CSP Inc.

Good day, everyone, and welcome to today's CSPI third quarter fiscal earnings conference call. At this time, all participants are in a listen-only mode. Later, you will have the opportunity to ask questions during the question-and-answer session.

You may register to ask a question any time by pressing the star and 1 on your touchstone phone. You can remove yourself by pressing the pound key. Please note today's call is being recorded, and it is now my pleasure to turn the conference over to Michael Polivio.

Please go ahead. Thank you, Keith. Hello, everyone, and thank you for joining us to review CSPI's fiscal third quarter into June 30, 2021. With me on the call today is Victor DeLobo, CSPI's Chief Executive Officer, and Gary Levine, CSPI's Chief Financial Officer. After Victor and Gary conclude their opening remarks, we will then open the call for questions. Statements made by CSPI's management on today's call regarding the company's business that are not historical facts may be forward-looking statements as the terms identified in federal securities laws. The words may, will, expect, believe, anticipate, project, plan, intend, estimate, and continue, as well as similar expressions are intended to identify forward-looking statements. The statement should not be read as a guarantee of future performance or results. The company cautions you that these statements reflect current expectations about the company's future performance or events and are subject to a number of uncertainties, risks, and other influences, many of which are beyond the company's control, but may influence the accuracy of the statements and the projections upon which the segment And the statements are based. Factors that may affect the company's results include but are not limited to the risks and uncertainties discussed in the risk factor section of the annual report on Form 10-K and the quarterly report on Form 10-Q-5 with the Securities and Exchange Commission. Overlooker statements are based on the information available at the time those statements are made and management could take a leave as of the time of respective future events. All forward-looking statements are qualified in their entirety by this cautionary statement by CSPI and CSPI undertakes no obligation to publicly revise or update any forward-looking statement, whether as a result of new information, future events, or otherwise after the date they're up. With that, I'll turn the call over to Victor DeLobo, Chief Executive Officer. Please go ahead.

Thanks, Michael, and good morning, everyone. For the first time since the emergence of the COVID-19 pandemic, our sales and engineering team were fully engaged as we achieved several positive developments. For example, the performance of the TS solution, technology solution division, had another stellar quarter and had one of its best quarters ever. And had it not been for a well-chronical supply chain issue delaying certain sizable orders, we would have likely reported considerable higher revenue, which would have given us a year-over-year increase in our total company revenue. Additionally, we grew service revenue, including the net revenue of third-party maintenance, by 25% year-over-year as larger and newer customers continued their purchasing habits, while simultaneously converting smaller customers to multi-year MSP agreements. And our continued migration to higher margin products and services enabled us to report our seventh consecutive quarter of year-over-year gross margin growth. Today, these high margin offerings represent approximately 25% of our revenue compared with 21% in a year-ago third quarter. To continue to believe we will emerge from this pandemic a stronger and more formal company with a full complement of products and services to grow on the top and bottom lines. In fact, I believe the recent industry accolades across the two businesses will be contributing factors to our success. In May, CRN, a brand of the channel company named CSPI Tech, to its 2021 managed service provider 500 list in the security 100 category. The list, which is announced annually, recognized the leading North America solution providers that have demonstrated innovative and forward-looking thinking approach to manage services. Also in May, two ARIA SDS applications for automated cyber attack detection and response won awards from Cyber Defense Magazine, the industry's leading electronic information security magazine. The first is for our award-winning ARIA ADR solution, which automatically finds and stops all types of threats, including cyber criminal launching zero-day attacks, the moment they become active on the network, and most importantly, before harm occurs. In a single platform, organizations gain AI-driven security operation centers without the people and typical equipment costs. As a result, the RA-ADF solution stops attacks 10 times faster and at a fraction of the cost. Unlike other security tools, ARIA-ADR provides full threat service coverage for on-premise infrastructure data centers, remote devices, and cloud environments, and can be operated anywhere by IT resources with little or no cybersecurity training. The second award working in conjunction with the ADR solution is the ARIA Packet Intelligence application, which enables complete visibility into an organization's network traffic. including typical unmonitored lateral patterns, and it watches all communications generating analytic organization network traffic, including typical unmonitored lateral performance. It watches all communications for every packet. SOXA have deployed RA-ADR or used security tools such as SIM leveraging this enriched data to detect to stop network-borne threats. For the quarter, our TS revenue was $12.8 million, a phenomenal achievement as the team continues to achieve our objectives. This result reflects another solid quarter as our managed service practice continues to perform well. We also signed a new multimillion-dollar customer with potential up to 10,000-plus users, further positioning us for continued positive performance in this business. Of note, we did not record any revenue from this contract during the Q3. It will commence in the fiscal fourth quarter and run into 2022. This just underscores our optimism and demonstrates the progress we are making penetrating the market for cloud-based solutions. And perhaps in sign of further economic improvements, we closed a piece of business in Mexico with a new customer that we had previously been pursuing for well over a year. And despite a tighter market for skilled engineers to date, we have not had any issues recruiting engineers to CSPI because we offer them a chance to succeed and make a difference. They want to be a part of a winning culture. And with the amount of business we have been winning and could conceivably win over the next coming months, I believe this will be a competitive differentiator as we compete with other companies for these engineers. Now, let me pivot to the cruise line. As you're aware, the industry has been decimated by the pandemic, and it directly impacted our ability to gain access to cruise ships and complete our task. However, the Q2 activity level was encouraging. The outlook today is far better than a year ago. Our pipeline has increased, which validates our decision to maintain our staffing levels throughout BODL, as it would enable us to scale quickly when the need arises. However, because this remains a fluid situation and requires careful monitoring, so we will adjust assignments if necessary to ensure the team's safety. We also continue to expand our UCAS revenue, mostly from smaller transactions as larger deals are taking longer to close due to the longer sales cycle and timing of customers' existing contracts expiring. I believe it's only a matter of time before we land a big customer because we have a superior and award-winning product which allows us to carve out a niche in this multi-billion dollar market opportunity. I am pleased with the performance with TS. This was offset by a slower than expected performance OF THE HIGH PERFORMANCE PRODUCTS OR HPP DIVISION. REVENUE FOR THE QUARTER WAS A MILLION AS MERICOM PERFORMERS EXPECTED WHILE ROYALTY REVENUE RELATED TO THE E2D PROGRAM DID NOT MATERIALIZE AS WE ANTICIPATED AS WE NOW EXPECT TO RECORD ROYALTY REVENUE IN THE CURRENT FISCAL FOURTH QUARTER. Our outlook for HPP is considerable because the activity level of our award-winning ARIA platform is high. It continues to guide our tremendous interest during the quarter. It gives us greater comfort as we move forward as it will surely become a stalwart for the HPP business and contributes heavily to the success of CSPI. As you know, we have spent considerable resources developing ARIA, and I believe the time we devoted to refine our messaging and educate the market is yielding positive momentum. For example, we currently have over three dozen opportunities in the sales funnel, including several from our TS-based client, with over 30% of these in the later or advanced negotiating stages. Let me also share with you an important development during the quarter. We are fine-tuning the process for onboarding our ARIA-ADR customers between HVP and TS-MSP. The recurring monthly revenue from this will commence in the current fiscal fourth quarter. Moreover, it will represent the integration of our ARIA-ADR with MSP business. And with several of the pipeline leads originating from the TS business is clearly demonstrating the synergies possibilities of the TS and HPP business. Additionally, during Q3, we signed three additional RAADAC customers, two of which we plan to install this quarter, and the third during fiscal Q1 of 2022, with recurring revenue commencing in fiscal 2022, first and second quarters, respectively. As a reminder, each of these are three-year arrangements generating monthly revenue, so it It's just the tip of the iceberg as we expect to scale quite rapidly and could achieve an annualized revenue in the millions. This validates everything we have done up to this point and strengthens our conviction that Aria will be a game changer and will be a dynamic growth driver for HPP business. Broadly speaking, it gives CSPI two best-in-breed businesses with superior product and services. To summarize, we continue to capitalize on those business opportunities that strengthen our long-term growth ambitions while managing the issues posed by COVID-19, supply chain and talent acquisition. I believe we have a unique set of products and services that continue to propel the TS business while patiently waiting for HPP business to begin contributing in the coming future. I believe each of these businesses, when performing to the best of their abilities, provide us with a significant revenue and gross margin opportunity, complement by a balance sheet that gives us the resources to pursue our plans for the foreseeable future. With that, I will now ask Gary to provide a brief overview on the fiscal third quarter financial performance.

Thanks, Victor. As Victor mentioned in his opening remarks, Our third quarter revenue was $13.7 million. While the year-over-year had a slight decline, we still experienced limitations imposed by COVID-19, especially with customer visits and interaction. We still managed to report gross profit of $4.2 million, or 30.8% of sales compared with $42 million, or 30.6% of sales in the year-ago fiscal third quarter. I also want to point out that our cost of sales for service increased 38% in this year's Q3 as we had added staff to our network operations center. We have achieved year-over-year gross margin improvement through the pandemic as we continue to sell a mix of higher margin service business. Our near and short-term goal is to maintain an annual gross margin in the mid to high 20s and moving this up as the higher margin products become larger contributors to the top line. Our engineering and development expenses for the fiscal third quarter were $700,000 compared to $693,000 in the year-ago period. The increase is due to a higher headcount in engineering where we filled open positions. As Victor mentioned earlier, this is a tight labor market for qualified engineers, so we may see increased expenses in the coming quarter as we compete for talent. Our SG&A expenses in Q3 were $3.9 million, essentially flat with the year-ago Q3. We reported a net loss of $423,000 in the third quarter, or 10 cents per share, compared with a net loss of $110,000, or 5 cents per share, for the third quarter of fiscal 2020. We ended the third quarter with cash and cash equivalents of $19.7 million as of June 30, 2021, a slight increase compared to cash and cash equivalents on September 30, 2020. We believe that the measures we implemented during fiscal 2020, including the suspension of our quarterly dividend, stopping our stock buyback program, and in addition to the PPP loan proceeds, enable us to preserve our cash and maintain a robust balance sheet throughout the pandemic we will maintain a similar prudent cash preservation posture for the foreseeable future or until such time that the economy and the businesses resume normal operations with that i will turn it over to the operator to take your questions and at this time if you'd like to ask a question

please press star and 1 on your touchstone thumb. That is star and 1 for questions. And we'll pause to allow questions to queue. Once again, that is star and 1 for questions. And we'll take a question from Joseph Nurgis with Segrit Investments. Please go ahead.

Good morning, guys. How are you today? Good, Joe. How are you doing? A real quick question off the top of your statements, Victor. That is, you mentioned that the supply issues were – supply chain issues were a factor in this quarter. Has that been resolved to any extent going into this quarter – Or are we still having a slow supply chain problem?

Yeah, we're still having a slow supply chain. We're just 12 to 15 weeks on some products that it's taking, you know, on some of the major brands that we represent. So we're hoping what we close, like in Q2, we can ship in Q3. And when we close in Q3, we're closing, you know, that it's kind of like a rolling quarter.

of backlog that's the way we're looking at it right now so essentially the the volume that you would have had last quarter was falling into the current quarter then uh yeah correct uh okay um you said there was no e2d revenue um in in the third quarter and you're expecting some e2d relative revenue possibly in the fourth quarter is that correct okay um On the point you made on your presentation about transferring, transitioning the ADR product line to the technology solutions, I guess that's a vital ADR service that you're offering. Correct. Doesn't that open up a whole series of additional potential customers in the managed security service providers? that's exactly what we're doing in Florida, is it not? We're acting as a managed security service provider for the customers. That's correct. And utilizing our area software.

Correct. Yep. Yep. And the customers that we've closed this quarter have signed contracts for both MSP to manage the rest of their infrastructure plus the managed ADR infrastructure.

Okay.

So there's multiple contracts that were signed, you know, for each of the customers.

But the question is, I understand that, but the question is, are we pursuing the other managed security service providers across the country that could be utilizing the service just like we are in Florida?

We're talking to some of them. You know, there's an investment, right, that – If they want to get into it, they have to have people that, you know, someone has to monitor it. So it's not only talking about them purchasing the product and us helping them get it set up. It's, you know, the talent that they have to have looking at the monitors, right? So that's where it takes a little longer because, you know, we're talking to them about opening up, you know, a whole business unit for them, you know, in California or in other areas of the country, right? So that's a decision, of course, the CEO, CFO has to make in these companies about opening up a new business division inside their current, you know.

Essentially, they're not doing that currently. They're not monitoring their customers.

The security side. Well, they could be monitoring the firewalls, but they may not have a SIM that, you know, they're giving their customer as an offering.

Okay. One point you've made several times on previous calls, and that is that the three areas that we're emphasizing going forward, the cybersecurity, and that's obviously with Arian and such, the manager services, which we're doing well with down in Florida. And the third area, and maybe you could add more color to this, is wireless. You've emphasized that several times. What do you see in that area that gives you some hope going down the road here, going for the future?

Well, that's been a big part of what we've done for a long time to where, you know, we're one of Aruba's, you know, biggest Southeast partner. And we have the talent and expertise to help different companies of different sizes sell. You know, we sell not only the product but also the services to install it. And we've also been offering a managed service program. wireless offering too. So with a customer, it doesn't have to buy the product. They just basically rent the product with the services. So we started opening up that as an offering inside our MSP. And we probably have, I'd say, a half a dozen accounts already under it of various sizes to where they don't want to have to worry about any of the wireless, getting it up and running and making sure the security on the wireless and all that. We take care of all that for them. So, you know, we've been doing wireless for years, right, over a decade. But now, you know, we brought that piece of it into the MSP offering also.

And is our engineering expertise allowing us to, let's say, advance, because we're buying the product from some of our suppliers. Correct. But the engineering that we're putting into it, I assume separates us to some extent from some of our competitors.

Yeah, there's a product out there that we represent, a couple of them, that enacts, you know, it allows people to come on and off different things. networks of different companies. We have engineering expertise in that area. Some of the large hospitals that we're actually doing business with and some of the large financial institutions. I can't mention their names, but you would know who they are. We are doing all that. So we're setting up the NAC for them, all the security policies, along with the wireless, right? Because the wireless alone is not that difficult, but it's the access to getting onto the wireless and who has, you know, the right credentials to get on certain pieces of the network and stuff like that. That's what we're really good at, and that's why different organizations, you know, there's school systems, you name it. You know, we're doing engineering work in those segments. All around the NAC and the wireless.

Well, it sounds like to me it's just a matter of time for some of these proposals that are out there. Some of them have got to close. And the more you have out there, the possibilities of, let's put it this way, HPP doing much, much more.

Yeah, the pipeline is growing at a steady rate, and we're actually closing business to get some of those referenceable accounts that are so important because that's a question that you're asked all the time. Are you on the garden report or the forest? No, we're not. Well, do you have any references? Well, up until recently, we didn't have any, and that was a – it was a big issue, right? You know, how do you say your product's great, but you have nobody – nobody wants to be the first one, right? So, you know, there's been some trust that we've had with some customers on the MSP side that demoed it. We did a POC. They bought off on it, and now we're building that referenceable account list that we're able to distribute to, you know, other companies that we're talking to.

Okay, great. You know, that's all from my standpoint. It sounds like you're doing fine. It's just a matter of – getting some more volume, and hopefully not too distant future. Thanks a lot, guys.

Thanks, Joe.

Once again, a star and one for any further questions today. Star and one.

And it does appear we have no further questions. I'll return the floor to Victor DeLobo for any additional or closing remarks.

Thank you. As always, I want to thank our shareholders.

Keith, it looks like we have somebody that jumped into the queue. Yeah, someone jumped in just now. We can go to Brett Davidson, private investor. Please go ahead. Yeah, apparently it didn't work the first time I tried to get in the queue, so I'm a little late jumping in. How are you doing, Brett? I'm doing pretty good. I've got just a couple of quick questions. Some time ago on one of these calls, we had You had talked about issuing press releases, and, you know, the quarterly release here indicates that there's three new ARIA customers. And I'm just wondering, going forward, are we going to find out about these through press releases, or is this going to come in the quarterly, and, you know, is that because you're prevented from discussing these through ARIA? Exactly. Press releases.

Yeah, the customers, no one wants to know what they're doing internally, you know, with the security policies and stuff like that. So, you know, I'll mention, you know, coming forward, I might mention the area of business, the vertical, but I won't be able to mention the customers, unfortunately. You know, everybody's tight-lipped on that.

Are these of a nature size-wise that you guys could just do a generic press release saying we inked a new customer? Yeah, we could.

Yeah, no, there's the two that we – two out of the three are of size on a monthly basis. So we're working with them to get something approved. But, you know – We just put them on and they want to, you know, they're still just, they want some time to go by before we do a press release on that, just before we do that. So it'll be coming up in the next month or two, I would say, on at least a couple.

Yeah, you know, for us keeping score at home might be helpful.

No, definitely there. We're just, like I say, we've got a little time. We just signed them up. We just got them installed. So we have a little time to go by and then, We'll get our marketing department to write something that they're comfortable with, and we'll do some generic press releases for sure in the upcoming months.

Great. That sounds good. And the other thing is a follow-up with Joe's question regarding other managed service providers using the ARIA product. And how would those contracts be structured? Would that be like a licensing agreement, or would this be like that same three-year process lease or whatever that you're doing with your customers.

Yeah, they'll be buying the product. You know, if it's a cloud-based customer, then it'll be licensing and support. So we built the product for a multi-tenant solution so we could sell one tenant to them and then they could have multiple tenants underneath, and, you know, we basically kind of price it per IP. So as they add, you know, if the customer has 50 IPs or 500 or 5,000, it's priced that way. So they could manage it on the one screen and have multi-tenant on each and every one. You know, we do the same for our internal, you know, SOC that we have here, one tenant, and, you know, everybody manages the customers as we go. So they'll be able to do that. And if it's product, then they'll just buy the product for their customer straight out. Or if they want to do it on a monthly basis, they could do it that way too. We'll offer them the same as we would do if we were selling direct. All right.

So they got five customers, you know, this month and they got, you know, 10 next month. Do you rely on them to report back how many IPs that... Well, yeah, because their license... Yeah, they don't have an unlimited license key, right?

We sell them... You know, we sell them as they go. We would have to know who the end user is also, and then we would say, okay, how many IPs, and then we would true up on a monthly basis or a quarterly basis, you know, if they grew. So just because a customer started off with 1,200 IPs doesn't mean, you know, the following month or a quarter they're not at 1,500. So there's a true-up process inside the contract that we're constantly monitoring. And they can't hide it because we're right, you know,

it's they won't be able to add those ips onto it if we don't allow them the access keys to it got it and the the last thing i have is uh you know it's kind of tough from our end um having no real insight whatsoever into the to the contract size the the timing of adding these revenues um the scale that you guys anticipate these new things arriving at your door. Are you guys doing any kind of modeling internally to determine, you know, what revenues are going to look like next quarter and then maybe a couple more quarters out or next year.

Yeah, we're doing budgeting modeling now for 2022. So we're, you know, putting some models together of what we estimate it could look like, right? It's all in the timing at this stage. But, yeah, of course we're doing that. You know, we're going to build a budget for next year, and we're looking at, you know, And then we're looking at the current pipeline and then the growth of how fast we're adding, you know, new potential customers to the list. And then the size, you know, just to give you an idea, you know, some of the stuff that we're dealing with on potentials are from $2,000 a month on a customer to $50,000 a month to some of the customers we're talking to. So there's a range there. of, you know, of possibilities on what that would look like. You know, you start getting a couple $50,000 a month clients, it moves the needle, you know, pretty fast. So, you know, but the good piece of it is that we have a lot of the pipeline is grown, you know, quarter over quarter in the POCs or POVs, whatever you want to call them. they're growing, right? We have quite a few to where we're actually installing it to the customer's site and, you know, they're kicking the tires. Of course, they're looking at other competitors that we have, you know, we're dealing with too, but, you know, hopefully we're doing the right job to show value compared to some of the other players that are in the market space.

Yeah. So is some of this modeling, some of these scenarios leading to concerns about not having enough bodies to carry out this work? Is it impacting, like, you know, hiring decisions now?

Now, you know, the thing is, one thing about, you know, there's plenty of engineers out there. The only thing is, is how much you have to pay them, right? It's not like there's not a, you know, with a salesperson, there's a lot out there, but only so many good ones. But in the engineering world, you know, you can put them through the ringer pretty quick to find out how good they are, and then you just have to figure out, you know, what the right salary is to bring them on board, right? The good and the bad is all engineers are looking for better opportunities right now. And, you know, the good is that we're getting a lot of people knocking on the door. The bad is you're always going to make sure you try to keep your internal engineers that are really good, happy, and they stay with your company. So it's definitely – It's a weird place right there with the engineering world we live in right now, you know, constantly looking. And the headhunters are, you know, they call me, not even know my position, asking if I want a job, you know, for a security engineer. I'm like, you don't even know who you're calling. And, you know, but I get four or five of those calls a week from headhunters. So if I'm getting them, you know, everyone who works here is getting them also.

Yeah, but you don't see that as an issue being under our team?

No, no, not at all. No, not at all. No, not at all. And I think some of the awards we won too recently, you know, inconsistently over the last two, three years, are one of the best places to work. I think are helping, you know, when people check us out, their feedback. You know, between the benefit package, the atmosphere, everything else that goes along, it comes up pretty positive. And then, you know, the one thing with engineers, too, you know, it's not like you're working for one company with one infrastructure. When you work for a reseller or a network integrator, you're constantly in different networks. So if you like change and you like challenge, this is the perfect place for an engineer that wants that challenge on a weekly or monthly basis. You won't be bored with the same infrastructure.

Interesting. Well, yeah, that to me, that's huge, you know, taking care of your employees. And that, you know, should pay off down the road for us. But I appreciate you taking the time to answer the questions, and I appreciate Look forward to talking to you guys next time around.

You got it. Have a great day.

Talk to you soon. Yeah, you too. Bye-bye. Once again, star 1 for further questions. It looks like we have no questions. Victor, I'll turn it back to you. Okay.

Thank you, Operator. As always, I want to thank our shareholders for the continued interest and support. We have maintained our focus throughout the current climate, and we have the resources and product and service portfolio to grow the business. Gary and I look forward to sharing our progress in the fiscal fourth quarter and full year 2021 operating results in December. Until then, be well and stay safe.

Thank you. And this will conclude today's program. Thanks for your participation.

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