17 Education & Technology Group, Inc. (NASDAQ:YQ) Q4 2024 Earnings Conference Call March 25, 2025 8:00 AM ET Company Participants Lara Zhao - IR Manager Michael Chao Du - Director & CFO Conference Call Participants Operator Good evening, and good morning ladies and gentlemen, and thank you for standing by for the 17EdTech's Fourth Quarter 2024 and Full Year Earnings Conference Call. At this time, all participants are in listen only mode. After the management's prepared remarks, there will be a question-and- ...

Financial Data and Key Metrics Changes - Oklo Inc. reported a full-year operating loss of $52.8 million, which included a one-time fair market value expense of $7.8 million and $4.7 million in non-cash stock-based compensation [78] - Adjusted for these non-cash amounts, the net loss was $40.3 million, at the low end of the forecasted range of $40 to $50 million [79] - The full-year cash used in operating activities was $38.4 million, with cash and marketable securities at $275.3 million at year-end [81][82] Business Line Data and Key Metrics Changes - The company expanded its powerhouse offering to support up to 75 megawatts of power output, building on the existing 50-megawatt design [25] - The customer pipeline has grown from 700 megawatts to over 14 gigawatts, driven by demand from major customers like Equinix, Prometheus, Switch, and Diamondback Energy [63] Market Data and Key Metrics Changes - Total US power demand is projected to grow greater than 160% through 2030, with data centers contributing approximately 31% of this increase [12] - The company signed a landmark 12-gigawatt master power agreement with Switch, equivalent to about 1% of the US grid capacity [18][56] Company Strategy and Development Direction - Oklo Inc.'s strategy is built on three core pillars: a simplified business model, small scalable reactors, and advanced technology utilizing plutonium coolant [13][15] - The company aims to streamline regulatory approval through a combined license application process, which is expected to accelerate deployment [36][39] Management Comments on Operating Environment and Future Outlook - Management emphasized the growing consensus on the importance of nuclear energy for energy abundance and the need for advanced nuclear deployment [11][10] - The company is positioned to capitalize on the increasing demand for clean, reliable energy, particularly in the data center and oil and gas sectors [17][19] Other Important Information - The acquisition of Atomic Alchemy marks a strategic expansion into the high-growth radioisotope market, projected to exceed $55 billion by 2026 [70][74] - The company has secured fuel for its first core load at INL and is collaborating with Centrus for a long-term fuel supply [47] Q&A Session Summary Question: Was the decision to go from 50 megawatts to 75 driven by customers you already have in your pipeline or potential customers? - The decision was largely informed by customer interest and market dynamics, particularly in the data center sector [90][92] Question: Now that you have a pipeline of 14 gigawatts, do other potential customers see that and think Oklo Inc. is pretty full? - The pipeline's growth has created a sense of urgency among potential customers, leading to increased interest in collaboration [99][100] Question: Does the increased range of the PowerHouse to 50 to 75 megawatts require any change in your total license approach? - The change is expected to have minimal effect on the licensing approach, as the existing infrastructure accommodates this flexibility [104][106] Question: Can you describe broadly what the readiness assessment entails and does it derisk your actual COLA application? - The readiness assessment is a pre-review process with the NRC that helps streamline the application and reduce risks associated with the review timeline [112][114] Question: What are the main drivers for the expected increase in cash used in operations this year? - The increase is driven by headcount growth, procurement activities for the first powerhouse, and costs associated with the Atomic Alchemy acquisition [126][128]

Financial Data and Key Metrics Changes - The company reported total revenues of $1.39 billion and diluted earnings per share of $1.49 for the first quarter, reflecting a 5% decrease in housing revenues compared to $1.46 billion in the prior year period [10][43][44] - The number of homes delivered decreased by 9% year-over-year, with 2,770 homes delivered, resulting in a backlog conversion rate of 62%, up from 55% in the previous year [44][45] - The gross profit margin for the first quarter was 20.2%, down from 21.5% in the same quarter last year, primarily due to higher land costs and increased homebuyer concessions [49][50] Business Line Data and Key Metrics Changes - The company experienced a shortfall in deliveries, trailing expectations by approximately 225 homes, with about 150 fewer inventory home sales than projected [11][17] - The average selling price of homes delivered was $500,700, with expectations for the second quarter to be approximately $488,000 [46] - The company generated 2,772 net orders in the first quarter, with a monthly absorption pace per community of 3.6 homes, down from 4.6 homes in the previous year [12][13] Market Data and Key Metrics Changes - Consumer confidence has declined due to affordability concerns and macroeconomic uncertainties, leading to slower homebuyer decisions [9][10] - The spring selling season started slower than previous years, prompting the company to lower its revenue guidance for fiscal 2025 to between $6.6 billion and $7 billion [10][39] - The company noted that Florida was the softest market in terms of sales demand, requiring the most pricing adjustments [110] Company Strategy and Development Direction - The company is focused on maintaining a high community count, with 255 active communities at the end of the first quarter, up 7% year-over-year [24] - Investments in land acquisition and development totaled $920 million, with a focus on capital efficiency and maintaining a healthy balance sheet [35][55] - The company aims to balance pace and price in each community while remaining flexible to market conditions [58] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the long-term outlook for the housing market, despite current challenges, and emphasized the importance of adapting to market conditions [35][39] - The company plans to continue improving build times and customer satisfaction while navigating varying market conditions [34][58] - Management acknowledged the need for further actions if market conditions evolve negatively, but noted recent improvements in net orders [15][33] Other Important Information - The company has not seen significant trade labor shortages and reported a 1% decrease in direct costs sequentially and a 3% decrease year-over-year [30][90] - The effective tax rate for the quarter was 21.4%, with expectations for an increase to approximately 24% for the second quarter and full year [53] Q&A Session Summary Question: What level of price adjustments was effective in stimulating demand? - Management indicated that price adjustments ranged from $5,000 to $30,000, with an average reduction of $15,000, which helped improve sales momentum [68][70] Question: How will gross margins evolve in the second half of the year? - Management expects operating margins to improve due to leverage from increased sales volume, despite a 75 basis point hit from price adjustments [76][82] Question: What regional differences exist in sales performance? - Florida was identified as the softest market, requiring more significant pricing adjustments, while Texas markets like Houston and Austin performed better [110][114] Question: How is the company managing its backlog in light of price adjustments? - The company is addressing backlog adjustments on a case-by-case basis, with minimal exposure to backlog issues due to the recent price changes [128]

Financial Data and Key Metrics Changes - Total revenue increased by 38% to $7.8 million, up from $5.6 million in 2023 [20] - Gross margin improved to 55% for the full year compared to 34% in 2023, reflecting a 125% year-over-year improvement [21] - Operating loss decreased to $3.8 million compared to $7.4 million in 2023, a reduction of 49% [24] - Net loss for the year was $4.4 million compared to $6.3 million in 2023, with loss per share shrinking by 67% to $0.85 [24] Business Line Data and Key Metrics Changes - New orders in the federal/military sector grew by 150% year-over-year [10] - Software and services new orders tripled, driven by a large North American telecom customer [11] - The GigaLine 900 solution family gained significant traction with numerous trials and installations underway [11] Market Data and Key Metrics Changes - North American revenues increased by 134%, representing a larger portion of total business [20] - Major deployments secured in smart city and transportation sectors, including cities like Washington, DC, and Seattle [12] Company Strategy and Development Direction - The company is prioritizing three strategic initiatives for 2025: introducing MetaShield into the installed base, strengthening go-to-market execution, and focusing on operational efficiency [15][18] - The introduction of MetaShield aims to generate recurring revenue through subscriptions and integrated network management software [15] - The company is positioned to capitalize on major infrastructure projects, particularly in federal and military markets [10][16] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in continued growth, particularly in federal, city transportation, and IoT markets, which are valued in the tens of billions [38] - The company is optimistic about its growth prospects, emphasizing the importance of strategic partnerships and market penetration [30] - Management acknowledged the challenges of predicting revenue due to the lumpiness of orders but expects growth to stabilize over time [36] Other Important Information - The company has nearly repaid all outstanding debt, with only a $774,000 bank credit line remaining [25] - Cash and cash equivalents stood at $2.3 million at year-end, down from $5.5 million in 2023, primarily due to debt repayment [26] - The company is evaluating selective debt facilities to support growth initiatives while minimizing equity dilution [27] Q&A Session Summary Question: What caused the sequential decline in revenue from Q3 to Q4? - Management explained that the business is characterized by lumpiness in orders, making it difficult to predict exact timing for larger orders and shipments [36] Question: Are expenses stable, or will they increase with growth? - Management indicated that while expenses have been decreasing, there will be controlled increases in sales and marketing to drive growth [42][44] Question: How is the company positioned to benefit from military spending in Europe? - Management clarified that their focus is on US military sales, treating international deployments similarly to domestic ones [47] Question: Is there a concern about a reverse stock split due to low share price? - Management stated there are no current plans for a reverse split and expressed confidence in future growth to improve share value [56] Question: What is the future outlook for the company financially and business-wise? - Management highlighted ongoing efforts in federal markets, IoT, and MDU markets, with expectations for growth but no guarantees of profitability in 2025 [108]

Financial Data and Key Metrics Changes - The company reported a revenue growth of 48% in 2024, increasing from $58.8 million in 2023 to $86.3 million in 2024 [4][19] - The company achieved record revenue of $23.7 million in Q4 2024, compared to $22.2 million in Q4 2023 [6][19] - General and administrative expenses were reduced by $5.7 million to $31.4 million in 2024 from $37 million in 2023 [8][20] - The company reported a $3.3 million decrease in total liabilities from 2023 to 2024 [9][20] - Adjusted EBITDA loss per share improved to $0.13 in 2024 from $0.17 in 2023, with a 14% decrease in net loss to $13.1 million in 2024 from $15.2 million in 2023 [21][22] Business Line Data and Key Metrics Changes - Net sales of advanced and smart home-related products surged over 1,000% [5] - The company expects its products to be in 20,000 homes by Q1 2025, with additional tens of thousands of units expected in 2025 [5][11] - The company continues to focus on a razor and blade model, with a product range that includes advanced ceiling and electrical outlet technologies [12][26] Market Data and Key Metrics Changes - The company is expanding its market penetration in the U.S. and Canada, with significant collaborations with Home Depot and Wayfair [12][13] - The company anticipates significant projects and order growth, aiming to become cash flow positive in the second half of 2025 [5][10] Company Strategy and Development Direction - The company is focusing on enhancing its e-commerce platform and expanding its product offerings through collaborations with leading lighting companies [12][13][30] - The management emphasizes the importance of safety standardization for their technology, which is expected to gain support from safety organizations [6][23] - The company is optimistic about its growth strategy, particularly in the builder and pro segments, leveraging its razor and blade model [25][31] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving cash flow positivity in the second half of 2025, driven by significant projects and orders [10][20][75] - The management is encouraged by the quarter-to-quarter growth in revenues and the positive feedback from builders and hotel owners [25][70] Other Important Information - The company secured $1.45 million in funding in March 2025, including from a strategic investor [8] - The company has appointed key industry veterans to enhance its e-commerce and product strategy [17][29] Q&A Session Summary Question: Impact of tariffs and partnership with Ruee - Management indicated that they have been working with factories in Vietnam, Taiwan, and Cambodia to mitigate tariff impacts, ensuring that new tariffs will not affect their business [36][38] Question: Insights on mandatory approval process - Management noted that they are receiving support from high-level industry experts to expedite the safety standardization process for their technology [42][44] Question: Fourth quarter gross margin dip - Management explained that the dip in gross margin is temporary and attributed to the integration of new products with higher margins, expecting improvements in Q2 [47][49] Question: Update on Home Depot and Wayfair collaborations - Management provided an update on the ongoing product integration and training programs with Home Depot and Wayfair, expressing optimism for future growth [52][55] Question: Impact of new e-commerce head on strategy - Management highlighted that the new e-commerce head will enhance their online presence and competitive pricing strategy, aiming to improve conversion rates [66][68] Question: Expansion into residential homebuilder channel - Management confirmed that they expect to reach 20,000 homes by the end of Q1 2025, with plans for additional tens of thousands of units in the pipeline [70][72] Question: Path to cash flow positivity - Management outlined that achieving cash flow positivity will depend on increasing product offerings and securing significant projects and orders [74][75]

Financial Data and Key Metrics Changes - In Q4, the company reported pharma services revenue of $1.5 million with a gross margin of 40%, exceeding expectations [27][28] - The outgoing cash flow in Q4 was $5.6 million, favorable to the targeted spend of $6 million, finishing the year with $10 million in cash [33][34] - The company successfully raised an additional $29 million in February, with major shareholders leading the funding round [35][36] Business Line Data and Key Metrics Changes - The company launched GraftAssure, a kidney transplant test, which has been valuable for IVD product development [5][11] - The company expects to have 20 transplant centers signed up by the end of 2025, translating to approximately $20 million in future annual recurring revenue [21] Market Data and Key Metrics Changes - The company achieved Medicare claims expansion to monitor high-risk transplant patients, potentially expanding the total addressable market by up to 20% [10] - The rollout of iota this summer is expected to increase the use of more marginal organs, contributing to market expansion over the next five years [11] Company Strategy and Development Direction - The company is focused on finalizing assay design, launching clinical trials, and submitting data packages to the FDA, with a projected timeline for market approval by mid-2026 [18] - The company aims to deepen relationships with potential strategic partners through its pharma services business, which provides non-dilutive capital [28][30] Management's Comments on Operating Environment and Future Outlook - Management expressed excitement about 2025, emphasizing the importance of regulatory submissions and clinical trials [18] - The company is monitoring macro uncertainties around federal government funding that could affect timelines [15][17] Other Important Information - The company is committed to disciplined cash management, targeting about $6 million per quarter in cash burn for 2025 [39][38] - The company is focused on operational efficiency, which has allowed it to maintain a strong cash position [34] Q&A Session Questions and Answers Question: What is the regulatory pathway and timing for FDA approval? - The company is budgeting seven months for the de novo pathway, as there is no clear predicate device for donor-derived cell-free DNA [44] Question: How many centers are required for the FDA package? - A minimum of three sites is required for reproducibility work, with expectations to double that in the US and include centers in Europe [46][49] Question: Will there be material revenue before FDA clearance? - The company does not project any material revenue from the RUO product this year, with significant revenue expected post-FDA clearance [57] Question: What support will Bio-Rad provide for clinical trials? - Bio-Rad is expected to provide support for instruments and consumables, offsetting a significant portion of trial expenses [60] Question: How will the company drive broader utilization post-FDA approval? - The company plans to bridge reimbursement from its service lab to the kitted product, expecting faster adoption within the MolDX jurisdiction [68] Question: How easy is the offering to integrate into existing workflows? - The workflow is streamlined, requiring only two pipetting steps, making it easy for existing labs to adopt [75]

Financial Data and Key Metrics Changes - Total revenue for Q4 2024 increased by 2.1% to $4.3 million compared to $4.2 million in Q4 2023 [19] - SaaS revenue, including hosting, increased by 11.8% to $1.5 million for the quarter, driven by early payables automation successes [20] - Consolidated gross margin increased by 88 basis points to 65.8% for Q4 2024 compared to 64.9% in Q4 2023 [22] - Net loss for Q4 was $54,000, compared to net income of $62,000 for the same period last year [24] - Full year total revenue for 2024 increased by 6.7% to $18 million compared to $16.9 million in 2023 [25] - Full year adjusted EBITDA was $2.5 million, compared to $2.7 million for 2023 [28] Business Line Data and Key Metrics Changes - Professional services revenue was flat at $2.2 million for Q4 2024, accounting for 52% of total revenue, down from 53% last year [21] - SaaS revenue increased by 10.8% for the full year, while professional services revenue increased by 8.9% [25] Market Data and Key Metrics Changes - The K-12 market is growing quickly, with two additional Iowa school districts engaged after a pilot program [12] - The company is focusing on expanding into niche ERP providers and underserved markets, including county and local governments [46] Company Strategy and Development Direction - The company is transforming into a predominantly SaaS-driven business with a focus on digital transformation solutions [7] - Investments are being made in sales and marketing to accelerate growth, with a significant increase in sales and marketing expenses by 37% in Q4 2024 [23] - The company plans to enhance development capabilities and bring features to market more quickly [59] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the Payables Automation Solution as a key growth driver, with high customer acceptance and significant ROI [8][9] - The company expects revenue growth for fiscal 2025, but anticipates EBITDA to be reduced by more than half due to increased investments [31][32] Other Important Information - Cash provided by operating activities was $3.9 million, allowing the company to prepay $1.6 million of its debt [30] - Total assets were $18.6 million, with total liabilities of $7.9 million as of December 31, 2024 [29] Q&A Session Summary Question: How many customers are live and how many are expected to go live in the second half of the year? - Majority of customers are in the process of implementation, with two going live recently and five more in progress [38] Question: Does the live customer count include the large customer mentioned in the last call? - Yes, that customer is included, and they are processing a significant number of invoices with minimal human intervention [40] Question: Are there any hesitations from customers regarding budget deployment? - Customers are cautious due to market conditions, but the company believes it is well-positioned to demonstrate ROI [48][49] Question: Will SaaS line margins maintain above 85%? - Margins are expected to fluctuate but should remain within the mid-80s range [50][52] Question: What verticals is the company looking to expand into? - The company is exploring opportunities in county and local governments, as well as other ERP players [46]

Financial Data and Key Metrics Changes - Total revenue grew 17% year-over-year to $12.2 million, marking the first quarterly year-over-year revenue growth in two years [13][31] - OEM sales increased 61% to $6.2 million from $3.9 million, while DTC sales declined to $5.7 million from $6.6 million due to macroeconomic pressures [31][32] - Gross profit rose 12.5% to $2.5 million, with a gross profit margin of 20.8%, although gross margin declined by 80 basis points year-over-year due to higher material costs [33] - Net loss was $9.8 million, translating to a diluted net loss of $1.39 per share, compared to a net income of $3.3 million with diluted earnings per share of $0.50 in the previous year [34] - Adjusted EBITDA was negative $2.3 million, worse than the negative $1.8 million reported last year [35] Business Line Data and Key Metrics Changes - OEM sales growth was driven by increased adoption of current products and new product uptake [31][32] - DTC segment sales decline reflects ongoing macroeconomic pressures impacting consumer spending [32] Market Data and Key Metrics Changes - The RV market continues to face challenges, but there are signs of increased adoption of premium products as manufacturers reintegrate add-ons into their units [15] - The trucking industry is identified as a significant growth opportunity, with partnerships leading to fleet-wide implementations of Dragonfly Energy's solutions [16][18] Company Strategy and Development Direction - The company has launched a corporate optimization program to focus on near-term revenue-generating opportunities and accelerate profitability [9][11] - A debt restructuring has enhanced financial flexibility, extending debt maturity to October 2027 and reclassifying debt as long-term [8] - The company is diversifying its revenue streams beyond the RV sector, particularly targeting the trucking industry and other industrial markets [19][36] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving positive adjusted EBITDA by the fourth quarter of 2025, driven by growth in the RV and trucking markets [35][36] - The company is optimistic about the momentum in its diversification efforts and believes it is well-positioned to capitalize on growth opportunities [36] Other Important Information - The company has strengthened its distribution network through partnerships with key players in the RV and marine sectors [14] - A strategic relocation to a new facility is expected to drive long-term operational efficiencies [33] Q&A Session Summary Question: Clarification on EBITDA profitability target for Q4 - Management expects the entire fourth quarter to be adjusted EBITDA positive [40] Question: Contingency plans if market conditions do not improve - Management indicated that they are not overly reliant on contingency plans, as they are optimistic based on the current pipeline of opportunities [42] Question: Update on dry manufacturing business - The focus has shifted to collaborating with customers who can produce cells from the electrodes provided by the company, rather than producing cells in-house [46][47] Question: Impact of tariffs on profitability guidance - Management confirmed that tariff impacts have been accounted for in profitability guidance, noting that their non-tariffable costs are lower than industry averages [49][50] Question: Trends in the RV market and re-contenting - Management noted a modest growth forecast for the RV industry, with wider adoption of their products among core customers [57][58] Question: Update on the Stryten licensing deal - The relationship is active, focusing on product development, but meaningful revenue is not expected until 2026 or late 2025 [68][69]

Financial Data and Key Metrics Changes - For Q4 2024, revenue totaled $3.04 million, an increase of 181% compared to $1.08 million for Q4 2023 [26] - Full year 2024 revenue reached $8.69 million, up 112% from $4.09 million in 2023 [26] - Gross profit for Q4 2024 was $1.13 million, compared to $0.09 million for Q4 2023, with a gross profit margin of 37.2% [28] - Net loss for Q4 2024 was $0.85 million, an improvement from a net loss of $1.1 million in Q4 2023 [31] Business Line Data and Key Metrics Changes - The growth in revenue was primarily driven by branded consumer products and contract manufacturing [27] - Contract manufacturing saw increased demand from existing customers and new partnerships, notably with Cintas and Owens & Minor [12] - The consumer products segment expanded significantly, with brands like Medagel, Kenkoderm, and Silly George contributing to growth [18] Market Data and Key Metrics Changes - The partnership with Cintas is expected to enhance brand awareness and revenue growth for SilverSeal [14] - The company anticipates a healthy pipeline of potential new customers for 2025, indicating strong market demand [14] Company Strategy and Development Direction - The company aims to continue driving innovation and growth across key business segments, focusing on long-term shareholder value [24] - NEXGEL plans to expand its product offerings in 2025, including new products under the Medagel and Kenkoderm brands [18][19] - The company is strategically managing R&D exploration to ensure high ROI and alignment with its vision [23] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about achieving positive adjusted EBITDA in 2025, with expectations of continued revenue growth [37] - The company expects Q1 2025 revenue to be at least $2.75 million, with a target of at least $13 million for the full year [23] - Management highlighted the importance of partnerships and new product launches in driving future growth [24] Other Important Information - The company had a cash balance of approximately $1.81 million as of December 31, 2024 [33] - NEXGEL has 7,654,038 shares of common stock outstanding as of March 24, 2025 [33] Q&A Session Summary Question: Guidance on adjusted EBITDA and timeline to reach break-even - Management indicated that they expect to improve adjusted EBITDA in Q1 2025 and anticipate significant growth in Q2 as new customers come on board [37] Question: Details on the pipeline of new customers and industries - Management mentioned having four large opportunities progressing well, with varying timelines for onboarding and market entry [39] Question: Market opportunity for laser hair removal and promotional strategy - The company is partnering with Innovative Optics to leverage their relationships in the laser hair removal market, with plans to start selling products around mid-year 2025 [42][46] Question: Update on AbbVie Acoustic device launch - Management confirmed that they are on schedule to ship products to AbbVie in Q2 2025, with initial orders being received in Q1 [48]

Financial Data and Key Metrics Changes - SealSQ reported a revenue of $11 million for FY 2024, a significant decrease from $30 million in 2023, reflecting a transition from traditional semiconductors to next-generation quantum-resistant chips [4][16] - The company experienced a net loss of $21 million for the year, primarily due to the migration from traditional semiconductor products and reduced demand during the transition [18] - Cash reserves peaked at over $90 million as of January 6, 2025, up from approximately $85 million at the end of 2024, indicating a strong financial position [15] Business Line Data and Key Metrics Changes - The transition to post-quantum security technology involved a $5 million investment in 2024, with an additional $7.2 million planned for 2025 [6][18] - Combined bookings for the year reached $6.8 million, reflecting strong year-to-year growth, while the projected contract pipeline over the next three years stands at $93 million [9][30] Market Data and Key Metrics Changes - The post-quantum cybersecurity market is projected to grow from an estimated market size of $302.5 million in 2024 to $1.8 billion by 2025, with a CAGR of 44.2% [9][12] - The company is positioned to capitalize on the emerging opportunities in post-quantum security due to high entry-level barriers for competitors [10] Company Strategy and Development Direction - SealSQ's strategy includes the commercial launch of post-quantum chips, expansion of chip personalization services, and strategic acquisitions to enhance capabilities [33][34] - The company is focused on securing large-scale contracts with government and enterprise clients adopting post-quantum cryptographic solutions, including defense contracts in Europe [11][12] Management's Comments on Operating Environment and Future Outlook - Management anticipates a significant revenue increase in 2025 compared to 2024, driven by new sources of chip revenue and the integration of chip personalization services [9][11] - The company expects the full impact of growth initiatives to materialize in 2026, with the commercial launch of new products scheduled for Q4 2025 [20][21] Other Important Information - SealSQ is investing in startups engaged in quantum computing and AI initiatives, with a $20 million fund allocated for this purpose [22] - The company is in the process of acquiring IC'ALPS, a leading ASIC design company, which will enhance its capabilities in chip design [25][35] Q&A Session Summary Question: Will 2025 revenue growth come from new sources of chip revenue and chip personalization services? - Management indicated that while some customers are sitting on strong inventories of previous generation chips, there will be normalization as new customers emerge through the personalization center [41][42] Question: What is the meaningful portion of the 2025 R&D spending increase? - The increase in R&D spending is largely attributed to expensive certification processes and the need to recruit high-level expertise for integrating new technologies [51][52] Question: What is the historical win rate of the $93 million pipeline? - Management noted that the pipeline includes clients at various stages, with a tendency for clients to become long-term due to the sticky nature of post-quantum chip contracts [63][67]