OneSoft Solutions Inc.

good morning and thank you for joining us for one soft solutions financial conference call to discuss its financial results for the third quarter of fiscal year 2023 ending september 30th 2023 on the call today we have one soft ceo dave kushneruk cfo paul johnston and president and ceo brand brandon taylor as a reminder All participants are in listen-only mode and the conference is being recorded. Before management discusses the results, I would like to remind everyone that certain statements in this call may be forward-looking in nature. These include statements involving known and unknown risks, uncertainties, and other factors that could cause actual results to differ materially from those expressed or implied in our forward-looking statements. For caveats about forward-looking statements and risk factors, please see OneSoft's MD&A for the quarter ended September 30th, 2023, and for the fiscal year ended December 31st, 2022, which can be accessed on the company's profile at CDAR Plus and on the company's website. I will now pass the call over to OneSoft CEO, Dave Krishnarik. Please go ahead.

Good morning and welcome to everyone on the call. I'm Dwayne Krishnarik, OneSoft CEO. So this is our second financial results conference call. And we're assuming that most attendees are familiar with our company. But to explain a little bit about what we do, in general, we provide software as a service or SAS solution that ingests, correlates and analyzes big data. We use cloud computing and machine learning to do this. And this helps pipeline operators to predict when and where oil and gas pipeline failures might occur. It allows these operators to optimize their integrity management and automates many of the functions that they must carry out to manage and maintain their pipeline assets, including regulatory compliance. For those listeners who want to better understand our history and progress to date, please view our last conference call, the link for which is accessible on www.onesoft.ca website. So you click on investor heading, then AGM and financial info, then Q2 earnings call. I have just a few remarks before Paul Johnston, our CFO, reviews financial information, which will be followed by Brandon Taylor, our president and COO, who will discuss operational highlights during the quarter and subsequent to the quarter's end. We'll then wrap up the call by addressing investor questions. The third quarter of fiscal 2023, ending September 30th, progressed essentially in accordance with our expectations. Some highlights from the quarter include revenue continued to increase quarter over quarter and year over year by 33% and 59% respectively over their comparative periods. And this came about as a result of addition of new customers, the acquisition of IAM operations last year, and as our customers loaded more data and increased their consumption of our solutions. One of the notable highlights this quarter was we posted a profit in Q3 for the first time since fiscal 2018. We were profitable that year, but decided to increase R&D and other spending since then to increase our competitive moat, to invest in new revenue opportunities by developing new functionality that our customers were requesting. So these activities caused expenses to exceed revenues as we progressed our business and technology roadmaps. We are very encouraged that this strategy is working as planned. It's now delivering 50% year-over-year revenue growth and attracting new customers who have interest in the whole pipeline integrity solution we're building out. This also serves to lock in customer loyalty over multiple years into the future. Paul will review details regarding the year-to-date progress of the guidance we published at the beginning of this year, and I'm pleased to report that we expect to achieve the fiscal 2023 guidance in all material respects, even considering that we decided to further increase our development expenses mid-year. Our solution is becoming more and more entrenched as the new industry standard and we are not yet encountering competition from any other software vendor who is able to deliver a cloud SaaS application to compete with our cognitive integrity management or SIM platform. Our competition today continues to be legacy systems and processes, mostly built around Excel spreadsheets, and those simply cannot rival the data management and analytics that SIM provides. legacy systems do not address where the industry is going which is heading towards more sophisticated data capture management and analytics and the compilation of the large data lakes that will be required to advance machine learning and ai for the industry from corporate and business development perspectives We are continuing to seek new relationships that can help us to engage and support customers outside the USA, as well as other scenarios that can accelerate our market capture and revenue growth. And I'm happy to announce that we are reiterating our full year guidance, which we provided. With this, In introduction, I would now like to pass the call to Paul Johnston, CFO, to review the company's Q3 2023 financial information.

Paul? Thank you, Duane. I'm Paul Johnston. I will present the financial results for the periods ending September 30th, 2023. I remind you that all figures reported are in Canadian dollars. Before highlighting the specific details of the quarterly financials, I first want to start by highlighting the progress OneSoft has made in growing revenues over the past seven years. This chart illustrates Q3 2023 was another solid quarter with revenue up sequentially and year over year. We're extremely proud that our SIM solution and IM operations have produced a compound annual growth rate of 43.9% over the last approximately seven years, and by 55% in fiscal 2022 over fiscal 2021. In Q3, revenue was 2.8 million and it increased by 685,000 or 32.9% over Q3 2022. The increase was driven by adding new SIM customers and by customers expanding their use of SIM by $753,000 while IM operations revenue declined to $68,000. Gross profit increased by 590,000, or 38.3%. The increase was due to the higher sales volume and the moderation of direct costs, which allowed the gross margin to increase to 76.9% from 73.9%. Operating costs, net of costs capitalized, increased by 106,000, The company has increased the number of staff since September 2022, and wage increases have been selectively granted. Marketing expenses were at the same level as in Q3 2022. General and administrative expense costs moderated by $43,000. In this quarter last year, the company incurred legal fees for the IM Operations Group acquisitions, and it was also conducting a legal action against the party who had breached a software license use agreement. The acquisition was completed last year, and the legal action successfully concluded in Q1 this year. As neither of these expenses repeated in this quarter this year, these costs declined, and the savings were partially offset by higher accruals for insurance, annual audit, and higher annual fees paid to securities commissions. Software development costs declined in the quarter as new product development slowed due to the completion of internal corrosion and lateral crack management per year this year, and due to staff being highly engaged with functionality requirements requested by existing customers and the implementation of SIM with a large new customer. Other expenses increased $65,000. Amortization of software development costs increased An income from the Alberta Provincial Innovation Employment Grant, which is like a SRED grant, and foreign exchange decreased. Due to the much higher sales revenue and gross profit and only moderate increases in expenses and other expense, the company generated net income of $118,000. This was an improvement of $419,000 over the net loss of $300,000 recorded in Q3 2022. I now direct my remarks to the financial results for the nine months ended September 30th, 2023. Revenue increased by 59% or 2.8 million from 4.7 million in this period last year to 7.5 million this year. The addition of new customers and greater use of SIM by existing customers generated 2 million of the increase. Revenue from the IM operations increased by $767,000 due to it being acquired on June 30th, 2022, resulting in three months of revenue being included in this period last year and nine months of revenue being included in the period this year. Those profit increased by 67% to $5.6 million from $3.3 million this period last year, Driven by the higher sales volume and proportionally reduced direct costs, the gross margin rose to 74.7% of sales from 71.2% last year. Operating expenses increased by $815,000, or 15.8%. Salaries and employee benefits were higher due to an increase in staff complement, salary increases, and higher accruals for year-end incentives. Marketing expenses increased due to more production trials and benefit analyses being conducted, and higher sales travel expense promoting our products to potential customers. Higher accruals for professional fees for the annual audit and related issues caused G&A expense to rise. Expenses capitalized as software development decreased by $143,000 in 2023, as staff were engaged developing software enhancements for existing customers, implementing a large new customer, and that two new products having completed their development in earlier periods. The net loss decreased by 53.5% to $1.1 million from $2.3 million in this period last year. The higher sales revenue and gross margin were the primary factors causing the reduction in the net loss. Looking at our statement of financial position, cash was $4.3 million at period end. The signing of new accounts and renewal of SIM contracts caused accounts receivable to rise to $2.4 million. We wish to note that $2.3 million of trade receivables were collected in October 2023. The company's only debt was the acquisition price payable of $238,000 for IAM operations, as at September 30th, 2023. Working capital on September 30th, 2023 was $1,314,000 versus $1,429,000 as at December 31st, 2022. The customer believes its cash of 4.3 million and accounts receivable of 2.4 million and expected future cash receipts are sufficient to finance company operations and there will be no need to incur additional financing unless a special situation such as an acquisition or merger opportunity were to arise. Deferred revenue is an important source of financing for the company due to customers being required to pay the annual cost of their SIM contracts at the start of their contract fiscal year. This table shows that in the nine months ended September 30th, 2023, The company received $7.6 million in payments from its customers, which was $2.6 million higher than last year. 5.5 million of services were delivered in the same period, resulting in the deferred revenue balance being $2 million higher than as at December 31st, 2022. On this slide, we're showing our adjusted EBITDA or earnings before interest tax depreciation amortization and stock compensation expense. Some people use adjusted EBITDA as a proxy for a company's ability to generate cash. In Q3 2023, the company generated positive EBITDA of $308,000 as compared to negative EBITDA in the comparative period of $100,000. Year to date in 2023, the company's negative EBITDA was $274,000 an improvement of $1.3 million over the negative EBITDA in this period in 2022 of $1.6 million. We now move to reviewing the guidance we provided for our company in 2023. We presented guidance in January 2023 that revenue of $10.1 million would be realized in 2023, which is a 47% increase year over year. In September 2023, revenue of $7.5 million has been recorded, which is 74% of the guidance value. Given that the year is 75% complete, and considering our sales prospects, we believe the guidance will be achieved. Gross profit shows similar achievement in that 74% of the guidance value has been recorded. Lastly, our guidance for net loss was $1.3 million and the adjusted EBITDA loss would be negative $28,000. Management believes these values will be achieved. Please refer to our Q3 2023 interim financial statements and management discussion and analysis published on CDAR for more information. This concludes my overview of the financial results. I will now turn the meeting over to Brandon Taylor, President and COO of OneSoft, for operational remarks.

Thanks, Paul, and welcome, everyone. As Paul mentioned, I'm Brandon Taylor, the President and COO of OneSoft. I'd like to give everyone a general update on operations, repeat some that we did in Q2, but probably at a higher level. I would recommend that... For further details, look at our MD&A and previous quarter recording. But before we start that, I'd like to first kind of state that we had a very good quarter. And to sum it up, we feel the business is executing very well against our guidance, as Paul just covered. What we're showing here is one of the key metrics that we introduced and talked about in depth last quarter update was a key metric that we're using here at OneSoft to measure progress is the number of pipelines under subscription. And as a reminder, the U.S. has 2.7 million miles of oil and gas pipelines, of which about 660,000 are piggable, meaning that those miles of pipe accommodate what's called inline inspection tools that collect large numbers of data points as it goes down the pipe. that provides clues to the integrity of the pipeline. We now have over 135,000, which represents about 20% of the PIGable miles in the U.S., and these are under multi-year subscriptions with our customers. And we're in this PIG data, which is a pipeline inspection gauge. That's what generates this inline inspection data. It's ingested and managed by our SIM platform. These PIGable miles represent really the foundational data set for the initial functionality that we built in SIEM, and what's really resulted in the addition of our very first customers, and every customer uses as they onboard our solution. Since initially reporting our guidance in January, we added another reporting metric, and that's the number of pipeline miles operated by our customers in aggregate. This figure has increased substantially from 189,000 in June quarter to 261,000 in the September quarter. This increase came from the addition of a large customer and through acquisitions of other pipeline operators that our current customers made during Q3. They're in the process of onboarding those miles into SIEM currently. And the version of SIEM that they run today, just to be clear on that. 261,000 miles represents about 9.7 miles of the 2.7 miles of all oil and gas pipelines in the U.S. A consideration of total rather than just the piggable miles is kind of important because the new software modules that we're in process of developing, that Paul mentioned, that we've released, internal corrosion, includes not only just internal corrosion but the external corrosion modules that we're working on, risk management, CRAC, which released in Q4 of this year, and geo strain, bending strain. Those modules specifically increase our CAN beyond just the piggable miles to more segments of that 2.7 million miles of assets. And since we also signed multi-year agreements with multinational, these are Fortune 50, 100, Fortune 500 companies, We signed a very large multinational pipeline company that has over 70,000 miles of liquid and gas pipelines situated throughout Canada and U.S., of which approximately 25% is under SAS subscription. You'll notice that our average annualized revenue generated per mile over the nine months was consistent at approximately 136 Canadians. So we'll keep updating this chart as we go on quarterly updates. Also, I'd like to talk on this Crossing the Chasm, this is Jeffrey Moore's Crossing the Chasm model we talked about last time. These pipeline miles under multi-year agreements really support our belief that our solution are becoming the commanding leader in the industry. This really bodes well for the future revenue generation and opportunities for us to increase shareholder value And for those who follow the company closely, you'll recognize kind of the market position we are on this chart, which really corresponds to Jeffrey Moore's bowling pin alley. And we really translate these pins into internal corrosion, external corrosion, et cetera, which really set the stage for new technology adoption. And we explain that in quite detail in our NDNAs, so I'd recommend that you check those out. As we explained in the last quarter's report, our marketing sales transition that focused on the economic buyer and ROI of implementing our solution is seeing very positive results. We spent multi-years really putting in and we really continue to evolve and formalize this process. We're actively engaged in numerous what we call benefit analyses, which is take their current process, current state to future state with their solution. As part of that, it's really calculating our cost savings and financial ROI. And we're doing that with all prospects, both North American and international. And we really expect the result and addition of new customers. The sales transition has also helped us close that large customer in Q3. who really decided to implement SIM rather than pursue a kind of in-house development project. We continue to investigate not only just around these models, but into potential reseller and implementation partners during Q3, and those are particular for international regions that we feel is better served with local resources, specifically when you consider language and time zone challenges. And then regarding corporate development and business development, we attended several investor and shareholder meetings in the quarter and continue to explore relationships with third parties who can potentially assist us and to accelerate that revenue and business growth. The other thing I'd like to kind of wrap up here on is that we held our very first annual user group conference of the Microsoft Technology Center in Houston. In October, the event was attended by the capacity, and we actually oversold it by most of our customers in person, along with some who attended virtually. We were pleased to report the customer confidence of our solutions, our people, the technology, future roadmap is extremely high. We had zero negative feedback, and we asked multiple times and ways. and very encouraging signs that most customers intend to integrate the new modules that we're building under development into their operations. The user group, we formalized a new product steering committee who's comprised of director of integrity, VP-level individuals from our customer base who have buying authority for future technology adoption across multiple departments within each of these organizations. accounting for internal, external risk, et cetera. The steering committee will likely meet twice a year, and we believe this serves as an important qualifier regarding what new functionality we build as this approach greatly streamlines future sales efforts for these new modules. And finally, I'd really like to iterate our thoughts about AI. We talked about this in the last quarter call. As this has become an increasing interest to all stakeholders, We continue to evolve the machine learning capabilities as part of our technology development, continue to increase the data lake, which is necessary to evolve AI. We believe that OneSoft has one of, if probably not the largest collection of industry data that will support AI in the future. It's coupled with the capability of SEM platform to adjust and align really vendor agnostic data sets. regardless of really who collects that data, gives us quite a unique advantage to prevail in what we believe will be an upcoming AI technology race for the industry at some point in the future time. What OneSoft has already done in this regard is pretty unique. Our customers continue to work with us very closely to share their data to us that we can use to extract new learnings, best practices, and then push that out to all customers under what we call shared learning across our solutions. With that, I'd like to thank everybody for attending today's webinar, and I'll now hand it back to Duane to wrap up.

Thanks, Brandon. So looking ahead, we believe that OneSoft is very well positioned for continued success with no boulders on the hill that are evident today. We have a strong balance sheet and all the cash we need to execute our business plans as currently envisioned, and no debts other than the small amount that arose from the acquisition we completed last year. We have the leading solution in the market, Hallmark, Fortune 50, 100 and 500 customers who have strongly validated our solutions and a strong pipeline of potential new customers who we believe will adopt our solutions in future periods. With this, I'd like to thank everyone again for taking the time to tune in today for our conference and invite anyone with questions to raise them now. or by email at your convenience. I'll pass this call back to the operator to start the Q&A session.

Thank you. To submit a question, you can, through the webcast, you can use the bottom link in the corner of the Q&A. I will now hand the floor over to Sean Peacegood, who will moderate the Q&A session.

Great, thank you very much, and good morning, everybody, and thanks for the questions that have been coming in throughout the call. We already have a number, and they're still coming in, so please feel free to continue to submit, and we'll try to get to all of them. Starting with the first question, pipe miles generating revenue came in at $72,360 versus the full year guidance of $65,697, well ahead of the guidance. Can you explain what happened here? And do you anticipate growing this more in Q4?

Brandon, do you want to take that?

Sure, I can. Really, that number is not super in our control, just from the perspective that it's very variable from an existing customer that does an acquisition. It's really... How well are those acquisition systems miles where they could bulk load them all at once, or do they have to do it over multiple years? Our sales process as well, we have customers that are on maybe a legacy system or sales sheets where they want to bring it all in at the initial part of the implementation, or it may take them five years. So in the term of this quarter, we had a lot of our existing customers do acquisitions where they did do bulk load or an accelerated adoption of the miles into the solution, and hence the number went up from that perspective. But it's not something that OneSoft controls more so than our customers when they have time and resources and they have the systems in place to be able to bring that data in much more quickly is what kind of drives that number. That makes sense.

And following on to this, I mean, there's also a question here that came in independently. So with a large new customer and a number of acquisitions of operators by existing customers, you know, when do you anticipate log ingestion revenue from these customers to be realized? So I don't know if that was fully answered there, but definitely related, I would think.

Yeah, I'll just maybe jump in. When we provide our guidance here, we provide numbers that we can assess to the best of our ability. So what you're looking at in this quarter is obviously we're ahead of where we thought we might be. And that's okay. This is software running, so know we it's not like we have to hire a bunch more people to do this this is uh software takes that load and can take it at any speed that customers uh you know want to increase their consumption so um it's uh we do our best guess based on what we know but as brandon says we're not really in control a lot of things that a lot of factors that that drive um the speed at which these customers will upload their data for segments of their pipe.

Okay, moving on. You recognize material production trials revenue this quarter. Is this related to customers contracted for future potential customers? So I'm not sure if you can provide any detail around the production trial revenue.

This is Paul. I'll take that question. Production trials generally do not generate revenue. They're a production trial. We allow the customer to use the system. They load a small amount of data and gain confidence that our systems work, and that leads to the signing of contracts. So I trust that answers the question.

Post the quarter, you received nearly $2.3 million of your outstanding receivable, do you anticipate being free cash flow positive for the year? And then just tying into this another question, do you expect to be profitable on a quarterly basis from this point forward?

Again, this is Paul and with regards to being free cash positive, I think that was the question. Certainly we're striving to to achieve that by continuing to grow our revenues and not overly match that with increase in expenses. So certainly we're going in that direction. And I think the second question was, do we expect to be profitable in future quarters? And again, that's an important management objective, which we're trying very hard to achieve.

How come about half the subscription miles do not generate revenue? Do you anticipate making the guidance of 151,000 subscription miles?

As we said, we expect we're going to achieve the guidance figures in all material respects. We, you know, we just can't be any more explicit at this point. Let's just wait and see what happens with Q4. Okay, no more questions on that.

Exxon and Chevron acquired Pioneer and Hess respectively after Q3. Do they have a material midstream asset ILI logs that would be recovered by SIEM, that would be covered by SIEM? That's a comment you can make there.

I'm not sure that we can comment about any customers in particular. Brandon, you may want to speak generally to answer that question.

Yeah, we won't be able to speak specifically on customers and we really, to be honest with you, we've seen all of those announcements. The people that we work with, these customers, they haven't even started engaging any of those. There's a bunch of regulatory things for all of that to happen. So we won't know that until 2024 when they get final approval, and then they'll engage the integrity teams to start basically looking at the business. Right now it's the C-suite on just transactional, not operational. So we won't know that yet.

Moving to product roadmap, a couple of people asking questions on this. I'll just kind of integrate them, but can you add more color on the product roadmap for each new module, including commercialization dates and anticipated cadence of adoption and penetration into existing revenue generating miles?

Okay, Kath, this is Brandon again. So internal corrosion, we're seeing very good adoption We're in benefit analysis in multiple customers, especially after a user group conference. We have some that have adopted since. So that is in motion. It will continue to evolve mostly around ROI, the sheet I talked about on cost savings and ROI. Crack management, we did a soft launch in October. We'll actually launch that in Q4. We anticipate that those, that initial release is really geared towards operators who run crack inline inspection tools. And then that will evolve for those operators who don't, which are typically the smaller. The larger operators typically will run crack inline inspection, which will obviously feed into the revenue. And then as future versions of that solution go out to address the smaller operators who do preliminary, what they call pressure cycle fatigue analysis without the crack runs, that'll feed into revenue. So that one's on its way. We are really in private preview now on geohazard vending strain. One of the things that we've started to do on that is really break that down into three phases. So we anticipate some revenue under kind of the Innovation Lab this year, which will be non-ARR, with the intent that as we move that solution forward into 2024, we'll start looking at ARR revenue related to that. The other two, external corrosion management, is on its way, except it's a bigger footprint, specifically within our solution, the entire life cycle. And we've broken that up into phases as well. with expected revenue generation on that in 2024 as well. Risk management, that one's a little more challenging, mostly from the perspective that today our customers have a risk management solution, but it's legacy on-prem and on what they call within the industry index space. The government regulations have kind of tried to drive the entire industry into more quantitative probabilistic, which fits with us well. And, you know, if you follow the company, we partnered with C4 Technologies, which is a Canadian research organization that had built probabilistic models, and we've embedded those into the solution. The challenge that we have generally there is that we have to do some education on probabilistic models as well as start moving them off their legacies. We have four private previews in process now, and we're hoping that within – summer to fall of next year, we can start moving some of our customers off to start generating revenue on that module.

Sticking to this kind of theme, were you able to hire all the staff you planned to hire to speed up the development efforts, or maybe just talk about where you are in the hiring process, if you're hiring more people, or a couple people just asking if there are key hires you need to make here still, or have you completed that process?

We've completed that process. All of our developers have been onboarded for some time now. Now we're on the onboarding training, getting them up to speed. As of today, we have no higher open positions to hire for.

Are you seeing any reduction in recent client onboarding times?

We typically have from the beginning for sure and continue to evolve that. That really depends on the state of the clients. How well their data is and it's in a database which most are not and is it organized?

The onboarding time has decreased over time Okay, you often mentioned that you don't have any direct competition in terms of technology vendors is this an impediment to sales or where buyers typically like to have a product alternative to compare to.

I'll pick this again. This is Brandon. I don't know if it's an impediment to sales from the perspective that typically, even if there was competition, 80% of our customers for the solutions replaced these Microsoft Excel as their integrity management solution. So what we find is it's not necessarily a comparative feature to feature from different vendors. If we had a competitor, it's basically the change management component within the organization that would drive and impact the sales. Hence why we've really focused on this stage of crossing that chasm on the ROI and the economic buyer, because that's ultimately what drives that. This industry is, if you call the company, it's very regulatory intensive. And so we get a lot of our customers, a good analogy that I've heard is that, you know, you've got to run with the animal, right? The good thing is, is that all of our customers are kind of the leading, you know, so people are starting to see that this is the solution. If you don't want to, if you have the regulatory event or release event, you don't want to be the operator that's not running a solution such as one sauce.

A related question, how much do your customers spend on legacy risk management on prem solutions? Trying persons trying to understand the ROI of that your solution would provide?

We have some metrics on that that have basically been fed into our pricing, but I don't think that we'll break it out in a call like this. It's a pretty granular question on specific modules. We won't do module-based pricing per se.

I think I'd just jump in and add that – What we've noticed with a lot of our customers is that when we're talking to the risk department, they're really not aware of the entire cost that their organization is incurring. And what we're doing with the analysis we're doing for ROI is we're looking at everything, the cost of the data and the cost of this and the cost of this department who influences their work and so on. So we're taking a much more holistic view. And generally, the people who are using our software don't have that visibility or awareness. And so that makes it very difficult to get the initial metrics that we started with, but that's coming along quite nicely now. Next question.

Rosen was recently sold. Do you anticipate any change in competitive dynamic based on this?

I have no idea.

So, yeah, within the tool vendors, but to be clear for those that are new, we're vendor agnostic, meaning that we ingest Rosen data, PDW data. These are roughly about 45 of these inline inspection tool vendors. So that will have no impact from our perspective. It could within an industry if an operator such as Phillips 66 chooses to use ROSEN or not. They'll use another tool vendor. For us, it's inline inspection data. So we won't notice anything from a one-stop perspective.

Okay. I was thinking of a follow-up on this one. I'm just wondering if you could just speak to kind of the data that Rosen provides to your customers and then how that gets, you know, over to you, like how the pig vendors collect this data, how it's packaged and sent versus what you're doing with your customers.

Yeah. So just for those that haven't followed the company, a tool vendor such as Rosen will run a pig pipeline inspection gauge, whether it's liquid or gas, they'll insert it into the pipe. An operator will contract with Rosen. We want to run this MFL tool, pick a date, time, the technology, insert it into what they call launch valve. The product will actually push it down the pipe. Remember, most of the pipes are buried, you know, 10 feet under the ground. It'll push down the pipe, come out, a receive valve. Tool vendor will take that physical device back to theirs, aggregate the data there, consolidate it down to what they call an inline inspection. Pipe tally is an industry term that basically shows where it found features down the pipe, the welds, where it found an anomaly that's certain depth. They'll actually... put that in a comma-delimited Excel file, and send it via email to the operator. All tool vendors do that today. One of the things that we're doing in the solution in a future release is a result of this latest customer we onboarded. If you can appreciate if something was wrong with the file, the operator has to contact the tool vendor back and send another file, just back and forth, and it takes months. We're in our solution building the capability. The tool vendor and operators asking us to do this force the tool vendor to actually load their data into our solution directly and just avoid everything around that. So in the future, Rosen would run a tool, log in to SIM, upload their file, fix any issues themselves. The operator will get notified that file has been fixed, and now they can continue their work. and it just eliminated a ton of stuff. So every tool vendor in the future will load their data directly into SIEM once we release that feature. So when we talk about continued enhancements to SIEM, those are the type of enhancements that we're making to the solution.

Great. No, that was good. That was great. Just I want to make sure people understood kind of the process. Can you explain, so this is just on roadmap, so can you explain the current planned roadmap and timeline to lifting on the NASDAQ? I don't know if that's a plan or not. I don't know if it's been communicated, but someone's asked about it.

No, I think we're not ready to talk about anything like that. There are no current plans to uplist. We've investigated it, but... We're not at that point yet.

Another one. Are you expecting to update your addressable market at year end? So probably relating to what you're putting in your MD&A.

Yeah, I think the last time we published our estimate of TAM was a few years ago. We've learned a lot since then. We've obviously pivoted some of our priorities and so on. So we acknowledge it's time to update that. And we're in the process of doing that internally. And once that is done internally, we will publish it once we're confident about what we're able to disclose. uh the plan is uh hopefully we will get that done at the year-end mdna so that'll be out sometime in q1 or somewhere in early in 2024 the first third of 2024. that's the plan today to update that another related to the tam has there been any progress on your international market sales efforts Yes. Brandon, do you want to expand on that?

Sure. Yes, those are continuing. We have multiple international sales opportunities in motion right now. They take longer. Typically, you'll find outside the United States and Canada that a lot of government-owned pipelines, and Lantam is an example, We participated in a conference this year over in Berlin to look at EMEA, Europe, Middle East, and Africa. We're actually, I think we mentioned, you know, in conversations with partners to basically help us facilitate both the sales, the onboarding, and support of customers internationally. So, yes, the answer to that question is there's lots of activity and we're moving some quite far down the road as far as benefit analysis and et cetera.

A couple more here. Can you comment on the average length of customer contract and the weighted average remaining life of contracts for your current clients? There's a lot there, so in general terms.

I can take the first part of that question, Paul. Maybe you can jump in. I'm not sure about the weighted average. I don't know that we've done that calculation. But typically, our average is probably three to five in that range is average. We have some customers that have gone ten or seven years. The minimum is typically that we see is three years, but we have a lot of customers in that five. We had one of our very first customers that started as a three-year. When they renewed, they went five years. So these are multi-year, but I don't know if we'd be able to figure out what the weighted average is. I suspect we could, but I don't think we've done that. Paul?

Yeah, this is Paul. I would echo Brandon's comments. Firstly, we do not track the length of the contract scenes, you know, say a spreadsheet or database of some type, and do a calculation, like a weighted average calculation. So we simply can't answer that question. And I think on the I think Brandon has addressed really that question in full.

I would just add that from our perspective, we have good confidence that these customers are going to stick with us in the future, providing we continue to evolve our technology. This is not an industry or not a situation where our customers have alternatives to what we're doing. their only alternative is to go backwards to legacy systems and processes. And that's very difficult to do. Once you organize your data and start getting this kind of analytics done, how do you operate without it? So for us, I don't think we would even spend the time and effort to do a weighted average because we're just following ahead with the assumption that our customers are going to stick with us.

Okay, we've got one last kind of topic here in question. I'm going to combine a few together. You've used the term standard in some of your remarks. If you truly become a standard, it would seem that you would ultimately gain the great majority of the pickable miles. Can you give us a sense of the objections you face to those larger players who have yet to adopt SIM? I guess that's the first question. Also, conceptually, if we look out 24 months from now, can you give us a sense or do you have a sense of what proportion of the product mix you might hope to be associated with modules?

I'll take the first question. I'm not sure I'd be able to answer the second at this point. Maybe we'll have more sense when we update our cam on that second question. But related to the first question, it's not in the industry today. There isn't anybody who doesn't know who OneSoft is. It's talked about at multiple conferences. We get people telling us all the time, are you running SIM? It's a question. to other operators. For us, I think from a sales perspective and adoption, as you kind of move through that curve, and that's why we show this crossing the chasm, is you've got to finish the pins to get to that whole solution so you start getting that early majority, late majority. But really the thing that we find is probably the thing that still extends the contract and the sales cycle is just the component of change management. Remember, these were Fortune 500 companies with lots of initiatives going on. The main business is shipping product, the integrity. So for them, it takes time organizationally to basically get organized and put together both the champions and the cross-departmental ability. And then this is new. We consider the industry new. kind of the tail end of kind of the digital transformation initiative that's happened in most industries. So for them, a lot of this is new. We still run across some operators who are cloud negative. I mean, they haven't adopted cloud. So Microsoft, what we typically do with them is let them sell the cloud component. And once they've got the IT organization inside the operator starting to consume cloud resources, then we can actually talk to the business about being another workload on that cloud. But first that has to happen. So there's still a spectrum on the large operators, and that all has to do with change management, whether the CEOs are driving that strategically or not. So that's probably the number one thing that we see is just the change management, and that's shortening in cycles as we onboard new customers. Our latest customer had a lot of input or impact into that because they were large and they were kind of on the right side of the spectrum on the chasm, and it really stood up notice for the other operators. Wow, if this operator is doing that, then we really got to look at that. So I think that's probably the biggest thing. And as far as the modules go, I think it probably would be best once we get our TAM numbers updated, we could probably help try to use that to try to figure out, you know, 24 months, what would the matrix look like as far as modules within the industry? Dwayne, I don't know if you want to add more to that.

No, I think you've got it.

Okay, I think we're going to wrap it up here. There's maybe one or two questions left. I tried to cover and combine as many as possible. Just want to once again thank everybody for taking the time to listen to the call and submitting the questions. I think what makes these calls great are the number of questions we get. So in the future, we really appreciate everybody taking the time and doing that. And if anybody has any additional questions, our contact information is here on the screen. Feel free to contact anybody on the screen at any time to follow up with us. And with that, I'll pass the call back to management for closing remarks.

Thanks. Thanks a lot, Sean, for moderating. I'd like to thank Sean and Marcel for helping us as they always do. We look forward to continuing these quarterly calls to share information and updates. And I'd like to thank everybody on the call for your support and your interest and just have a great rest of your day and week. I'll turn this back to the operator.

Thank you. This concludes One Stop Solutions Q3 2023 conference call. We thank you for joining us and have a pleasant day.