. - The company achieved operating revenue of 118.29 million, representing a year-on-year growth of 66.62%[77]. - The net profit attributable to the parent company was -1.11 million, a reduction in losses of 20.04 million year-on-year, with the company achieving profitability in the second quarter[77]. - The total order amount in the first half of 2022 increased by 75% year-on-year, with the backlog of orders growing over 200% by the end of June[56]. Market Expansion and Strategy - The company expects a revenue growth forecast of 25% for the second half of 2022, driven by new product launches and market expansion strategies[13]. - The company plans to expand its market presence in Southeast Asia, targeting a 10% market share by the end of 2023[13]. - The company is actively expanding its market presence, particularly in the security and energy inspection sectors, with significant progress in overseas markets[56]. - The company is focusing on technological innovation and product upgrades, including AI-assisted features and integrated solutions for various applications[57]. Research and Development - Investment in R&D increased by 30% compared to the previous year, focusing on the development of advanced drone technologies[13]. - Research and development expenses accounted for 14.35% of revenue, down from 26.89% in the same period last year, indicating a decrease of 12.54%[19]. - The company achieved a total R&D investment of CNY 16,974,256.21, a decrease of 11.07% compared to the same period last year[38]. - The company has received 3 new authorized invention patents, bringing the total to 51 authorized invention patents[36]. - The company has established a strong autonomous technology research and development advantage, with core technology levels leading domestically and some products reaching international advanced levels[46]. Operational Efficiency - The gross profit margin improved to 40%, up from 35% in the same period last year, reflecting better cost management and pricing strategies[13]. - The company has strengthened internal management and improved operational efficiency, contributing to the reduction in net losses[20]. - The company has implemented a flexible production process that allows for rapid production of multiple types of drones on the same production line, improving efficiency and reducing costs[52]. Risks and Challenges - The company has identified potential risks related to supply chain disruptions and is implementing measures to mitigate these risks[13]. - The company faces risks related to increased sales expenses due to the expansion of new markets and sales channels, potentially impacting profitability[67]. - The company’s reliance on external suppliers for high-precision components poses risks, particularly in the context of global supply chain disruptions[76]. - The company is exposed to risks from intensified market competition, which could lead to a decline in market share or product pricing if it fails to innovate in response to customer needs[63]. Environmental and Social Responsibility - The company has implemented a green building design for its Dapeng drone manufacturing base project, adhering to the two-star standard to save resources and reduce pollution[105]. - The company actively promotes the use of drones in rural governance, contributing to the national rural revitalization strategy[106]. - The company is committed to reducing carbon emissions and has adopted measures such as promoting paperless offices and resource-efficient practices[104]. - The company has established an emergency response plan for environmental incidents to minimize potential damages[103]. Shareholder Commitments and Governance - The company commits not to transfer or manage shares held prior to the IPO for 12 months post-IPO[117]. - Major shareholders, including the controlling shareholder, have made commitments to not transfer their shares during the lock-up period, which lasts until February 10, 2024[110]. - The company will adhere to all relevant laws and regulations regarding share transfers and reductions, ensuring transparency and compliance[116]. - The company has established long-term commitments from all directors and senior management to ensure stability and compliance with regulations[110].

Financial Performance - The company has not achieved profitability since its listing[4]. - In 2021, the company's operating revenue was CNY 250.34 million, a decrease of 7.90% compared to 2020[21]. - The net profit attributable to shareholders was a loss of CNY 22.93 million, a decline of 155.96% from the previous year[21]. - The net cash flow from operating activities was a negative CNY 83.53 million, worsening from a negative CNY 22.16 million in 2020[21]. - The overall gross margin for 2021 was 43.62%, a decrease of 11.97 percentage points, primarily due to promotional policies and increased external procurement for integrated projects[104]. - The company reported a net profit attributable to shareholders of CNY -22.93 million for 2021, a decline of 155.96% year-on-year, and a net profit excluding non-recurring gains and losses of CNY -36.21 million, down 210.47%[112]. - The company’s net profit turned from profit to loss due to a decline in operating income and a significant increase in management, research and sales expenses[92]. Research and Development - Research and development expenses accounted for 17.35% of operating revenue, an increase of 7.09 percentage points compared to 2020[22]. - R&D investment reached CNY 43.43 million, an increase of 55.70%, accounting for 17.35% of total operating revenue[34]. - The R&D cycle has been reduced from over 12 months to less than 6 months, with a deviation of less than 10% between theoretical design indicators and actual test results[86]. - The company is committed to increasing R&D investment to advance the intelligent, platform-based, and tool-oriented transformation of industrial drones[67]. - The company has 149 R&D personnel, representing 25.04% of the total workforce, with an average salary of CNY 17.08 million, up from CNY 14.00 million[84]. Market Position and Strategy - The company is classified as a "specialized, refined, distinctive, and innovative" small giant enterprise, focusing on niche markets and possessing strong innovation capabilities[12]. - The industrial drone market is experiencing rapid growth, with an expected industry growth rate of over 30%[55]. - The company is a leading player in the domestic industrial drone sector, having pioneered the vertical take-off and landing fixed-wing drone category in 2015[59]. - The company is actively exploring advanced technologies and applications, ensuring its leadership in the industrial drone market[60]. - The company plans to continue investing in R&D and market expansion to gain a competitive edge in the rapidly developing industrial drone sector[23]. Governance and Management - The company has a structured governance framework with all board members present at the board meeting[5]. - The governance structure includes a board of directors with specialized committees to ensure effective decision-making and compliance with regulations[155]. - The company adheres to legal and regulatory requirements in its governance practices, ensuring no significant deficiencies exist[156]. - The company held two shareholder meetings in 2021, approving 14 proposals, with all resolutions passed without any rejections[160]. - The company has established a complete internal control system to ensure accurate financial information and asset security[200]. Operational Challenges - The company faces various operational risks, which are detailed in the report[4]. - The company faced challenges due to the cyclical nature of the surveying industry and the impact of the pandemic, leading to delays in project signing and delivery[33]. - The company’s sales revenue exhibits seasonal fluctuations, with higher income typically realized in the second half of the year, especially in the fourth quarter[99]. - The company faces risks related to market competition, as it operates in a rapidly growing industry with many small-scale competitors[98]. Awards and Recognition - The company received multiple awards, including recognition as a "Key Task Innovation Winner" in the new generation artificial intelligence industry by the Ministry of Industry and Information Technology[38]. - The company received multiple awards, including the "Innovation Application Award for Airborne LiDAR Technology" and the "Contribution Award for 5G Connected Drone Applications" during the reporting period[71]. Future Outlook - The company provided a forward guidance of 10% revenue growth for the next quarter, projecting revenues between $1.3 billion and $1.4 billion[167]. - The company aims to maintain over 30% growth in the drone industry and plans to enhance product performance and application integration in 2022[151]. - The company is exploring potential acquisitions to enhance its product portfolio, with a budget of $200 million allocated for this purpose[167]. - The company plans to improve sales channel capabilities and project conversion rates through a "partner strategy" and "industry platform" approach[153].