Q1 2027 Quantum Corp Earnings Call

August 10, 2026

Operator 2: Ladies and gentlemen, greetings and welcome to the Quantum Corporation Fiscal Q1 2027 conference call. At this time, all participants are in a listen-only mode. A brief question and answer session will follow the formal presentation. If anyone should require operator assistance, please press star zero on your telephone keypad. As a reminder, this conference is being recorded for replay purposes. It is now my pleasure to introduce your host, Quantum's General Counsel, Tara Ilges. Please go ahead.

Operator: Ladies and gentlemen, greetings and welcome to the Quantum Corporation Fiscal Q1 2027 conference call. At this time, all participants are in a listen-only mode. A brief question and answer session will follow the formal presentation. If anyone should require operator assistance, please press star zero on your telephone keypad. As a reminder, this conference is being recorded for replay purposes. It is now my pleasure to introduce your host, Quantum's General Counsel, Tara Ilges. Please go ahead.

Speaker #1: Ladies and gentlemen, greetings and welcome to the Quantum Corporation fiscal first quarter 2027 conference call. At this time, all participants are in a listen-only mode.

Speaker #1: A brief question-and-answer session will follow the formal presentation. If anyone should require operator assistance, please press *0 on your telephone keypad. As a reminder, this conference is being recorded for replay purposes.

Speaker #1: It is now my pleasure to introduce your host, Quantum's General Counsel, Tara Ilges. Please go ahead.

Speaker #2: Good afternoon, and thank you for joining today's conference call to discuss Quantum's fiscal first quarter 2027 financial results. With me on today's call are Hugues Meyrath, Quantum President and Chief Executive Officer, and William White, our Chief Financial Officer.

Tara Ilges: Good afternoon and thank you for joining today's conference call to discuss Quantum's fiscal Q1 2027 financial results. With me on today's call are Hugues Meyrath, Quantum President and Chief Executive Officer, and William White, our Chief Financial Officer. Following management's prepared remarks, we will open the call up to questions from analysts. Before we begin, I would like to remind you that comments made on today's call may include forward-looking statements. All statements other than statements of historical fact should be viewed as forward-looking, including any projections of revenue, demand, backlog, supply constraints, margins, expenses, adjusted EBITDA, adjusted net income, growth, profitability, cash flows, liquidity, or other financial, operational, or performance metrics. These statements are based on our current expectations and projections and involve known and unknown risks and uncertainties that we refer to as risk factors.

Speaker #2: Following management's prepared remarks, we will open the call up to questions from analysts. Before we begin, I would like to remind you that comments made on today's call may include forward-looking statements.

Speaker #2: All statements other than statements of historical fact should be viewed as forward-looking. Including any projections of revenue, demand, backlog, supply constraints, margins, expenses, adjusted EBITDA, adjusted net income, growth, profitability, cash flows, liquidity, or other financial operational or performance metrics.

Speaker #2: These statements are based on our current expectations and projections and involve known and unknown risks and uncertainties that we refer to as risk factors.

Speaker #2: Risk factors may cause our actual results to differ materially from our forecast. For more information about risk factors, please refer to the detailed descriptions we provide under the Risk Factors section in our 10-K and 10-Qs filed with the Securities and Exchange Commission.

Tara Ilges: Risk factors may cause our actual results to differ materially from our forecast. For more information about risk factors, please refer to the detailed descriptions we provide under the Risk Factors section in our 10-K and 10-Qs filed with the Securities and Exchange Commission. The company does not intend to update forward-looking statements once they are issued, whether as a result of new information, future events, or otherwise, except where required by applicable law. Please note that today's press release and management statements during today's call will include certain financial information in GAAP and non-GAAP measures. We will include definitions and reconciliations of GAAP to non-GAAP items in our press release. With that, it's my pleasure to turn the call over to Quantum CEO, Hugues Meyrath.

Speaker #2: The company does not intend to update forward-looking statements once they are issued, whether as a result of new information, future events, or otherwise, except where required by applicable law.

Speaker #2: Please note that today's press release and management statements during today's call will include certain financial information in gap and non-gap measures. We will include definitions and reconciliations of gap to non-gap items in our press release.

Speaker #2: With that, it's my pleasure to turn the call over to Quantum's CEO, Hugues Meyrath.

Speaker #3: Thank you, Tara, and thank you to everyone for joining us today. We delivered another strong quarter as we continue executing against our strategy and helping customers address some of the biggest challenges they've faced around data growth, infrastructure costs, and power consumption.

Hugues Meyrath: Thank you, Tara, and thank you to everyone for joining us today. We delivered another strong quarter as we continue executing against our strategy and helping customers address some of the biggest challenges they face around data growth, infrastructure costs, and power consumption. Revenue for the quarter was approximately $81 million, well above our guidance of $75 million. We also delivered gross margin and EBITDA performance above expectations while growing our backlog. Our results continue to be driven by strong enterprise demand across the business. At the same time, we have significant hyperscaler opportunities that remain constrained primarily by supply chain challenges. As those constraints improve, we believe there's meaningful additional opportunity ahead. The key takeaway from the quarter is simple: we're executing better, demand remains strong, and we're delivering against the commitments we've made. We're hearing a consistent message from customers.

Speaker #3: Revenue for the quarter was approximately $81 million, well above our guidance of $75 million. We also delivered gross margin and EBITDA performance above expectations while growing our backlog.

Speaker #3: Our results continue to be driven by strong enterprise demand across the business. At the same time, we have significant hyperscaler opportunities that remain constrained, primarily by supply chain challenges.

Speaker #3: As those constraints improve, we believe there's meaningful additional opportunity ahead. The key takeaway from the quarter is simple. We're executing better, demand remains strong, and we're delivering against a commitment we've made.

Speaker #3: We're hearing a consistent message from customers: data volumes continue to grow at unprecedented rates while budgets power availability and infrastructure resources remain constrained. More than ever, organizations need the right data, in the right place, at the right cost.

Hugues Meyrath: Data volumes continue to grow at unprecedented rates while budgets, power availability, and infrastructure resources remain constrained. More than ever, organizations need the right data in the right place at the right cost. They're looking for ways to optimize storage economics, improve efficiency, reduce power consumption, and scale without continually adding cost and complexity. As these challenges grow, the value of what we do grows as well, driving increased demand for solutions that enable more efficient, resilient, and cost-effective data infrastructures. Revenue in the Americas increased more than 20% sequentially, while revenue in APAC increased more than 50% sequentially, reflecting strong customer demand across both enterprise and cloud-oriented environments. Importantly, we've now delivered growth in each of the last two quarters, periods that have historically been seasonally weaker for Quantum. We're seeing momentum across multiple areas of business.

Speaker #3: You're looking for ways to optimize storage economics, improve efficiency, reduce power consumption, and scale without continually adding cost and complexity. As these challenges grow, the value of what we do grows as well.

Speaker #3: Driving increased demand for our solutions that enable more efficient, resilient, and cost-effective data infrastructures. Revenue in the Americas increased more than 20% sequentially, while revenue in APAC increased more than 50% sequentially, reflecting strong customer demand across both enterprise and cloud-oriented environments.

Speaker #3: Importantly, we've now delivered growth in each of the last two quarters, periods that have historically been seasonally weaker for Quantum. We're seeing momentum across multiple areas of business: service revenue increased approximately 10% quarter over quarter, reflecting stabilization after multiple years of decline.

Hugues Meyrath: Service revenue increased approximately 10% quarter-over-quarter, reflecting stabilization after multiple years of decline. We are also seeing continued strength in tape-related royalty revenue, reflecting broader adoption of tape technologies across the industry. Recent LTO shipment data showed capacity shipments increasing 15% sequentially from the prior quarter, reinforcing what we are hearing from customers every day. Organizations are increasingly turning to tape to improve storage economics, reduce power consumption, and strengthen cyber resilience. That momentum is reflected in our pipeline with our tape opportunity funnel reaching the highest level we have seen in years. The scale of opportunities we are seeing continues to increase. This quarter, we experienced a dramatic increase in deals valued at more than $1 million, with the majority of these exceeding $3 million. ActiveScale combined with tape continues to be a cornerstone offering in our portfolio, and its strength is clearly reflected in customer wins.

Speaker #3: We're also seeing continued strength and tape-related royalty revenue reflecting broader adoption of tape technologies across the industry. Recent LTO shipment data showed capacity shipments increasing 15% sequentially from the prior quarter, reinforcing what we're hearing from customers every day.

Speaker #3: Organizations are increasingly turning to tape to improve storage economics, reduce power consumption, and strengthen cyber resilience. That momentum is reflected in our pipeline, with our tape opportunity funnel reaching the highest level we've seen in years.

Speaker #3: The scale of opportunities we're seeing continue to increase. This quarter, we're experienced a dramatic increase in deals valued at more than $1 million with the majority of these exceeding $3 million.

Speaker #3: Active scale combined with tape continues to be a cornerstone offering in our portfolio, and its strength is clearly reflected in customer wins. During the quarter, we secured a significant renewal and expansion of an active scale deployment with a leading European biometrics institution.

Hugues Meyrath: During the quarter, we secured a significant renewal and expansion of an ActiveScale deployment with a leading European biometrics institution. Once customers implement ActiveScale and experience its resilience, performance, and power efficiency, we typically see continued capacity expansions and footprint growth in subsequent quarters. We also secured a significant hyperscaler deployment in APAC centered around our Scalar i7 tape library. This transaction was valued at well over eight figures. The i7's unmatched density and power efficiency enabled us to secure this important technical win. We believe this win highlights the growing relevance of the Scalar i7 in modern tape architectures and hyperscale environments, while also validating the significant opportunity we see across the APAC region. The biggest challenge we continue to face is supply. Simply put, customers' demand remains stronger than our ability to fulfill it.

Speaker #3: Once customers implement ActiveScale and experience its resilience, performance, and power efficiency, we typically see continued capacity expansions and footprint growth in subsequent quarters.

Speaker #3: We also secured a significant hyperscaler deployment in APAC centered around our scaler I7 tape library. This transaction was valued at well over eight figures.

Speaker #3: The I7's unmatched density and power efficiency enabled us to secure this important technical win. We believe this win highlights the growing relevance of the scaler I7 in modern tape architectures and hyperscale environments, while also validating the significant opportunity we see across the APAC region.

Speaker #3: The biggest challenge we continue to face is supply. Simply put, customers' demand remains stronger than our ability to fulfill it. During the quarter, we continued to face constraints around tape drive availability and certain disk drives.

Hugues Meyrath: During the quarter, we continued to face constraints around tape drive availability and certain disk drives. While we expect conditions to improve over the course of the year, component availability and pricing pressures remain areas of focus. Despite those challenges, our operations, supply chain, and manufacturing teams did an outstanding job enabling us to deliver results above guidance. I also want to recognize Avnet, our primary partner, for helping us support customers and navigate a difficult supply environment. As we look ahead, we like what we are seeing. Demand remains strong, our pipeline continues to grow, backlog is increasing, and revenue has now grown sequentially for several quarters. We are winning larger and more strategic opportunities and seeing strength across all product lines and across every region. Factoring in our most recent fundraising, Quantum is now debt-free, cash flow positive, and profitable for the first time since 2023.

Speaker #3: While we expect conditions to improve over the course of the year, component availability and pricing pressures remain areas of focus. Despite those challenges, our operations, supply chain, and manufacturing teams did an outstanding job enabling us to deliver results above guidance.

Speaker #3: I also want to recognize Avnet, our primary partner, for helping us support customers and navigate a difficult supply environment. As we look ahead, we like what we're seeing.

Speaker #3: Demand remains strong; our pipeline continues to grow, backlogs are increasing, and revenue has now grown sequentially for several quarters. We're winning larger and more strategic opportunities and seeing strength across all product lines and in every region.

Speaker #3: Factoring in our most recent fundraising, Quantum's now debt-free, cash flow positive, and profitable for the first time since 2023. Quantum is stronger today than it was a year ago, and we're well positioned for continued growth and long-term value creation.

Hugues Meyrath: Quantum is stronger today than it was a year ago, and we are well-positioned for continued growth and long-term value creation. With that, I will turn the call over to Will.

Speaker #3: With that, I'll turn the call over to Will.

Speaker #2: Thank you, Hughes. Good afternoon to those joining us on the phone and webcast. I'll provide an overview of the company's gap and non-gap financial results, for our fiscal first quarter that ended on June 30, 2026.

William White: Thank you, Hugues. Good afternoon to those joining us on the phone and webcast. I will provide an overview of the company's GAAP and non-GAAP financial results for our fiscal Q1 that ended on 30 June 2026. Revenue in the quarter was $80.8 million, increasing $2.8 million or approximately 4% sequentially from $78 million in the prior quarter. This is an increase of 25.7% over $64.3 million in the prior year's Q1. Revenue exceeded the high end of guidance range of $75 million ±$2 million, driven by strong demand for our ActiveScale and tape storage solutions. As Hugues stated, our backlog has increased significantly, and we expect it to continue to be strong throughout the current quarter. GAAP gross margins reached 39.3% in our Q1, up 360 basis points sequentially and nearly 400 basis points year over year, our highest level in five quarters.

Speaker #2: Revenue in the quarter was $80.8 million, increasing 2.8 million or approximately 4% sequentially, from $78 million in the prior quarter. This increase of 25.7 over 64.3 million in the prior years' first quarter.

Speaker #2: Revenue exceeded the high end of guidance range of $75 million plus or minus $2 million, driven by strong demand for our active scale and tape storage solutions.

Speaker #2: As Hughes stated, our backlog has increased significantly and we expect it to continue to be strong throughout the current quarter. Gap gross margins reached 39.3 in our first quarter, up 360 basis points sequentially and nearly 400 basis points year over year, our highest level in five quarters.

Speaker #2: Gross profit grew 40% year over year, on 26% revenue growth, and 14% sequentially. The improvement was driven across our business, with stronger pricing and disciplined cost execution, together with favorable standard cost and inventory performance, as well as continued leverage on fixed costs.

William White: Gross profit grew 40% year over year on 26% revenue growth and 14% sequentially. The improvement was driven across our business with stronger pricing and disciplined cost execution, together with favorable standard costs and inventory performance, as well as continued leverage on fixed costs. We continue to focus on gross margin improvement, but expect pricing volatility as we navigate ongoing component shortages. Much of the past year's improvement is structural, and we anticipate year-over-year improvement in Q2 gross margins. GAAP operating expenses for the Q1 were $26.7 million, compared to $30.4 million in the prior quarter and $35.3 million in the year-ago quarter. Operating expenses on a non-GAAP basis for the Q1 were $25.1 million, below the low end of our guidance range of $27 million ±$1 million, and down 16% year over year on 26% higher revenue.

Speaker #2: We continue to focus on gross margin improvement, but expect pricing volatility as we navigate ongoing component shortages. Much of the past year's improvement is structural, and we anticipate year-over-year improvement in second quarter gross margins.

Speaker #2: Gap operating expenses for the first quarter were 26.7 million, compared to 30.4 million in the prior quarter and 35.3 million in the year-ago quarter.

Speaker #2: Operating expenses on a non-gap basis for the first quarter were 25.1 million, below the low end of our guidance range of 27 million, plus or minus 1 million, and down 16% year over year on 26% higher revenue.

Speaker #2: This compares with fiscal fourth quarter at 27.5 million and 30 million in the first quarter of fiscal year 2026. The sequential decrease was driven by lower sales and marketing expenses as well as continued commitment to operating expense discipline.

William White: This compares with fiscal Q4 at $27.5 million and $30 million in the Q1 of fiscal year 2026. The sequential decrease was driven by lower sales and marketing expenses, as well as continued commitment to operating expense discipline. The year-over-year decrease reflects the continued realized savings from a lowered cost structure following our restructuring actions throughout the fiscal year. Operating income was $5 million on a GAAP basis and $6.6 million on a non-GAAP basis, compared to operating losses of $12.6 million and $7.4 million respectively in the prior year quarter. We also generated positive cash flow from operations of approximately $0.9 million with capital expenditures of $0.4 million, or under half a percent of revenue.

Speaker #2: The year-over-year decrease reflects the continued, realized savings from a lowered cost structure following our restructuring actions throughout the fiscal year. Operating income was $5 million on a GAAP basis and $6.6 million on a non-GAAP basis, compared to operating losses of $12.6 million and $7.4 million, respectively, in the prior year quarter.

Speaker #2: We also generated positive cash flow from operations of approximately 0.9 million with capital expenditures of 0.4 million or under half a percent of revenue.

Speaker #2: Gap net loss in the fiscal first quarter was $155.3 million, or a loss of $7.06 per share, compared to a net loss of $9.5 million, or a loss of $0.66 per share in the previous quarter and a net loss of $17.2 million, or a loss of $1.87 per share in the prior year's first quarter.

William White: GAAP net loss in the fiscal Q1 was $155.3 million, or a loss of $7.06 per share compared to a net loss of $9.5 million, or a loss of $0.66 per share in the previous quarter, and a net loss of $17.2 million, or a loss of $1.87 per share in the prior year's Q1. The Q1 net loss includes one-time non-cash items related to the extinguishment of debt and convertible notes. These include $129.7 million loss on the change in fair value of our convertible notes, a $16.3 million loss on the change of fair value of warrant liabilities, and an $11.7 million loss on debt extinguishment, representing $157.7 million in total.

Speaker #2: The first quarter net loss includes one-time, non-cash items related to the extinguishment of debt and convertible notes. These include a $129.7 million loss on the change in fair value of our convertible notes.

Speaker #2: A $16.3 million loss on the change in fair value of warrant liabilities and an $11.7 million loss on debt extinguishment, representing $157.7 million in total.

Speaker #2: Excluding these debt-related items, $0.8 million of other non-recurring costs, as well as stock-based compensation, non-GAAP income for the first quarter was $4 million, or income of $0.18 per share, compared to a net loss of $3.1 million, or a loss of $0.21 per share in the prior quarter.

William White: Excluding these debt-related items and $0.8 million of other non-recurring costs, as well as a stock-based compensation, non-GAAP income for Q1 was $4 million, or income of $0.18 per share compared to a net loss of $3.1 million, or a loss of $0.21 per share in the prior quarter, and a net loss of $14.5 million, or a loss of $1.58 per share in the prior year's Q1. The achievement of a non-GAAP adjusted net income for Q1 reflected a combination of higher revenue and lower expenses, as well as favorable gross margin, as I mentioned earlier. Adjusted EBITDA for Q1 was a positive $8 million, which is $5.5 million above the high end of our guidance range.

Speaker #2: And a net loss of $14.5 million or loss of $1.58 per share in the prior year's first quarter. The achievement of a non-gap adjusted net income for the first quarter reflected a combination of higher revenue and lower expenses as well as favorable gross margin as I mentioned earlier.

Speaker #2: Adjusted EBITDA for the first quarter was a positive $8 million, which is $5.5 million above the high end of our guidance range. This compares to a positive $1 million in the fiscal fourth quarter of 2026 and a negative $6.5 million in the prior year quarter.

William White: This compares to a positive $1 million in the fiscal Q4 of 2026 and a negative $6.5 million in the prior year quarter. The year-over-year improvement in EBITDA of approximately $14.5 million came on $16.5 million of incremental revenue, reflecting the benefit of our previous restructuring and ongoing cost discipline. Turning to debt and liquidity, cash equivalents, and restricted cash at the end of the fiscal Q1 were approximately $54.6 million, up from $16.2 million at the end of fiscal 2026. During the quarter, we generated approximately $94.6 million of net proceeds from our private placement, of which $56.8 million was used to repay debt as of 30 June. Total outstanding debt was zero, compared to $144.8 million of term debt and convertible notes on 31 March. Interest expense in the quarter was $2.1 million, down from $6.5 million a year ago.

Speaker #2: The year-over-year improvement in EBITDA of approximately 14.5 million came on 16.5 million of incremental revenue, reflecting the benefit of our previous restructuring and ongoing cost and restricted cash at the end of the fiscal first quarter were approximately 54.6 million.

Speaker #2: Up from 16.2 million at the end of fiscal 2026. During the quarter, we generated approximately $94.6 million of net proceeds from our private placement, of which 56.8 million was used to repay debt as of June 30.

Speaker #2: Total outstanding debt was zero, compared to $144.8 million of term debt and convertible notes on March 31. Interest expense in the quarter was $2.1 million, down from $6.5 million a year ago, with our debt fully eliminated.

William White: With our debt fully eliminated, we expect interest expense to be minimal going forward against $21.6 million of interest expense in fiscal 2026. Turning to the company's outlook for the fiscal Q2 of 2027, as we discussed today, we expect demand from customers to remain strong. Given our substantial backlog and continued strong bookings, we expect near-term revenue upside will be determined largely to the extent to which we can fulfill and ship orders in a supply-constrained market. As such, we expect fiscal Q2 revenue to be approximately $82 million, plus or minus $2 million. At the midpoint, this represents approximately 31% year over year. We expect Q2 non-GAAP adjusted operating expenses to be approximately $27 million, plus or minus $1 million, with a sequential increase reflecting sales commissions on stronger performance and an increase in the pace of R&D hiring.

Speaker #2: We expect interest expense to be minimal going forward, against $21.6 million of interest expense in fiscal 2026. Turning to the company's outlook for the fiscal second quarter of 2027, as we discussed today, we expect demand from customers to remain strong.

Speaker #2: Given our substantial backlog and continued strong bookings, we expect near-term revenue upside will be determined largely to the extent to which we can fulfill and ship orders in a supply-constrained market.

Speaker #2: As such, we expect fiscal second quarter revenue to be approximately $82 million plus or minus $2 million, at the midpoint this represents approximately $31% year-over-year.

Speaker #2: We expect second quarter non-GAAP adjusted operating expenses to be approximately $27 million, plus or minus $1 million, with a sequential increase reflecting sales commissions on stronger performance and an increase in the pace of R&D hiring.

Speaker #2: As a result, non-gap adjusted net income per share for the second quarter is anticipated to be $0.12 plus or minus $0.10 per share. Based on an estimated $39.4 million weighted average basic shares outstanding.

William White: As a result, non-GAAP adjusted net income per share for Q2 is anticipated to be $0.12, plus or minus $0.10 per share based on an estimated 39.4 million weighted average basic shares outstanding. Adjusted EBITDA for Q2 is expected to be $6 million, plus or minus $1 million. Stepping back, we delivered our third consecutive year-over-year revenue growth, our strongest gross margin in five quarters, positive non-GAAP adjusted net income for the first time since 2023, positive cash flow from operations and a debt-free balance sheet with $54.6 million in cash. Our priorities from here are straightforward: Hold the cost discipline we built and generate consistent positive cash flow. With that, I'll turn the call over to the operator for questions.

Speaker #2: Adjusted EBITDA for the second quarter is expected to be $6 million plus or minus $1 million. Stepping back, we delivered our third consecutive year-over-year revenue growth.

Speaker #2: Our strongest gross margin in five quarters, positive non-gap adjusted net income for the first time since 2023, positive cash flow from our operations, and a debt-free balance sheet with $54.6 million in cash.

Speaker #2: Our priorities from here are straightforward: hold the cost discipline we built and generate consistent, positive cash flow. With that, I'll turn the call over to the operator for questions.

Speaker #1: Thank you. We are now conducting a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad.

Operator 2: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press *1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press *2 to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment please while we poll for questions. Thank you. Our first question is from Jacob Stephan with Lake Street Capital Markets.

Operator: Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment please while we poll for questions. Thank you. Our first question is from Jacob Stephan with Lake Street Capital Markets.

Speaker #1: A confirmation tone will indicate your line is in the question queue. You may press star two to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys.

Speaker #1: One moment, please, while we pull for questions. Thank you. Our first question is from Jacob Stephen with Lake Street Capital Markets.

Speaker #3: Hey, guys. Appreciate you taking the questions. Congrats on a really nice quarter and guide here. Maybe just first, on the adjusted EBITDA guide, you guys just posted $8 million.

Jacob Stephan: Hey, guys. Appreciate you taking the questions. Congrats on a really nice quarter and guide here. Maybe just first, on the adjusted EBITDA guide. You guys just posted $8 million of EBITDA on $80 million of revenue, $81 million of revenue, and you are guiding for $6 million on $82. I am wondering about the step-down. Is that more OpEx related, or are you seeing something in gross margin that might ultimately result in that? Good question. So two parts is one, it is related to OpEx. As I mentioned, there are two main drivers there. I previously say that we are investing in R&D. That is our main growth area from an OpEx standpoint. We are also given the beach we have had on revenue, we are anticipating conditions to be higher. So that is factoring in OpEx.

Speaker #3: EBITDA on $80 million of revenue, $81 million of revenue. In your guidance for $6 million on $82 million, I’m wondering about the step-down. Is that more OPEX-related, or are you seeing something in gross margin that might ultimately result in that?

Speaker #2: Great question. So two parts. One, it is related to OPEX. As I mentioned, there are two main drivers there. I previously stated that we're investing in R&D.

Speaker #2: That's our main growth area from an OPEX standpoint. Also, given the beat we've had on revenue, we're anticipating commissions to be higher. So that's factored into OPEX from a margin standpoint.

William White: From a margin standpoint, as mentioned, we are honestly looking and saying that we have some large deals coming in the pipe. We still have a lot of uncertainty, so we are being conservative in how we are doing margin going into Q2.

Speaker #2: As mentioned, we're just simply we're honestly looking and saying that we have some large deals coming in the pipe. We still have a lot of uncertainty, so we're being conservative in how we're doing margin going into Q2.

Speaker #3: Okay. Got it. And then just touching on backlog, I know you guys said record levels. Last quarter was $45 million. I might have just missed the number, but can you give us an update on what you exited this quarter with?

Jacob Stephan: Okay, got it. Just touching on backlog. I know you guys said record levels. Last quarter was $45 million. I might have just missed the number, but can you give us an update on what you exited this quarter with?

Speaker #4: I know we didn't give the number, Jacob, but it's a significantly higher.

Hugues Meyrath: We didn't give the number, Jacob, but it's significantly higher.

Speaker #3: Okay. I guess, so just touching on supply, I know you guys have continued to say that demand significantly outpaces, but I guess with IBM kind of easing the projected easing in Q2 and Q3 here, towards the back half of calendar '27, how are you thinking about that versus just a month and a half ago when we last got an update?

Jacob Stephan: Okay. I guess, just touching on supply. I know you guys have continued to say that demand significantly outpaces, but I guess, with IBM kind of easing, the projected easing in Q2 and Q3 here, towards the back half of calendar 2027, how are you thinking about that versus just a month and a half ago when we last got an update?

Speaker #4: Right now, the reason we're getting to around $82, which is mildly up, is because we're still not getting adequate supply of tube drives. So it's looking right now, it's continuing to be flat for the past handful of months.

Hugues Meyrath: Right now, the reason we're getting to around 82, which is mildly up, is because we're still not getting adequate supply of tape drives. So it's looking right now, it's continuing to be flat for the past handful of months. I'm hoping to get a further update from IBM in the next week when I go there, but they've mentioned that they would increase production towards the back half of the year. But right now, as of the latest month, which is August, we're still not seeing the inflection point.

Speaker #4: So I'm hoping to get a further update from IBM in the next week when I go there, but they've mentioned that they would increase production towards the back half of the year, but right now, as of the latest month, which is August, we're still not seeing that inflection point.

Speaker #3: Okay. Got it. And maybe just one last one. You touched on some of the larger deals in the quarter. With several being over $3 million, I guess, how should we think about that for the balance of the year as we look at kind of Q2 through Q3 and even into Q4?

Jacob Stephan: Okay, got it. And maybe just one last one. You touched on some of the larger deals in the quarter, with several being over $3 million. I guess, how should we think about that for the balance of the year as we look at Q2 through Q3 and even into Q4? Do you expect the pipeline growing from larger deals or is it continuing to be on the enterprise side, maybe medium-sized business?

Speaker #3: Do you expect the pipeline growing from larger deals, or is it continuing to be kind of on the enterprise side? Maybe medium-sized business?

Speaker #4: Yeah, good question. A lot of those large deals were actually enterprise deals. There was one hyperscaler there, but a lot of them are also large enterprise deals.

Hugues Meyrath: Yeah, good question. None of those large deals were actually enterprise deals. There was one hyperscaler there, but a lot of them are also large enterprise deals. As ActiveScale gains a stronger and stronger foothold in the enterprise, these are typically very large deals as well. Yeah. As the company's growing,

Speaker #4: So, as an active scale, it gains a stronger and stronger foothold in the enterprise. These are typically very large deals as well. Yeah. As the company is growing, I think you can expect more of those.

Jacob Stephan: Got it.

Hugues Meyrath: I think you can expect more of those, yeah.

Speaker #4: Yeah.

Speaker #3: Got it. I appreciate all the color, guys. Nice quarter.

Jacob Stephan: Got it. I appreciate all the color, guys. Nice quarter.

Speaker #4: Thank you, Jacob.

Hugues Meyrath: Thank you, Jacob.

Speaker #1: And a reminder, if you would like to ask a question, please press star one on your telephone keypad. Our next question is from Nihal Kochi with Northland Capital Markets.

Operator 2: As a reminder, if you would like to ask a question, please press star one on your telephone keypad. Our next question is from Nehal Chokshi with Northland Capital Markets.

Operator: As a reminder, if you would like to ask a question, please press star one on your telephone keypad. Our next question is from Nehal Chokshi with Northland Capital Markets.

Speaker #2: Yeah. Thank you. Hey, I'm sorry I missed the opening remarks of the last question here. But I do want to, and this may have been answered then, but I would like to see if you have any updates with respect to active scale customer adoption.

Nehal Chokshi: Yeah, thank you. Hey, I'm sorry I missed the opening remarks of the last question here. But I do want to, and this may have been answered then, but I would like to see if you have any updates with respect to ActiveScale customer adoption, and I probably would have some follow-up based on those here.

Speaker #2: And I probably would have some follow-up based on this here.

Speaker #4: Yeah, we've seen an increase of seven-digit deals. In the enterprise, we're into active scale, so it continues to grow super fast. And it's getting one more traction.

Hugues Meyrath: Yeah, we've seen an increase of seven-digit deals in the enterprise with ActiveScale, so it continues to grow super fast, and it's gaining more and more traction. We're also seeing a lot of customer expansions around ActiveScale because once the solution is in there, people see the benefit and what it can do from a cost perspective and power perspective and scaling and availability. So, the product is really nicely ramping up right now.

Speaker #4: We're also seeing a lot of customer expansions around ActiveScale, because once the solution is in there, people see the benefits and what it can do from a cost perspective, power perspective, scaling, and availability.

Speaker #4: So the product is really nicely ramping up right now.

Speaker #2: Okay, so I think I asked this question last quarter, and I got it too early to give a sort of perspective on this. So I'm going to ask it again, because maybe it's no longer too early now.

Nehal Chokshi: Okay. I think I asked this question last quarter, and I got it said too early to give sort of a perspective on this. I am going to ask it again because maybe it is no longer too early now. Where is ActiveScale in terms of percent of bookings on, say, last quarter or last 2 quarter basis? Where do you think it can go 1 year or 2 year out from here or on an absolute dollar term as well?

Nehal Chokshi: Okay. I think I asked this question last quarter, and I got it said too early to give sort of a perspective on this. I am going to ask it again because maybe it is no longer too early now. Where is ActiveScale in terms of percent of bookings on, say, last quarter or last 2 quarter basis? Where do you think it can go 1 year or two year out from here or on an absolute dollar term as well?

Speaker #2: Where is ActiveScale in terms of percent of bookings on, say, a last quarter or last two quarters basis, and where do you think it can go one year or two years out from here?

Speaker #2: Or on an absolute dollar term as well?

Speaker #4: Well, it's not too early to give. We just don't give a product bookings. We don't give a booking breakdown by product. So for that purpose.

Hugues Meyrath: Well, it is not too early to give. We just do not give a bookings breakdown by product for that purpose. ActiveScale continues to grow, and it is a larger and larger part of our solution going forward. It is very attractive to large enterprise customers and some of hyperscalers and neo-scalers that need more turnkey solutions. So it has been a good growing business for us.

Speaker #4: But active scale continues to grow, and it's a larger and larger part of our solution going forward. And it's very attractive to large enterprise customers and some of hyperscalers and new scalers that need more turnkey solutions.

Speaker #4: So it's been a good growing business for us.

Speaker #2: Okay. And so these three customer types—enterprises, hyperscalers, and new clouds—could you characterize what they represent in terms of the ActiveScale pipeline?

Nehal Chokshi: Okay. These 3 customer types of enterprises, hyperscalers, and neo clouds, could you characterize what they represent in terms of ActiveScale pipeline?

Nehal Chokshi: Okay. These three customer types of enterprises, hyperscalers, and neo clouds, could you characterize what they represent in terms of ActiveScale pipeline?

Speaker #4: We don't break down our bookings or our pipeline by product, no.

Hugues Meyrath: We do not break down our bookings or our pipeline by product, Nihal.

Speaker #2: Okay. All right. Thank you very much.

Nehal Chokshi: Okay. All right. Thank you very much.

Speaker #1: Thank you. This does conclude our question and answer session and our conference for today. We thank you again for your participation. You may now disconnect your lines.

Operator 2: Thank you. This does conclude our question and answer session and our conference for today. We thank you again for your participation. You may now disconnect your lines.

Operator: Thank you. This does conclude our question and answer session and our conference for today. We thank you again for your participation. You may now disconnect your lines.

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