Velo3D, Inc. (VLD) Q4 2022 Earnings Call Transcript

Velo3D, Inc. (NYSE:VLD) Q4 2022 Results Conference Call March 2, 2023 5:00 PM ET

Company Participants

Bob Okunski - VP, IR

Benny Buller - CEO

Bill McCombe - CFO

Conference Call Participants

Brian Drab - William Blair

Jim Ricchiuti - Needham and Company

Troy Jensen - Lake Street Capital Markets

Operator

Greetings and invited to the Velo3D Reports Fourth Quarter and Fiscal Year 2022 Financial Results. At this time, each participants are successful a listen-only mode. A question-and-answer league volition travel the ceremonial presentation. [Operator Instructions] As a reminder, this league is being recorded.

It is present my pleasance to present your host, Bob Okunski, Vice President of Investor Relations. Thank you. You whitethorn begin.

Bob Okunski

Thank you. I’d similar to invited everyone to our 4th fourth 2022 net league call. On the telephone today, we volition commencement retired with comments from Benny Buller, CEO of Velo3D, who volition supply a summary of the quarter, arsenic good arsenic an update connected definite cardinal strategical priorities for 2023. Following Benny’s comments, Bill McCombe, our CFO, volition past reappraisal our 4th fourth 2022 fiscal results and supply our guidance. As a reminder, a replay of this telephone volition beryllium disposable aboriginal contiguous connected the Investor Relations leafage of our website.

During today’s call, we volition marque forward-looking statements that are taxable to assorted risks and uncertainties that are described successful the Safe Harbor descent of today’s presentation, today’s property merchandise arsenic good arsenic our 2021 10-K and 3rd 4th 2022 10-Q filings. Please spot those documents for further accusation regarding those factors that whitethorn impact these forward-looking statements.

Also, we volition notation definite non-GAAP metrics during today’s call. Please notation to the appendix of our presentation, arsenic good arsenic today’s net property merchandise for the due GAAP to non-GAAP reconciliations. Finally, to heighten this call, we have posted a acceptable of PowerPoint slides, which we volition notation during the telephone connected the Events & Presentations leafage of our Investor Relations website.

With that, I’d similar to crook the telephone implicit to Benny Buller, CEO of Velo3D. Benny?

Benny Buller

Thanks Bob. And I would similar to invited everyone to our 4th fourth net call.

Before discussing our beardown quarterly results, I wanted to concisely item wherefore we stay excited astir our semipermanent accidental and wherefore we are good positioned to grow our manufacture enactment presumption going forward. Please crook to descent 3.

Overall, we proceed to spot a monolithic untapped planetary marketplace accidental for precocious worth 3D metallic printed parts. For example, CONTEXT Research is forecasting maturation successful excess of 30% successful the Laser Powder Bed Fusion marketplace done 2026, making it the fastest increasing conception successful 3D printing. This maturation is being driven by the expanding acceptance of metallic 3D printing exertion for measurement accumulation for applications crossed aggregate industries. Additionally, successful immoderate applications, 3D printed metallic parts are present approaching the outgo of bequest parts, portion providing overmuch higher prime and plan flexibility.

Velo3D is present the fastest increasing institution successful the metallic AM manufacture since Q1 2021. We judge this maturation is simply a nonstop effect of our unsocial and differentiated exertion that enables customers to people parts that are not imaginable with bequest AM technology. This capableness fundamentally changes the mode the aerospace, defense, vigor space, and different concern segments plan and nutrient their astir captious parts. We are besides the lone metallic AM institution to connection afloat integrated hardware, software, and broad printing level that provides customers scalable manufacturing solutions.

We stay precise excited astir the wide accidental for additive manufacturing. We proceed to judge our exertion is rapidly changing the mode high-value metallic parts are manufactured crossed the world.

I would present similar to sermon the specifics of our 4th quarter. Please crook to descent 4.

Overall, we were precise pleased with our Q4 performance. We saw continued beardown request for our systems. For the quarter, we exceeded our forecast arsenic gross roseate 56% sequentially. On a year-over-year basis, some our 4th fourth and yearly gross roseate 200%. As you tin spot from the chart, we person importantly outpaced our adjacent radical since the archetypal 4th of 2021. This outperformance reflects not lone beardown lawsuit request for our technology, but besides our quality to rapidly standard our concern and accumulation operations. 2022 was besides a twelvemonth of expanding marketplace momentum arsenic we grew our lawsuit basal by much than 50% past year. We expect to adhd a important fig of caller customers successful 2023 arsenic we grow our planetary footprint, penetrate caller markets, and suffice caller materials.

Additionally, we are besides seeing important traction for our caller merchandise introductions. We further ramped measurement accumulation of our Sapphire 1MZ and Sapphire XC 1MZ systems successful Q4 with 3 shipments successful the quarter. As we had highlighted before, the Sapphire XC 1MZ importantly expands portion physique measurement up to 10 cubic feet with parts arsenic gangly arsenic 1 meter. We judge the capableness to manufacture larger parts further extends our competitory advantage, particularly successful the aerospace and vigor segments.

Operationally, we besides executed good and are starting to spot the benefits of the manufacturing initiatives we enactment successful spot implicit the past 2 quarters. Overall, proviso concatenation conditions person improved. Given our efforts, we person importantly reduced proviso concatenation hazard successful narration to our yearly forecast. We besides proceed to absorption connected prudently managing our inventory levels. We expect the worldly diminution successful inventory successful the 2nd fractional of this twelvemonth arsenic we tin present amended lucifer inventory levels to our request expectations.

Finally, accumulation rhythm times of our Sapphire XC strategy proceed to amended owed to accrued measurement and improved manufacturing efficiency. This betterment is important arsenic it has a nonstop interaction connected gross margin. Additionally, we proceed to person beardown visibility going into 2023, fixed our Q4 bookings of $15 cardinal and backlog of $43 million. We stay assured that we person a wide way to profitability fixed our existent resources and concern momentum.

I’ll sermon our strategical initiatives for this twelvemonth successful greater item aboriginal on. I would present similar to walk a fewer minutes highlighting our manufacture diversification, which we judge reflects continuing lawsuit acceptance. Please crook to descent 5.

This descent details our marketplace conception diversification by full customers arsenic of the extremity of 2022, on with a breakout of 2022 by systems revenue. As you tin spot from the charts, we person importantly expanded our lawsuit footprint from our archetypal reliance connected the abstraction vertical reliance connected the abstraction vertical to see markets specified arsenic energy, aviation and defense, declaration manufacturing and different concern applications. Customers extracurricular of the abstraction conception present represent 75% of our lawsuit base. We expect our planetary diversification inclination to proceed successful 2023 arsenic we look to capitalize connected expanding request successful both, existing verticals and caller marketplace segments.

Turning to 2022, by strategy sales. Revenue was heavy weighted to space. This was driven by 2 large factors. First, it was the effect of our ample lawsuit declaration wherever we shipped 9 Sapphire XC systems to a azygous abstraction lawsuit past year. Second, abstraction customers person moved to procure larger fleets of machines owed to the entrepreneurial tone and quicker adoption patterns that found players successful different segments. We expect ourselves to abstraction vertical to stay beardown successful 2023 but diminution arsenic a percent of strategy gross this year. This volition beryllium chiefly driven by our efforts to further grow our footprint successful some caller and existing markets extracurricular the space.

I would present similar to usage a elemental illustration to enactment into position arsenic to wherefore customers are continuing to take additive manufacturing and Velo3D for the precocious worth metallic parts. Please crook to descent 6.

This illustration compares the accepted manufacturing process for a communal vigor exchanger versus what we supply utilizing 1 of our Sapphire systems. As you tin see, this is simply a precise analyzable portion with aggregate types of structures required to execute the finished product. With accepted methods specified arsenic brazing, welding, machining, this portion requires the abstracted fabrication of much than 100 pieces. On a Velo Sapphire system, we tin people this portion successful 1 portion with higher prime and amended show than accepted methods. Additionally, our systems supply the lawsuit with the quality to rapidly instrumentality plan changes, which is not thing that tin beryllium easy done with accepted techniques. As a result, the lawsuit was capable to trim manufacturing steps by 65%, little wide portion outgo and manufacturing, a higher prime portion than accepted methods. Finally, we enabled the lawsuit to importantly amended the proviso concatenation rhythm clip with a plan for existent clip of 4 to 6 weeks against 12 to 18 months with an outsourced partner. These advantages item wherefore customers proceed to take Velo3D for their precocious worth metallic parts manufacturing.

In closing, I would similar to concisely sermon our cardinal 2023 strategical priority. Please crook to descent 7. Our superior absorption for this twelvemonth is driving to profitability and improving currency flow. We volition execute this done a operation of growth, borderline enlargement and spending simplification initiative.

First, we expect gross maturation of much than 50% this year. Given the beardown request trends for our industry-leading technology, exiting 2022, we judge we person the income momentum to execute this goal. Additionally, this maturation volition beryllium driven by our continued execution of our onshore and expend strategy. The occurrence of this strategy is reflected successful the information that much than fractional of our lawsuit basal present ain much than 1 Sapphire system.

Second, further enlargement successful our gross borderline arsenic we payment from our measure of worldly outgo simplification initiatives and improved accumulation efficiency. We besides expect a continuous summation successful wide ASPs with a further premix displacement to our Sapphire XC merchandise and the completion of our discounted pricing transactions successful the archetypal fractional of the year.

Third, we’ll trim year-over-year adjusted operating expenses by 20% successful Q4 of 2023 compared to Q4 of 2022. These initiatives see a gradual simplification successful labour costs. These efforts see a selective hiring freeze, trim attrition back, arsenic good arsenic simplification successful spending for definite worker programs. Our extremity is to trim our operating structure, portion driving stronger gross growth. We are besides implementing a fig of programs to trim the discretionary expenses crossed the Company.

Finally, importantly improving currency flow. We expect sequential betterment successful currency travel arsenic we spell done the year, driven by improved EBITDA. In addition, we volition spot an betterment successful moving superior arsenic we expect to trim year-over-year inventory by 10% to 15% successful 2023, fixed improved proviso concatenation readying and worldly transportation schedules. We expect to spot the benefits of the inventory simplification efforts starting successful the 3rd 4th of this year.

In closing, we are excited astir our aboriginal accidental and judge we are good positioned to capitalize connected the increasing request for precocious worth 3D printed metallic parts. We stay assured successful our quality to scope profitability fixed our existent liquidity, and look guardant to executing our semipermanent strategical program arsenic we executed good successful 2022.

With that, I’d similar to crook the telephone implicit to Bill to sermon our financials and supply our guidance. Bill?

Bill McCombe

Thanks Benny.

Moving connected to our quarterly fiscal performance, delight crook to descent 9. Fourth 4th gross of $29.8 cardinal exceeded our forecast and was up 56% sequentially and astir 200% year-over-year. Compared to Q3, Q4 twelvemonth of merchantability gross roseate $10.5 cardinal oregon 63% owed to higher measurement and a higher mean selling price, which was owed to 3 factors. First, a displacement of merchandise premix towards much Sapphire XC systems arsenic we shipped a grounds fig of these systems successful the quarter. Second, much deferred outgo transactions, which transportation higher gross than regular sales. And finally, less Sapphire XC motorboat lawsuit shipments astatine discounted prices. We completed the past of these shipments successful the 4th quarter.

Recurring successful work gross for the 4th roseate $200,000 sequentially to $2.8 million, and reflected the accrued fig of systems successful the field. On a year-over-year basis, twelvemonth of merchantability gross was up 187% from $9.4 cardinal to $27 million, and recurring gross was up 180% from $1 cardinal to $2.8 million.

Gross borderline for the 4th was 6%, and successful enactment with our forecasts. The summation successful gross borderline was chiefly driven by higher mean selling prices and little work and recurring gross costs. These improvements were partially offset by higher worldly costs resulting from scrap, obsolescence and different inefficiencies.

Adjusted operating expenses for the quarter, excluding stock-based compensation were $18.6 million. This included a payment of $3.4 cardinal from definite non-recurring disbursal reductions. Adding backmost these items, our operating expenses, excluding stock-based compensation, would’ve been $22 million, down from $22.6 cardinal successful Q3.

G&A was successful enactment with Q3, portion income and selling was up slightly. R&D expenses declined $4.7 cardinal and reflected $2.7 cardinal of the non-recurring disbursal reductions mentioned above. R&D disbursal besides benefited from the completion of our Sapphire XC 1MZ improvement task and amended disbursal control.

We expect R&D to rebound somewhat successful 2023 but to stay beneath humanities levels. GAAP nett income for the 4th was $22.7 million, including a non-cash summation of astir $44 cardinal related to changes successful the just worth of our warrants and earnout liabilities. On a non-GAAP basis, which excludes this summation and stock-based compensation expense, nett nonaccomplishment was $16.4 cardinal and adjusted EBITDA for the 4th excluding the aforesaid items was a nonaccomplishment of $14.4 million.

I would similar to supply a spot much item connected our gross borderline outlook for 2023. Please crook to descent 10. As I mentioned earlier, our gross borderline successful Q4 2022 was 6%. As we advancement done 2023, we expect to amended our gross margins to astir 30% by Q4 of 2023, arsenic a effect of the pursuing factors. First, mean selling prices are expected to amended arsenic our merchandise premix shifts much towards higher priced Sapphire XC systems and arsenic we instrumentality terms increases for the Sapphire XC. Second, worldly costs are expected to diminution arsenic deliveries summation nether semipermanent little outgo proviso contracts that person precocious been signed oregon are successful the process of being negotiated. These contracts with much predictable transportation schedules should besides trim freight and retention costs. In addition, we’re making a concerted effort to trim worldly inefficiency and scrap costs. Finally, we expect labour overhead and different mill costs to diminution arsenic a percent of gross arsenic we summation accumulation volumes and full outgo comparatively level done greater efficiency.

Please crook to the equilibrium expanse connected descent 11. We executed the 4th with a precise beardown equilibrium expanse with $80 cardinal successful currency and precise constricted debt. Cash usage for the 4th was $33 million, up somewhat compared to Q3. The large components of currency usage were arsenic follows. Q4 EBITDA and adding backmost the $3 cardinal non-recurring non-cash disbursal reductions amounted to a nonaccomplishment of $17 million. We besides had a larger than accustomed fig of income with deferred outgo transaction structures successful this quarter. This had a antagonistic currency effect of $8 million, which volition beryllium recouped implicit time, arsenic these payments are received. We volition minimize these types of transactions successful 2023. Inventory accrued by $3 cardinal arsenic efforts to dilatory the maturation successful inventory done amended readying and staggered transportation started to summation immoderate traction. We expect inventory maturation to dilatory and flatten retired successful archetypal fractional of 2023, and past to diminution successful the 2nd fractional of 2023.

CapEx was $3 million, down from $5 cardinal successful Q3 and was comprised of CapEx for lease systems and facilities and equipment. We expect full currency usage successful Q1 to beryllium successful the scope of $20 cardinal to $25 cardinal depending connected the timing of payments for definite booking deposits, receivables, and shipments. This is inclusive of proceeds from financing nether our ATM equity programme and slope facility. We expect -- we proceed to expect currency usage to diminution each 4th done the extremity of 2023. Finally, we stay assured that we person the liquidity to money our concern program done the profitability.

I’d present similar to supply our outlook for 2023. Please crook to descent 12.

We expect archetypal 4th 2023 gross to beryllium successful a scope of $25 cardinal to $28 million, which is mostly supported by our existing backlog, and gross borderline to beryllium successful the scope of 9% to 11%, excluding non-recurring items. For afloat twelvemonth 2023, we expect gross maturation of greater than 50% and revenues to beryllium successful a scope of $120 cardinal to $130 million. We expect gross borderline for the twelvemonth to beryllium successful the scope of 19% to 21% with Q4 gross borderline of astir 30%.

In conclusion, we are focused connected executing connected our wide way to profitability wrong our existent superior resources done growth, improvements successful operating efficiency, margins and currency flow.

With that, I’d similar to crook the telephone implicit for questions. Operator?

Question-and-Answer Session

Operator

[Operator Instructions] Thank you. Our archetypal question comes from the enactment of Brian Drab with William Blair. Please proceed with your question. Brian, your enactment is live.

Brian Drab

Sorry. Can you perceive me?

Bill McCombe

Yes, we tin Brian.

Brian Drab

Okay. Thanks for taking my questions. So first, conscionable a tiny housekeeping item. You mentioned successful the guidance determination is this enactment that you are going to deed definite levels of gross borderline excluding immoderate non-recurring items. Can you conscionable remark connected what benignant of nonrecurring items you were talking astir oregon anticipating?

Bill McCombe

Brian, this is Bill. That’s a casual -- we are not anticipating immoderate nonrecurring items. There is thing circumstantial that we had successful mind, erstwhile we made that statement. It’s conscionable a -- if thing wholly retired of the mean to travel up that by explanation we can’t anticipate. We conscionable wanted to marque it wide that that wasn’t included.

Brian Drab

Okay. Right. Just different mode of saying adjusted gross margin, which is thing unusual, but conscionable wanted to check. Thanks. And then, truthful vigor and concern person been 2 large extremity markets that you are getting much into these extremity markets. There is simply a batch of potential. Can you speech astir immoderate of the applications that you are starting to see, your instrumentality utilized for wrong vigor and industrial, and specifically is the exertion starting to capable holes successful proviso chains successful presumption of, similar the integer inventory thought oregon is it being utilized by OEMs for benignant of archetypal acceptable applications alternatively than MRO?

Benny Buller

So the archetypal applications that we spot a important traction with are applications of spare parts, benignant of integer inventory for MRO. As we mentioned, these are -- successful these 2 segments, these are the archetypal places wherever we spot bully traction. And we spot that successful valves, successful vigor exchangers, successful turbo machinery. So, these are the archetypal places that we spot bigger tractions.

Brian Drab

And then, tin I conscionable ask, however are things going successful Europe? Is it inactive choppy there, inactive longer income cycles, oregon are you starting to triumph implicit immoderate customers there? Thanks.

Benny Buller

We decidedly started to winning immoderate customers. We won immoderate customers successful Europe, and we person adjacent repetition orders connected the skyline from Europe. So, it’s decidedly getting momentum. The cycles are longer arsenic we are conscionable getting determination and radical cognize less. There’s a batch of owed diligence our customers are taking, and the income rhythm is peculiarly agelong and benignant of from the nascent [ph] of the income cycles we had successful 2019 successful the United States.

Operator

Our adjacent question comes from the enactment of Jim Ricchiuti with Needham and Company.

Jim Ricchiuti

So, I deliberation I admit the colour connected immoderate of the verticals. And the question I person is conscionable with respect to the afloat ‘23 outlook. Which of the verticals bash you person the clearest enactment of tract with respect to the gross outlook? I mean, clearly, you’ve got backlog. I’m conscionable trying to get a consciousness arsenic to which of these verticals you person the champion visibility.

Benny Buller

It’s -- I don’t person -- the reply volition not beryllium mathematically precise due to the fact that I’m benignant of estimating that based from…

Jim Ricchiuti

That’s okay.

Benny Buller

But I deliberation that the representation that you spot connected descent 5 connected the near is representing the visibility that we see. So, space, aerospace, defence automotive, industrial, person a akin segment. Maybe the CM conception is simply a small smaller than what we spot successful this picture. And each the different ones are proportionally larger. But this represents the pipeline.

Jim Ricchiuti

Maybe different mode to inquire the question too, Benny, is, I conjecture what I’m trying to get to besides is, are determination immoderate verticals wherever you’re seeing immoderate signs of hesitancy conscionable successful airy of the macro environment?

Benny Buller

That’s a truly bully question. And to that reply is easier. So, if you look astatine our bigger customers, we don’t spot -- we didn’t spot yet a batch of slowdown due to the fact that of the macro environment. Where we bash spot -- the 1 conception that we bash spot definite slowdown is successful the declaration manufacturing segment, and peculiarly the smaller companies we spot determination much backing constraints and financing constraints. So that’s 1 crushed -- 1 driving crushed wherefore the declaration manufacturing conception volition -- looks smaller successful 2023. And that’s the 1 conception that we decidedly spot dilatory down financing.

Jim Ricchiuti

Got it. That’s understandable. Last question for maine is, you had a bully triumph past twelvemonth connected the automotive broadside with North American car OEM. And I’m wondering if you’ve been capable to leverage that either with that lawsuit oregon with different customers arsenic it relates to the M300 instrumentality application?

Benny Buller

Yes. There is different lawsuit already and a fewer much successful the pipeline.

Operator

Our adjacent question comes connected the enactment of Troy Jensen with Lake Street Capital Markets.

Troy Jensen

Couple of questions for Bill here. So, conscionable -- backlog $43 million, it was down $23 cardinal connected a sequential basis. It sounds similar you’re expecting that to vessel chiefly successful the archetypal half. So, conscionable corroborate that if you would. And past conscionable tin you conscionable speech astir 2nd fractional visibility, past if a batch of this backlog is getting benignant of depleted?

Bill McCombe

Yes. Look with respect to backlog, determination were -- successful summation to the revenue, determination were a mates of customers wherever they haven’t made deposits. They haven’t made a batch of advancement connected their financing for the system. So, we -- adjacent though the orders were not canceled, truthful the orders are inactive successful existence, we adjusted them retired of the backlog successful the involvement of conservatism. So, that accommodation was made. That’s 1 of the factors that the backlog came down.

Look, I think, we inactive consciousness the bookings processes are lumpy process. We’re selling systems with multimillion dollar summons prices. And so, it’s a lumpy process. I would conscionable say, based connected the code of the market, the pipeline of enactment we see, we consciousness precise comfy with our guidance.

Troy Jensen

Okay, perfect. Another 1 for you, Bill. Q4 OpEx was astir $18.6 million. I think, you said that you expect that to beryllium down 20% year-over-year Q4 this year. So, we’re talking astir $15 cardinal successful OpEx…

Bill McCombe

No. Let maine explicate the mathematics connected that a small better. So, Q4 benefited from $3.4 cardinal of non-recurring disbursal reductions. So, we -- successful my remarks, I added those backmost to get to adjusted basal of $22 million. So, it’s from that $22 cardinal that we’re projecting a 20% reduction.

Troy Jensen

Okay. So it’s $17.5 million. Is that…

Bill McCombe

Things were -- they were non-recurring and they were non-cash. And so, successful bid to get a existent tally rate, you truly should adhd those back, which is what we did. And that’s what I referenced successful my remarks. So, that’s the ground from which we’re talking astir a 20% reduction, truthful astatine $22 cardinal minus 20%.

Troy Jensen

And are you expecting similar sequential declines connected an implicit ground passim the year, oregon is determination going to beryllium a measurement relation connected 1 constituent or…

Bill McCombe

I would accidental it’s a gradual decline, Troy. Yes. We don’t person cleanable visibility and cleanable control, but our extremity would beryllium to steadily trim it during the people of the year. We’ve got a wide scope of outgo simplification initiatives. We’ll beryllium implementing those opening successful the archetypal quarter. So, the archetypal 4th simplification mightiness beryllium small, and past they’ll commencement to get -- the archetypal 4th mightiness adjacent beryllium level and past they’ll commencement to beryllium accelerated arsenic we get towards Q2, Q3 and Q4.

Troy Jensen

Got you. All right, guys. That’s each I got. Congrats and support up the bully work.

Bill McCombe

Thanks Troy.

Operator

Next question is simply a follow-up question from the enactment of Brian Drab. Please proceed with your question.

Brian Drab

Okay. It’s Brian Drab. Thank you. So, I’m missing the table, similar I privation that you inactive included the array that had each that large information aboriginal on. And I recognize for competitory reason, we are not including it. But I conscionable wanted to spot if I could get you to notation immoderate of the figures that we utilized to spot there. It would beryllium absorbing to know, if you would archer america thing astir the full fig of machines successful the installed basal now, oregon full fig of customers? And possibly just…

Benny Buller

Yes. Unfortunately not, Brian. It’s hard to -- look, each I tin accidental is evidently the installed basal is -- grows each 4th and the fig of customers turn each quarter. I can’t accidental thing meaningful without violating our policy.

Brian Drab

Okay. That’s fine. Can I conscionable inquire 1 much then? You besides utilized to speech astir the ratio of follow-on instrumentality income to archetypal instrumentality sales? Are you seeing -- that was conscionable a bully metric due to the fact that it gave america immoderate penetration into the request from existent customers and however often you are going to person repetition sales? Can you speech astir that and if you are seeing existent customers coming backmost for a 2nd and 3rd machine?

Benny Buller

Yes. Once again, we are seeing recurring purchases and we person those successful the pipeline. So, arsenic a wide matter, that continues to beryllium a diagnostic of our business. But erstwhile again, we can’t truly beryllium specific. But the lone happening I tin archer you that we’ve that talked astir successful the nationalist remarks is that our merchandise premix has continued to displacement towards the Sapphire XCs, which is the higher summons terms -- higher priced systems. And look, arsenic a wide matter, those existing lawsuit purchases, recurring -- existing customers proceed to acquisition caller systems, but we truly don’t springiness specific. No.

Bill McCombe

But I would accidental 1 happening is that, this is simply a precise important information of our business.

Brian Drab

The repetition lawsuit -- the repetition purchase.

Bill McCombe

Yes.

Brian Drab

Yes. And tin you remark astatine each -- I deliberation you said that you’re raising the terms connected the XC. Did I perceive that correctly? And is that a worldly increase? Could you remark connected however overmuch we’re raising prices? Because that evidently affects our models.

Benny Buller

It’s a comparatively humble increase, Brian. It doesn’t impact the models successful immoderate meaningful way.

Brian Drab

Okay. All right. Makes sense. Prices and everything are going up, truthful nary 1 should carnivore excessively much. All right. Thanks a lot.

Benny Buller

Thank you.

Operator

There are nary further questions successful the queue. I’d similar to manus a telephone backmost to Benny Buller for closing remarks.

Benny Buller

Thank you everyone for participating successful our earning call. We had a truly bully twelvemonth successful 2022 wherever we delivered and executed to precise ambitious goals. We program to support this contented of execution and present successful 2023. So, looking guardant to seeing you connected our adjacent net call. Thank you.

Operator

Ladies and gentlemen, this does reason today’s teleconference. Thank you for your participation. You whitethorn disconnect your lines astatine this time, and person a fantastic day.