AEye, Inc.

session. If you would like to ask a question during this time, simply press star followed by the number one on your telephone keypad. If you would like to withdraw your question, kindly press star one again. I will now turn the call over to Jeremy Apple. Please go ahead.

Good afternoon and thank you for joining AI's fourth quarter 2024 earnings call. With me today are Matt Fish, Chief Executive Officer and Connor Tierney, Chief Financial Officer. Earlier today, AI announced its financial results for the fourth quarter in full year of 2024. A copy of this press release can be found on the investor relations section of the company's website. Today's discussion may include forward-looking statements as defined in the securities laws and regulations of the United States with reference to future events, operating results, or performance, and are based on our current expectations and assumptions. Any forward-looking statements are subject to inherent risks, uncertainties, and changes in circumstances. Our actual results may differ materially from those contemplated by these forward-looking statements. You can find more information about the risks, uncertainties, and other factors in the report's AI files from time to time with the Securities and Exchange Commission, including in the most recent periodic report. The statements to be made are as of today only, and AI does not intend to update any forward-looking statements, regardless of any new information, future developments, or otherwise, except that may be required by law. In addition, we will be discussing non-GAAP financial measures on this call, which we believe are relevant in assessing the financial performance of the business. These measures are presented as supplemental information only and should not be considered a substitute for financial information presented in accordance with GAAP. You can find reconciliations of these metrics to the most directly comparable GAAP measures within the press release. Now, let me pass the call over to Matt.

Thanks, Jeremy, and thank you all for

joining us today on our fourth quarter 2024 earnings call. We appreciate your continued support and interest in our company. 2024 was a transformative year for AI, marked by critical milestones, including a new product launch, extended financial runway, increased engagement with OEM customers, and expansion into new markets. Apollo, our compact software-defined LiDAR sensor, has been a significant impetus to our ongoing progress. We first unveiled Apollo last June at the Auto LiDAR Tech Conference in Suzhou, China. Since then, it has undergone stringent evaluations by OEMs and has begun field testing in additional market sectors. Throughout 2024, we made innovative improvements to Apollo that delivered breakthrough advancements to its sensing capabilities. This past October, we announced that Apollo demonstrated unparalleled high-resolution long-range detection capabilities at one kilometer. Importantly, Apollo has the unique ability to deliver high-resolution detection from behind a windshield for high-speed automotive ADAS use cases.

During the CES show last month, we

officially launched Apollo in the U.S. and the response has been overwhelmingly positive. We successfully demonstrated Apollo's capabilities through live test drives, proving that an in-cabin -the-windshield implementation is not only feasible but also highly effective. Apollo's unique attributes provide OEMs with a proven solution to alternative roof-mounted LiDAR systems that are more complex and higher in cost. Until now, a -the-windshield implementation was not considered viable due to the performance and size constraints of existing LiDAR solutions, and I'm proud that our talented team at AI cracked the code and set a new bar with Apollo. Based on market enthusiasm for Apollo, we were able to raise growth capital and extend our cash runway to mid-2026. With these added financial resources, our strategic partnerships, and capital-light business model, we have secured the longevity to ramp Apollo into high-volume production. As we said on our third quarter call, we expected to ramp the first Apollo manufacturing line with our global Tier 1 partner. This is now proceeding according to plan, and the first units are expected to come off the line in the first quarter of 2025. Our relationship with this strategic supplier validates AI's ability to deliver LiDAR solutions at substantially reduced costs, opening the door to

new opportunities with global OEMs. We are also working to produce the first V

-samples of Apollo, which is a critical step in the OEM quoting process and also provides a production-ready solution for non-automotive customers. Positioning Apollo for mass production remains our top priority for 2025,

and we look forward to sharing more details soon. We remain actively involved with global

OEMs, expanding our level of engagement to include rigorous testing of Apollo for upcoming programs. Our software-defined architecture, which offers the ability to modify the product quickly, in a matter of days, not weeks or months, has received accolades from our OEM and other partner engagements. This important capability accelerates the customer's development process, delivering a significant

advantage in both time and cost. Turning to NVIDIA. Our evolving

partnership with this industry leader is helping us to gain access to new OEMs. We have proven that Apollo meets NVIDIA's rigorous Hyperion Autonomous Driving Platform specifications, an accomplishment which we believe is unmatched in the LiDAR industry. Global OEMs use NVIDIA's Hyperion Platform as a foundation for developing their autonomous driving and ADAS systems. Integration onto this platform grants AI direct exposure to these OEMs and will help them adopt our LiDAR solutions with confidence. Importantly, due to its industry-leading range and resolution, Apollo is gaining traction across a wide variety of sensing applications beyond the automotive space, including in security, rail, and intelligent traffic systems. For example, in security applications, Apollo's long-range sensing capabilities at high resolution, even in low visibility conditions, make it

stand out over alternative options. Thanks to our partners at ATI and Light Techcon,

we are field testing Apollo for these types of progress with another partner in the EU. We will continue to explore high-value use cases outside of automotive to capture new growth opportunities for Apollo. In closing, I'm incredibly pleased with our accomplishments in 2024, achieving technological and strategic advancements with Apollo while successfully raising capital to bolster our financial foundation. Through our capital light model and discipline execution of cash reduction initiatives, AI has the lowest cash burn rate in the industry, providing a remarkable level of resilience for our business. Heading into 2025, we are well positioned to meet demands from OEMs which view LiDAR as essential to the future success of their roadmap. With that, I will turn the call over to Connor to provide more color on our financial performance.

Thanks, Matt. In the fourth quarter, we continued to build on strong operational momentum that defined our performance throughout 2024. Our disciplined approach to cost management allowed us to outperform our cash burn guidance for both the quarter and the full year. At the same time, we strengthened key strategic partnerships that are expanding our market opportunities and positioning us for long-term growth. A clear highlight this year has been our success in raising capital. We ended the fourth quarter of 2024 with $22.3 million in cash, cash equivalents, and marketable securities. Moreover, we successfully leveraged market enthusiasm for our technology to raise an additional $12.7 million thus far in 2025. Based on current forecasts, this extends our runway to mid-2026, as Matt noted. To put this in perspective, since the beginning of the fourth quarter of 2024, we raised approximately $18 million, which represents nearly a full year of runway at our current cash burn rate. Our strong balance sheet and liquidity should give us ample runway to reach high-volume production for Apollo and weather delays in automotive OEM quoting activities. Our manufacturing line with our Tier 1 partner is already ramping up and on track to deliver B-samples in the first quarter of 2025. We are heartened by the increased interest that we are seeing for Apollo, underscored by the success of our U.S. launch at CES. Apollo's distinct advantages in range and performance, combined with its competitive low-cost form factor, are attracting attention from customers across multiple sectors, including security, rail, and intelligent transportation systems. We are hearing from many OEMs that lidar technology is essential to their platforms, and the enthusiasm we are seeing from industry leaders further validates Apollo's potential as a game-changing technology. Additionally, our evolving partnership with NVIDIA is unlocking new opportunities with automotive OEMs and is supporting our path to commercialization in the automotive sector. I'd like to address our differentiated capital-like model of slide A's. As you can see, we have very low cash burn and operating expenses compared to our peers, and I am pleased to report that we have reduced our net cash burn for the seventh consecutive quarter. Excluding new net financing of $4.6 million, our cash burn for the fourth quarter was $4.8 million, down from $5.6 million in the third quarter, and beating our guidance of $4.9 million. Now turning to our fourth quarter's financial results on slide nine. Fourth quarter's gap operating expenses were $9 million, up sequentially from $7.6 million in the third quarter of 2024. This was primarily due to higher one-time payroll costs and increased rent expenses, resulting from a favorable non-cash adjustment in the prior quarter. These increases were partially offset by lower professional fees. Fourth quarter's non-gap operating expenses were $6.8 million, up sequentially from $6.1 million in the prior quarter, due primarily to higher one-time payroll costs, which were partially offset by lower professional fees. We reported a gap net loss of $8.5 million, our 93 cents per share in the fourth quarter, versus a gap net loss of $8.7 million, our $1.01 per share in the third quarter of 2024, beating our internal expectations for the quarter. The decrease in gap net loss is mainly due to lower financing related costs in the fourth quarter, which were partially offset by the higher payroll and rent related drivers as noted above. On a non-gap basis, our net loss was $6.3 million, or 69 cents per share in the fourth quarter, compared to a non-gap net loss of $6 or 70 cents per share in the prior quarter. Net cash used for operating activities decreased to $4.8 million in the fourth quarter, from $5.4 million in the third quarter of 2024. Again, we closed the fourth quarter with $22.3 million of cash, cash equivalents, and marketable securities, including capital raised subsequent to the close of the quarter. Our total potential liquidity, which includes cash on hand and our ELOC and ATM facilities, is approximately $80 million. Turning to our guidance on slide 10, we expect cash burn for the full year 2025 to be $25 million, slightly up versus 2024, primarily due to increased investments required to ramp Apollo to high volume production. We also expect a sequential increase in costs in the first quarter related to seasonal factors such as one-time payroll related costs. After the first quarter, we expect cash burn to improve each quarter for the remainder 2025. Overall, we are encouraged by our performance in 2024 with a strong balance sheet, industry leading technology, and an extended cash runaway. We are well positioned for sustained growth in 2025 and beyond. With that, I'll pass it back to Matt to wrap things up.

Thanks, Connor.

After a transformational year marked by incredible progress across the business, we are unwavering in our commitment to innovation, execution, and financial discipline. With Apollo's successful market entry and our extended cash runways, we are well positioned for future growth. I'm incredibly proud of the AI team and their commitment to improving road safety and saving lives. Thank you for your time today. We appreciate your continued support and confidence in our vision. We'll now open the call for questions.

At this time, I would like to remind everyone that in order to ask the question, press star then the number one on your telephone keypad. We will pause for just a moment to compile the Q&A roster. Okay, so your first question comes from the line of Brian Kingsler with Alliance Global Partners. Please go ahead.

Hi, this is Kevin for Brian. Thanks for taking our questions. Could you speak a little bit more about the non-automotive opportunities that that AI is exploring?

Sure. Hey, Kevin. This is Matt. And thanks for joining us. Today, it's great to have you on the call, first of all. Absolutely. Just to put things in context here, when we talk about Apollo, this is really a next generation LiDAR solution from both a market perspective and also from an AI perspective as well. So, what we talked about on the call, two things. Number one, it's got incredible range and able to detect objects of very high resolution. And second, the form factor, which is also important for automotive, is incredibly small. I mean, if you look at the data, it's very similar profile to my cell phone. So, why has it sparked so much interest on the non-automotive side? Well, if you think about, if you read some of the news today, for example, relating to safety and security, seeing very far in poor lighting conditions, and high resolution allows us to detect very small objects, for example. So, security, perimeter security, safety at airports, where it's important to see whether there's something that doesn't belong in a particular area because of Apollo's performance, first and foremost, it's been incredibly popular in that space. And since what we're about seven weeks, six weeks out of CES, we've had so much interest there. We're on the ground now testing with this particular type of use case, China, US, and Europe, things are happening very, very quickly in that area. Last but not least, Apollo's a very unifying product for us. It's a set of hardware that works both in automotive and non-automotive because of our software-defined lighter. We just need to program it differently in each case. And we've been able to get out there and react very quickly, get out there in the field across three continents in only six weeks' time.

Great. Thanks. And just one more. Does greater liquidity give you more confidence in meeting OEM financial due diligence requirements?

Hey, Kevin. This is Connor. I'll take that one. Actually, I'm glad you asked the question because this is fresh in myself and Matt's head right now because we recently went through this process with an OEM. And it does for sure. It's part of that process. We walk the OEM through our projections, also through our liquidity. And that was an important factor in just getting them comfortable that we would have the resources ultimately to get Apollo to high volume production. And obviously, as part of that, liquidity is a major thing. And as I alluded to on Nicole earlier, we have 30 million right now in cash and cash equivalents, and then obviously another 50 million in equity instruments. And that's obviously an important contributing factor to getting OEMs comfortable that we have the runway to get there. I think the other part to that is just our cost structure and our capital light model. And it's just a matter of fact that because of our low capital burn rate, every dollar that we raise, we're able to stretch further. And that's obviously really important in this kind of environment, especially the macro environment where you have high interest rates and it's hard to raise capital. And then obviously just giving some of the challenging environments in the automotive industry right now with timelines pushing out, it's really important to have that light capital runway to be able to stretch out your runway and ultimately roll in line with the same pace that the OEMs are setting. And just a testament to that is if you look at last year, we've been able to operate very leanly. We brought Apollo to market in less than six months and we've kept the burn rate below 25 million. So we're out there executing at a very, very low burn rate. And I think that's an important thing to take into consideration.

Great. Thank you.

Thanks, Kevin.

Your next question comes from the line of Casey Ryan with West Park Capital. Please go ahead.

Good afternoon, gentlemen. Good progress in the quarter. So congratulations on that. I had a couple of questions. A lot of times we're talking about high volume and low volume. Are you able to frame what high volume means? I think other companies have framed it certain ways, but is there a number that we say, oh, high volume means north of 10,000 or north of 1,000 or some level that we can sort of imagine in our minds?

Hey, great. Definitely appreciate the question. Let me start on this one. Let's put it in context. First of all, I'm the only CEO in the lighter space that's come from the automotive industry. So let's talk about that first because I think that sort of overshadows the overall volume conversation. But look, what we have going on in the market today, outside of China, let's put China aside for the moment, we have what would be described in automotive terms is a handful of development programs that are happening out there. It's low volume, meaning in the thousands, maybe there's hundreds of vehicles or maybe a couple of thousand vehicles out there actually running around the roads today. And this transition to high volume, if you will, means that an OEM will come and issue what's called an RFQ or a request for a quote or what we're calling a mass production, series production vehicle award, which generally starts in the tens of thousands of units and quickly ramps up above 100,000 per year, let's say. We haven't seen any of those in the US or Europe yet. And this is where you're going to see us come out of the gate as a company because we work with a tier one that knows how to and has experience, repeated experience of delivering 100,000 or more units in a given year. That's a very specialized expertise that comes over many years of practice experience and school of hard knocks learning. I can assure you when it comes time for those RFQs and those automotive production contracts to come out, you're going to see us with a massive advantage because we work with a tier one that knows how to operate at that level. And the OEMs will take that factor into account on the purchasing and supply chain side very, very seriously, no matter how good you are technically, the ability to produce in 100,000 quantities or more on an annual basis is absolutely make or break in automotive. And you're going to see a shine when we get to that point. Thanks for working model. We join at the hip with a tier one that knows how to do this already.

And just to add to what Matt said, I think the other important point is our product was built with manufacturability in mind. So if you think about all the components that are used in the product, we built that product thinking about high volume production. And then the other thing is not everybody can work with a tier one. There's a diligence process that has to happen upfront. And the tier one knows that you can scale to the millions of units. And that's why I think that's a validation point or an endorsement in itself that we've been able to work and form a partnership with a tier one.

Yeah. Connor's referring to the three plus years spent with continental building our supply chain.

Yep. Right. Okay. Terrific. Well, and then focusing on automotive some more. What you see in the market as far as people putting out bids and looking for partners for this solution, what's your perception about the level of vehicle? Are they two plus? Are they actually three plus? What's the mix there? Because it doesn't feel like well, it certainly doesn't feel like we have any four or five actually happening, right? I guess outside of maybe the way or something like that. But what's your sense about where their appetite is in terms of capabilities to put into the cars?

Right. Yeah. Yeah. So what we're seeing pretty broadly, we know there's one EV maker out there that hasn't spoken kindly about LightArk over the last year or so, but let's put that one OEM aside. We're involved with several. We mentioned this last quarter and every one of them has a level three program on the roadmap, which includes LightArk. And there's been a mix of OEMs that have said so publicly over the last two months and some that have just said so indirectly, if you will, that they're committed to eyes-off, hands-free and eyes-free driving, which really speaks to level three. That's the sweet spot that we're seeing. One other part of this is NVIDIA. They have this platform called Iperion, which is tied to a number of OEMs. In fact, we perform incredibly well there. This is all situation driving, the key missing point for the car generation lighters to see at 300 meters, which covers high-speed driving. This is where NVIDIA is focusing and necessarily they've been vocal about this as well, and we've been using them as a proxy for what OEMs are demanding in terms of their next solution. Level three is really the sweet spot here, and we're engaged with several OEMs on this topic, and each one of them has a level three program on their roadmap, which includes lidar.

Okay, terrific. Tell me where you see opportunities or maybe not, and this is trend-wise, right? I know we're not talking about specifics, but outside of consumer auto, talking about trucking and maybe throw a robotaxi in there, but also vans and bigger vehicles. Do those offer exciting opportunities or are they less interesting because of potential unit size in terms of those markets? I guess, how much effort are you putting into personal car markets, I guess?

Right. I think the best way to look at it is that we're open and highly applicable across all of these markets. Trucking and buses, for example, you've mentioned, that's a lot of weight to slow down. They're going to have to break earlier than a passenger car would, so seeing very far and a great distance is very important for a heavyweight vehicle, especially one that's operating on the highway. We'll call it the robotaxi domain. You see a lot of expansion out there, so a product like Apollo will be very applicable in that space as well. We haven't combined ourselves to just that passenger vehicle market, if you will, and as I mentioned earlier, the device is very software adjustable. We're running what-if scenarios from one OEM to the next and giving them turnaround times and proof of concept and software in a few days or a week or a week and a half, in many cases. We're able to move very quickly in that regard. We're certainly open to all markets.

Okay. Then two last questions. I know I'm taking a lot of your valuable time and I appreciate it. What do you think for passenger cars the unit count is? I think for level two, oftentimes where there is lidar, it's one sensor per car. I think the work on the street is a Waymo F6. Something between one and six should be the average, but with your solution, maybe we don't need as many. I'm curious what you think your average per vehicle count might be in terms of a total cost or total revenue opportunity, I guess, per vehicle.

Yeah. Well, look, I think as you already know, the different markets or the different segments, if you will, have wildly different volumes. Say, robo-taxis at one end, which may have multiple lidars per vehicle versus passenger vehicles that may have fewer lidars per vehicle but have significantly greater volumes. I'll tell you this. While we hunt in all the spaces, what we're really shining is on that long-distance highway driving. I'll tell you in the passenger vehicle space, it's a hot topic right now with the OEMs competing to roll out a level three driving service. Typically, you might see one or two lidars in those kind of vehicles, but the volumes are much, much higher than, say, in the robo-taxi. Let me tell you why it's interesting for us because one of the things we rolled out and mentioned in the call earlier is the fact that Apollo is operating at 300 meters inside the cabin of the vehicle. Because it's so small, it tucks right up into the sensor farm up near the top of the windshield and greatly decreases the vehicle complexity. You don't have to design a special roof for a car with lidar in it. The problem has been that the glass knocks down the range. Because of our unique technology in this regard, especially our 1550 nanometer laser technology, we have the opportunity to make the vehicle design a lot simpler. You don't have to worry about cleaning, for example, and keeping the front lens of the lidar clean. We're seeing a tremendous pull on passenger vehicle size. Lower per car, incredibly higher volumes.

Right, which is terrific. That's really helpful, I think, refining and for us who are trying to follow you and the overall market. One last question just about cash spend a little bit. The R&D number, I think, if I wrote this down correctly, is somewhere $4 million plus in the quarter. That's not all cash. I'm wondering if you can talk about what the cash spend in R&D is roughly and if you expect it to be the same. Then kind of where the R&D goes in terms of direction. Is it just Apollo support or are we looking at maybe building other technologies that may be needed or asked for by partners down the road?

Yeah, so I'll answer the first part of the question right now. I would say in general for the fourth quarter, R&D is probably roughly about half of our spend. If we're thinking about cash versus expense, the cash is probably going to be slightly higher in Q1 just because there's a timing issue. We had some bonuses and we kind of alluded to this on the earnings call. Those will be paid in the first quarter, but that's just a one-time item. A normalized spend that we're talking about is roughly probably about 50 percent of the overall OPEX number. I'll

take the question on future spend briefly. We've got a good hard quarter here ramping our B samples. This is series production quoting for automotive, so it's a big focus for us. But we're seeing more and more of our engineering going towards customer enabling and integration. Right now we're still heavily weighted on Apollo -to-market activities. We are starting to look at what's next. For example, Nvidia is challenging us in this area to think about what the next step is. But the biggest shift we're seeing is in -to-market activities and integration work on the customer side.

Right. Okay. Okay. And then, not to be too greedy, I'll ask one last question. You seem to be much more geographically fluid, meaning you sort of are pursuing activity in China, the US obviously, and Europe, whereas it feels like a lot of vendors are sort of regionalized for some reason. You know, tell me if that perception is accurate that you guys do feel like you're more, you know, sort of welcome and have opportunities across, you know, most of the significant regions. Whereas, you know, some vendors don't seem to be participating in China, right, and vice versa. Some Chinese vendors don't seem to be participating over in the US.

Yeah, I think that is a great observation. Our core philosophy is to expand and scale partnerships. It starts with our tier one manufacturing partnership. Who, by the way, has a global footprint. We can do manufacturing in Texas or Mexico or in Taiwan, for example. And our partnership with ATI and Light Tecton gives us local manufacturing in China. So number one, the manufacturing partner is critical. And we felt like with one global partner and with one partner in China, that covers a lot. By the way, the global partner also has manufacturing capability in Germany as well. And then the second piece is boots on the ground, right. When there are engineering problems, software upgrades, and things like that that are needed. Again, we've got partners in region that are in this with us, which allow us to feel like we have a lot longer legs, right, and can stretch across the globe. So the answer is yes. And we do it by working through partnerships and not trying to do everything ourselves.

Okay, terrific. That's helpful. Thank you for the time. It's an exciting start to the year. And we look forward to following you as you go through the year. Thank you.

Thanks, Casey. Thanks, Casey. Take care.

Your next question comes from the line of Jesse Sobelson with DeBerol Capital. Please go ahead.

Hey, everyone. Thanks for taking my question. Congrats on the approval with Hyperion and NVIDIA. Sounds really exciting. One thing I'm curious on is with multiple competitors in the space, all talking with OEMs, there's a lot of variability in what's the total lidar solution package going to cost, right. So there's been a lot of historical contention on what the pricing per unit could be anywhere from as little as $100 to over maybe $1,000 per unit. Where in these negotiations with the OEMs do you see pricing landing in the near and medium term?

Yeah, I want to be careful not to speak for the OEMs in this regard, but, you know, typically, again, we're talking about next generation lidar, okay, which means that it has to be performing because next generation, the pattern that we're seeing is at speed driving on the highway. That kind of rules out the $100 device, let's just say, because it's not going to have the performance that's needed to function on the highway, okay. We're going to have to, what we're seeing is a very consistent message about being well below $1,000. Sales price, not our cost, but the sales price. And, you know, again, it's going to depend on the volumes, right. The OEMs, if they're looking at lower volumes, they may give a bit on the pricing. You know, at scale, when you're looking at this many vehicle lines across many OEMs, you know, it's going to have to be selling for $500 or in that range. And the fact that we're partnered with, you know, multi-billion Tier 1 that has incredible supply chain leverage, and we think we're going to be unbelievably competitive price-wise in this space because of that supply chain leverage. We've got a great architecture that's inherently lower cost, but partner that with, you know, an $8 billion Tier 1 that can command premium reductions on components because they're placing orders for other product lines and things like this. We're going to be tough to beat.

Well, great. That's good to understand a little bit further. And then the other thing on the timing from ramp of the Apollo B shipments today to any commercialization with, you know, personal auto models in the future and what the materiality would be that you're expecting on like a timing basis.

Yeah,

we haven't given out

long-term guidance typically. So, you know, I think that's something to stay tuned on. So I don't think we're prepared to go into that right now.

I think what I can say is, you know, the automotive development cycle is once there's a contract order is two to three years.

Okay. Great. All right. Thank you for taking my questions and congrats on your quarter.

Thanks for joining us, Jesse. Take care. And

that concludes our Q&A session for today. I will now turn the call over back to AI CEO, Matt Fish. Please go ahead.

Great. Thank you, Operator. Thank you all again for joining our call today. We look forward to providing further updates on our progress in our first quarter call. Have a great day. Thank you.

Ladies and gentlemen, that concludes today's call. Thank you for joining us. You may now disconnect. Have a nice day, everyone.