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spk00: good afternoon and thank you for joining us to discuss falcon store software's q2 2022 earnings todd brooks falcon store's chief executive officer and vincent sita chief financial officer will discuss the company's results and activities and will then open the call to your questions the company would like to advise all participants that today's discussion may contain what some consider forward-looking statements These forward-looking statements involve risks and uncertainties that could cause actual results to differ materially from the forward-looking statements. These risks and uncertainties are discussed in Falcon Storage reports on Forms 10-K, 10-Q, and other reports filed with the Securities and Exchange Commission and in the company's press release issued today. During today's call, there will be discussions that include non-GAAP results. A reconciliation of the non-GAAP results to GAAP has been posted on Falcon Store's website at www.falconstore.com under Investor Relations. After the close of business today, Falcon Store released its Q2 2022 earnings. Copies of the earnings release and supplemental financial information are available on Falcon Store's website at www.falconstore.com. I'm now pleased to turn the call over to Todd Brooks.
spk03: All right. Well, thank you, Clark. Appreciate that. And I'd like to thank each and every one of you for taking your time to participate in our call today. Q2 was certainly an important quarter for Falcon Store as we finalized our new relationship with IBM and launched sales of our joint solutions together. And we are very pleased by the progress that we're making and the market that we serve and the value that our solutions deliver to our customers every single day. We are a trusted data protection innovator with well over a thousand end user customers and then over an exabyte of data under management. We enable the world's most demanding maintenance service providers and enterprises to modernize their data backup operations for the hybrid cloud world, protecting data across on-premise data centers and public cloud environments. Migration to the cloud, data center rationalization, and increased leverage of outsourced managed services are absolutely top priorities for enterprise CIOs and are fundamental macro shifts to which FalconStore technology and market experience are well aligned our solutions deliver increased data security and provide for quick data recovery including recovery from ransomware and our solutions accomplish these while driving down long-term data storage footprints by up to 95 percent for fiscal year 2022 We implemented four key strategic initiatives as we continued our work to reinvent FalconStor. The first initiative was to generate consistent growth by expanding our industry leading long-term data retention and recovery product line, and by creating new, flexible and extensible data protection innovations that we believe will drive recurring revenue growth over the next decade number two on sharpening our commercial and r d focus related to our business continuity driven data replication products to ensure that we are focused on those use cases which are most important to our largest strategic enterprise customers third then on beginning to generate growth via m a and then fourth on delivering consistent profitability. So we are excited, as I mentioned earlier, about our growth markets, especially as they relate to hybrid cloud and to managed services. And we're excited about these growth markets because of their ability to drive significant recurring revenue growth as we go forward with FalconStor. Data protection as a service, hybrid cloud and managed IT services are growing quickly and are clear reflections of macro shifts in our industry to which Falcon Store technology and experience are well aligned. In fact, the data protection as a service market is predicted to grow by 31% annually to $104 billion in 2027. The worldwide hybrid cloud market is predicted to grow by 20% annually to $204 billion in 2027. And finally, the managed IT services market is predicted to grow by 8% annually to $355 billion in 2026. So our go-to-market focus on managed service providers and on hybrid cloud partners like IBM will be key drivers for falcon store to generate recurring revenue growth over the next several years to that point i've mentioned ibm a couple times already but we were thrilled back in mid-may in q2 to have entered into our new hybrid cloud reseller agreement with ibm and that agreement through that agreement we're going to provide several new joint solutions which combine Falcon Store software with IBM's cloud object storage and IBM Power Virtual Server cloud infrastructure. And now that we've ended Q2, we're even more thrilled to report that our early sales have already started as we've secured several new customers with IBM throughout the back half of Q2. Our new joint solutions migrate and optimize data protection in the IBM Power Cloud. And these solutions include, first, a cloud-native backup solution where enterprises running their applications in the IBM Power Virtual Server Cloud can now utilize FalconStore to securely and efficiently backup to IBM Cloud object storage. The second solution, then, is a cloud migration solution. And this is for enterprises needing to migrate their existing on-premises power applications to the IBM PowerVS Cloud. Falcon Store's StoreSafe technology takes a secure snapshot of these on-premise applications and they restore them inside of the IBM Cloud, maximizing application availability and security. Third, then, is an advanced hybrid cloud backup solution for MSPs, or main and service providers, looking to use the cloud for a secure air-gapped off-site location. Falcon Store and IBM deliver an on-premises virtual tape library solution with a cloud instance for secure and encrypted off-site backups. So this new partnership with IBM is clearly a material step forward for us, and it should be a significant contributor to our 2022 strategic goal to significantly increase hypercloud recurring revenue. So let's move on now to some highlights and some key points from our Q2 results. First, as we make the strategic shift from perpetual to recurring revenue, We continue to deliver annual recurring revenue increase, or ARR, during the quarter with a 4.2% year-over-year increase. We expect, though, this ARR growth rate to accelerate further in the coming quarters as additional sales come online with IBM. Second then, at the end of Q2, ARR represented 66.8% of our total GAAP revenue. And while this percentage is probably going to vary a bit quarter in and quarter out the percentage of our total revenue, we do expect that that will increase as a percent of our total revenue over time. Next, then, as we make the shift to recurring revenue, growing total GAAP revenue in the short term, um is clearly an important goal but at this time quarterly gap total revenue growth consistency continues to be our biggest focus area and challenge and you can see that we've you know we've only grown total gap revenue and here again this is all revenue together not just recurring um but we've only grown total gap revenue in one of the last five quarters so we've got a lot of work to do there but that we've got, we're certainly going in the right direction. Next then in fact, when we look at the total gap revenue that decreased in Q2 by 27%, most of this is actually caused by, and you can see at that last line, a reduction in non-recurring revenue, especially as compared to like four or five quarters ago, So here again, like I said, we've got work to do for total revenue, but are very excited by the growth that we're now beginning to see in our ARR. All right, when we look next at expenses, you know, we continually tightly manage our quarterly operating expenses to better align with our current quarterly revenue level. Q2 gap operating expenses decreased actually to 2.5 million, which represented a year-over-year decrease of 17%, and a quarter-over-quarter, so from Q1 to Q2, of a 9% decrease. And so we continue to work hard on managing those and finding ways that we can be more efficient with our operating expenses, and we'll continue to do that in Q3 and in Q4. Finally, due to our decrease in total gap revenue, we incurred a $0.9 million gap in net loss during the quarter. So we've got work to do mainly here again on the top line total gap revenue area to maintain that level as we continue to build our recurring revenue. All right, at this point, I'm gonna turn it over to Vince and he's gonna give us a more detailed view of our Q2 financial results. Mitch?
spk02: Thanks, Todd. So if we look at the income statement summary on slide nine, this summarizes the quarter versus previous quarter and Q2 versus Q2 of last year. So our revenues for Q2, as mentioned, we were in total 2.4 million versus 2 million in Q1 of this year. and versus 3.3 million in Q2 2021. Gross profit was 2 million compared to 1.6 in previous quarter and 2.8 in Q2 of previous year. Total operating expenses, as Todd highlighted, overall expenses did drop this quarter over prior quarters, so 2.5 in total operating expenses versus 2.7 in Q1 of this year. versus 3 million in Q2 2021. So that's a 9% drop quarter over quarter Q2 over Q1 and 17% drop over prior year same period. We incurred an operating loss of 0.5 million in Q2 versus an operating loss of 1.1 million in Q1 and compared to a net operating loss of 183,000 in Q2 2021, At the net income level, Q2 generated a net loss of 0.9 million versus a net loss of 1.1 million in previous quarter and a net loss of 0.4 million in Q2 of prior year. If we move on to the balance sheet, we look at some key figures. We ended the quarter with a cash balance of 1.8 million compared to 3.4 million on March 31st 2022 and compared to 3.7 million when we look at June 30th 2021. Therefore a decrease of 1.6 from Q1 2022 and a decrease of 1.9 million over Q2 2021. Looking at networking capital cash so We excluded this contract assets and deferred revenues, but we do include the redemption value of our terms notes. We ended at $0.7 million, a decline of $1.1 million from Q2 2022, and a decline of $2.2 million from Q2 2021. We closed the quarter with $1.7 million in accounts receivable. This is the gross of any reserves. accounts payable and accrued expenses of 1.6 million, deferred revenues of 5 million. If we move to the next slide, so given our Q1 and Q2 results, we are reducing and revising our full year 2022 guidance. The revised guidance does reflect continued sequential quarterly GAAP total revenue growth and GAAP net income positive results in Q3 and Q4 2022. So our revised guidance calls for total revenues in the range of 10 to 12 million, adjusted EBITDA of minus 0.5 million to 1.2 million, and net income of minus 1.8 million to minus 0.5 million. Todd, I'm going to turn it back to you for some final comments.
spk03: Yeah, thank you, Vince. One thing I want to point out, we're going to be very intentional, especially over the next several quarters as we continue to build our annual recurring revenue with our new relationships to show how the quarter-over-quarter trends are going because we feel like we have finally gotten ourselves to a point to where we can begin to grow total revenue even as we're growing our, because we've gotten our ARR to a level now to where we think we can begin growing total gap of revenue quarter in and quarter out. We look at our pipeline that we have now for Q3, we look at our pipeline that we have now for Q4, and we believe that over the next couple of quarters, we're actually going to be able to see growth on each one of these dimensions and so we'll be sure in our earnings calls to follow that trend and show how quarter over quarters are going because it is important that we look at that uh very tightly and and then show how we're doing against that against those metrics so with that um let me pause and clark turn it back over to you to see if there's any questions
spk00: Yeah, thanks, Todd. If anyone has any questions, they could just type them in the little questions pane. And if you can't see that, you may see this right arrow, sort of big in a red rectangle off to the right. If you click on that, then you ought to be able to open up the questions pane and type a question in, which point I see a question, I'll just share it with Todd and Vince. we'll get you an answer to it.
spk01: Not seeing any yet.
spk00: Okay. Well, and I'm looking to see if there's any hands raised. I'm not seeing that either. Todd, I think I'm going to pass it back to you for final comments.
spk03: All right. Well, thanks again, everybody, for your time. And as Vince and I both mentioned during the call, we're super excited about what we've been able to do, especially with our relationship with IBM and where that's going and just kind of how that started. So we'll be very excited to get back together here again in 90 days or so to tell you how we're doing. But thanks for your time once again. and for your investment and your interest in Falcon Store. Thank you.
spk02: Thank you, everyone.
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