Ouster Q1 2024 Earnings Call Transcript

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May 9, 2024

Key Takeaways

  • Record Q1 revenue of $26 million (up 51% YoY) and highest-ever non-GAAP gross margin at 36%, surpassing an annual run rate of $100 million.
  • Software momentum with $1 million in Q1 software sales, a new deep learning perception model, and expanded Gemini & BlueCity deployments in smart infrastructure.
  • Secured major Smart Infrastructure and Industrial deals, including expanded deployment with a global logistics partner (only 5% footprint so far) and $1 million agriculture and port automation contracts.
  • Achieved product roadmap milestones: delivered firmware updates for REV7 sensors, taped out next-gen L4 custom silicon, and on track to launch automotive-grade DF solid-state sensors.
  • Financial discipline maintained with GAAP operating expenses down to $33 million, cash and equivalents of $189 million, and Q2 revenue guidance of $26 million–$28 million (~40% YoY growth).
AI Generated. May Contain Errors.
Earnings Conference Call
Ouster Q1 2024
00:00 / 00:00

There are 9 speakers on the call.

Operator

Hello and welcome to Alstair's First Quarter 2024 Earnings Conference Call. All lines have been placed on mute to prevent any background noise. After today's presentation and remarks, there will be an opportunity to ask questions. The call today is being recorded and a replay of the call will be available on the Alstar Investor Relations website an hour after the completion of this call. I'd now like to turn the conference over to Chen Gang, VP of Strategic Finance and Treasurer.

Operator

Please go ahead.

Speaker 1

Good afternoon, everyone. Thank you for joining us for our Q1 2024 earnings call. I am joined today by Ouster's Chief Executive Officer, Angus Piccala and Chief Financial Officer, Mark Weinswig. Before we begin the prepared remarks, we would like to remind you that earlier today, Astor issued a press release announcing its Q1 2024 results. An investor presentation was published and is available on the Investor Relations section of Ouster's website.

Speaker 1

Today's earnings call and press release reflect management's views as of today only and will include statements related to our business and financial outlook that are forward looking statements under the federal securities laws. Actual results may differ materially from those contained in or implied by these forward looking statements due to risks and uncertainties associated with our business. For a discussion of the material risks and other important factors that could impact our actual results, please refer to the company's SEC filings and today's press release, both of which can be found on our Investor Relations website. Any forward looking statements that we make on this call are based on assumptions as of today and other than as may be required by law, we undertake no obligation to update these statements as a result of new information or future events. Information discussed on this call concerning Ouster's industry competitive position and the markets in which it operates is based on information from independent industry and research organizations, other third party sources and management estimates, which are derived from publicly available information released by independent industry analysts and other third party sources, as well as data from Ouster's internal research and are based on reasonable assumptions and computations made upon reviewing such data and its experience in and knowledge of such industry and markets.

Speaker 1

By definition, assumptions are subject to uncertainty and risk, which could cause results to differ materially from those expressed in the estimates. During this call, we will discuss certain non GAAP financial measures. These non GAAP financial measures should be considered as a supplement to and not a substitute for measures prepared in accordance with GAAP. For a reconciliation of non GAAP financial measures discussed during this call to the most directly comparable GAAP measures, please refer to today's press release. I would now like to turn the call over to Angus.

Speaker 2

Hello, everyone, and thank you for joining us today. I'll start with a brief recap of the quarter, overview of the market and update on our strategic priorities. Mark will cover our results in more detail before I close with some final thoughts. In the Q1, we continued to build upon the positive operational momentum that we generated throughout 2023. We reported record revenues of $26,000,000 which was at the high end of our guidance range.

Speaker 2

This represents growth of 51% year over year, and our revenues exceeded an annualized run rate of $100,000,000 for the first time in Ouster's history. Our customers' continued adoption of REV7 sensors, combined with our operational leverage, drove non GAAP gross margin expansion to 36%, which represents our highest level to date. During the quarter, we closed on numerous large deals in our Smart Infrastructure and Industrial Verticals. Within smart infrastructure, we continue to extend our collaboration with a leading global logistics company to install additional Red7 sensors and Ouster Gemini at their distribution yards. We see potential for further expansion as we are currently deploying our solutions on only 5% of their global footprint.

Speaker 2

Moreover, we estimate that this single customer represents only a fraction of the market opportunities for this use Last year alone, 10 of the largest retail and logistics companies collectively invested nearly $50,000,000,000 in capital expenditures. Our Gemini solution is designed to offer a myriad of benefits such as reducing operating costs, boosting operating efficiency, fortifying perimeter security, enhancing workplace safety and alleviating labor constraints. We believe that these compelling value propositions will help secure an increasing portion of this spend. The industrial vertical is a perfect example of our belief that ultimately everything that moves will become autonomous. During the Q1, we landed $1,000,000 deals to bring Res7 to agriculture and port applications.

Speaker 2

Within agriculture, we see the potential for agricultural automation to become one of our largest end markets. Based on industry data, there are over 2,000,000 tractors sold each year. Assuming 2 sensors per vehicle, each 1% penetration rate represents 40,000 sensors or nearly triple the amount of sensors we sold during 2023. Our solutions also bring a convincing value proposition to ports around the world. Throughput in ports globally surpassed 850,000,000 containers in 2023.

Speaker 2

Our solutions can enable increased efficiency in tasks such as container positioning, tracking, collision avoidance and twist lock detection. By saving one second per container, we estimate that ports can move an additional 20,000,000 units per year At an average terminal handling charge of $500 per container, this represents $10,000,000,000 of incremental revenue for the port industry. Governments worldwide are investing in their infrastructure, and the U. S. Alone has committed to spending over $20,000,000,000 on U.

Speaker 2

S. Port infrastructure over the next 5 years. We feel well positioned to capitalize on this investment. Turning to our strategic business priorities for 2024. Our first priority is to expand software and grow the installed base.

Speaker 2

During the Q1, Ouster trained a new deep learning perception model that advances our ambition to become a world leader in lidar powered perception solutions. With enhanced operating performance, our Gemini and BlueCity customers now benefit from improvements to object detection at longer distances and multiple object tracking accuracy. We continue to expand Ouster Gemini and BlueCity deployments and closed 1,000,000 in software attached sales in the Q1. Ouster collaborated with a recipient of the U. S.

Speaker 2

Department of Transportation Smart Grant to empower pedestrian safety improvements, near miss detection, traffic counting and traffic flow analytics. Compared to competing solutions, Ouster provides superior all weather performance, privacy protection and the ability to accurately detect and classify multiple types of road users. With over 300,000 signalized intersections in the U. S. Alone, we view the market for intelligent transportation systems as a tremendous future growth opportunity.

Speaker 2

Our Smart Infrastructure team also recently attended major industry events, including the United States' largest security trade show. There were a few anecdotes that I'd like to share. 1st, one of the world's largest retailers noted that Ouster was one of the true gems of the show, while one of the largest security integrators in North America said Ouster was the most interesting technology he had seen in 20 years. This positive feedback reinforces our conviction that LiDAR is poised to become the preeminent technology for the next generation of smart infrastructure applications. Turning to hardware technology.

Speaker 2

Ouster continued to execute on its product road map in the Q1. We introduced new firmware designed to enhance the performance capabilities of our REV7 sensors and coincides with heightened interest for AI and robotics customers. Delivered over the air, the update supports improved accuracy and 0 minimum range and will enable operations in tighter spaces and closer proximity to other objects. Our next generation L4 custom silicon chip is taped out and is expected to bring significant improvements in performance, reliability and manufacturability along with safety certifications to the OS sensor family. We continue to develop our automotive grade custom silicon and plan to integrate the Kronos chip into our final form factor solid state digital flash or DF sensors in the next year.

Speaker 2

DF represents a first of its kind truly solid state, compact, affordable and performant family of automotive grade LiDAR sensors. Finally, we progressed on our long term financial framework during the Q1. Our first quarter revenue growth at 51% and margin expansion to 29% align well with the parameters we have laid out. While we are pleased that our GAAP operating expenses of $33,000,000 were 14% lower than the Q3 of 2023, we do expect our GAAP operating expenses to fluctuate quarter to quarter, primarily due to changes in noncash stock based compensation expenses and other items. We continue to look for further opportunities to optimize our cost structure and reduce our cash burn.

Speaker 2

The 1st quarter marked strong operating results and progress on all three of our strategic business objectives. I'll now turn the call over to our CFO, Mark Weinswig, to provide more context on our financial results for the Q1.

Speaker 3

Thank you, Angus, and good afternoon, everyone. In the Q1, we recognized a record $25,900,000 in revenue, a 51% increase over the Q1 of 2023 and a 6% increase over the Q4 of 2023. We also shipped a record 4,500 sensors in the quarter. Overall, we saw strong revenue contributions from each of our 4 verticals: automotive, industrial, robotics and smart infrastructure. The robotics vertical was the largest contributor to revenue and more than doubled on a year over year basis, followed by automotive, which generated the highest quarterly revenue in our history.

Speaker 3

This quarter illustrates the benefits of our strong customer and market diversity, which provides us with the opportunity to capitalize on multiple emerging industry trends. GAAP gross margin improved to 29% from negative 2% in the Q1 of 2023 and increased 700 basis points from 22% in the prior quarter. Non GAAP gross margin improved to 36% in the Q1 and reached the highest levels in Ouster's history. This marks our 4th consecutive quarter with higher GAAP and non GAAP gross margin. The margin expansion over the past year reflects the operating leverage inherent in our business model along with our premium performing REV7 sensors.

Speaker 3

Over the past year, we have lowered our cost structure as we transitioned manufacturing to contract manufacturing partners in Thailand and streamlined our internal processes. These actions have positioned Oster to be a low cost provider of high performance sensors. GAAP operating expenses of $33,000,000 were lower by 81% year over year and 22% sequentially. We have continued to make strides on reducing our cost structure while substantially growing revenues. We are carefully managing our cost structure while at the same time continuing to invest in new products and technologies to drive future growth avenues.

Speaker 3

Our balance sheet remains strong with cash, cash equivalents, restricted cash and short term investments of $189,000,000 at March 31. This cash balance includes approximately $4,000,000 raised via our ATM during the Q1, reflecting our strategy to maintain a strong balance sheet to help fund our future growth. Since Q1 of 2023, we have significantly reduced our operating cash burn. As the LiDAR industry transitions into its next phase of growth, we intend to maintain our financial position as a point of differentiation. We believe our customers are placing increased emphasis on their partners' balance sheets.

Speaker 3

Moving to our guidance for the Q2 of 2024, we expect to achieve between $26,000,000 $28,000,000 of revenue. At the midpoint of the range, this represents approximately 40% year over year revenue growth. Now with that, I'll turn the call back over to Angus. Thanks,

Speaker 2

Mark. I'm proud of the notable accomplishments Ouster achieved during the Q1. Our revenues exceeded an annualized run rate of $100,000,000 for the first time. We shipped a record 4,500 sensors and we reported the highest non GAAP gross margin in Ouster history. We also marked the 1 year anniversary of our merger with Velodyne.

Speaker 2

Compared to the Q1 of 2023, we have grown our revenues by 51% and expanded our gross margin by over 3,000 basis points. We are the only publicly traded LiDAR company over the past year to deliver 4 straight quarters of sequential revenue growth, margin expansion and lower cash burn. Over the past year, our focused operational execution, combined with a leading product portfolio, has established us as one of the strongest Western Ladder companies in the industry. This positions us well for the substantial opportunity ahead of us as we are firm believers that everything that moves in the future will be robotic. The adoption of LiDAR among our customers and across industries remains in its infancy, and we are determined to capture the multibillion dollar market for a global ecosystem of autonomy solutions.

Speaker 2

With our REV7 sensors and Gemini and BlueCity software solutions, Ouster is creating the critical technologies at the core of autonomy. 2024 is off to a positive start, and I'm confident that our persistent execution will continue to set Oster apart from the rest of the industry. With that, I'd like to open it for Q and A.

Operator

Thank you. We'll take the first question from Madison DeCala, Rosenblatt.

Speaker 4

Hi. Yes, thanks for taking my question and congrats on the great results this quarter. So I just was wondering, did you have any 10% customers in Q1? And do you expect that over time there will be 1 or more 10% customers?

Speaker 3

Well, thank you for the question. And this quarter, we did have one 10% customer. We have continued to see 10% customers come and go during different quarters based on our customers' ramp up from the commercial perspective. Our customers continue to go through this stage of obviously early trials into pilot, into production. And as we see more and more customers move into production, we do expect that those customers are at 10% level will continue to increase over time.

Speaker 4

Okay. Yes, great. Thanks for taking my question.

Operator

We'll go next to Shadi Metwali, Craig Hallum.

Speaker 5

Hey, this is Shadi Metwali on for Richard Shannon. Congrats on another solid quarter guys. My first question is on revenue growth. In Q1, revenues grew 51% and Q2 is guided for growth of 40% year over year. So I was just wondering if can give some clarification on if this 40% to 50% revenue growth range is expected for 2024?

Speaker 2

Yes. Thanks for the question, Chadi. So we're really focused on delivering on the long term financial framework that provides a path to profitability for Ouster. And that spells out a 30% to 50% year over year revenue growth, a 35% to 40% gross margin and an OpEx goal of keeping things flat or below Q3 2023 levels. And so that's very much what we're committed to.

Speaker 2

And as you can see, we're definitely tracking to those metrics in Q1 and stay in the mid range of guidance to those metrics in Q2. So definitely happy about the progress to date and committed to that long term model, ultimately ending in profitability.

Speaker 5

Great. Thanks for the color on that. And then just have a follow-up on OpEx. R and D this quarter was lower than usual and SG and A higher than usual. So I was just wondering if these are the new levels or just some typical seasonality going on in OpEx?

Speaker 3

Yes. So OpEx in the Q1 is always just a little bit unusual. As you probably know, FICA and a lot of these taxes and 401s items do get reset in the Q1. In addition, we do see some of the fees that relate to year end audit related insurance. Those kind of come in at the end of Q4, which causes Q4 typically to be or sorry, Q1 to be a little bit higher than the prior quarter.

Speaker 3

We do expect, going back to Angus' remarks, to continue to see our OpEx be flat to down from where we had guided in the from our financial framework, which was the Q3 of 2023. We've made really good progress over the last couple of quarters, almost better than expected, and we continue to really focus hard in terms of what we can do to bring down our cost structure on an overall basis.

Speaker 2

Yes. And one thing I'd just add to the R and D spend portion of the OpEx. We're in 2 of our strategic priorities this year are to are based around product road map, the software solutions and then the digital LiDAR hardware at the core of our business. But our business is driven ultimately by silicon development. The chips that go into our sensors drive our product road map.

Speaker 2

And the costs associated with those chips can be lumpy. A chip tape out can fall in a single quarter and then causing a rise in R and D and then go back to a more normal level. So that's where you might see some of the inconsistency quarter to quarter specifically in R and D spend.

Speaker 5

Awesome. Thanks for the color on that and congrats on another solid quarter.

Operator

We'll take the next question from Itay Michaeli, Citi.

Speaker 6

Great. Thanks. Hi, everyone.

Speaker 7

Can you hear me?

Speaker 3

Sorry, Itau, you're kind of coming in and out.

Speaker 6

There we go. Sorry. I hope you can hear me now. Just two follow ups for me. First, going back to the revenue growth for the full year, given the momentum, I think Angus, you spoke about at the beginning of the call, just curious if there's a bias to the lower high end of the 30% to 50% range for this year?

Speaker 6

And then second, maybe for Mark, the cash used this quarter, I think about $7,000,000 maybe $13,000,000 extra working capital inflow. Is that how we should be thinking about kind of quarterly cash use over the next couple of quarters?

Speaker 2

Yes. I'll take the first question. So we're very much committed to the 30% to 50% range for the long term model. There are many avenues that bring us to profitability within that framework. And you have to understand that one of the biggest we have a lot of tailwinds that are helping buoy our business.

Speaker 2

LiDAR is a predominant sensing modality across all of the future projects so that most of the future projects that we're working on across our industries. But there are also challenges with our customers adopting the technology at a rapid pace. That's one of the biggest kind of headwinds to the business is just the adoption pace of LiDAR. And it's something that we continue to push on each and every day to make it easier for this technology to be adopted at a rate that pushes us into the high end of the framework. But right now, so yes, we have tailwinds but also headwinds to the that we have to counter and that's where the work is still to be done.

Speaker 2

So ultimately, the 30% to 50% is something that we feel comfortable with and expect to track towards.

Speaker 3

And on the cash usage, this quarter, the Oster team really did a great job. We saw lower inventory, better AR, lower DSOs,

Speaker 1

a little bit

Speaker 3

of an increase in our accounts payable, which led to some significant working capital improvements. While I'd love to see those kind of going forward, sometimes those are one time in nature, but we do expect that we will continue to drive down our inventory levels over time. And in the Q2, just as a quick FYI, we will have a $4,000,000 fee or settlement associated with a previous litigation that we had that we had taken the charge for in the Q4. So there will be a little bit of cash usage from that, but otherwise, like you said, significant improvements in our overall cash flow from operations over the last year.

Speaker 6

Terrific. Very helpful. If I can sneak one last one in. I think the incremental margin on gross margin sequentially this quarter was something like 57%. Is that kind of level sustainable here going forward as we think about your continued revenue growth from here?

Speaker 3

So on a non GAAP basis, our gross margins this quarter were 36%. We were very happy by that performance. If we look at where we were a year ago, 11 percentage points higher than where we were a year ago. In terms of kind of incremental gross margins, this quarter, we did see some benefits in terms of some lower costs in the operating expenses on our cost of goods sold. We also saw some improvements in other areas.

Speaker 3

But in terms of our incremental margin, while we've never disclosed it, we do have an incremental margin that obviously is higher than our 35% to 40% level. And by continuing to increase our revenue levels, that's what's going to get us to that 35% to 40% GAAP gross margin levels that we're targeting as part of our financial framework.

Speaker 6

Terrific. That's very helpful. Thank you.

Operator

Next up is Andres Sheppard, Cantor Fitzgerald.

Speaker 8

Hi, guys. This is Anand on here for Andres. Congrats on the quarter and thanks for taking our questions. I know you're focused primarily on the automotive market, but with Tesla moving to further implement its FSD software into more vehicles and potentially launching a robotaxi in the future, do you think this could potentially be Ouster since they'll likely have to adopt LIDAR? Or do you see potential similar opportunities in the automotive space?

Speaker 2

Well, automotive continues to be a major vertical for us in the robo taxi, robo trucking, shuttle and bus industry. And we have major customers that have been buying our sensors for years in those industries. Many of those customers naturally will transition between different products that Ouster has over time, specifically things like the DF sensors as we bring those to market. I do see a natural transition to different product lines. For us, I think I can't comment specifically on Tesla as being an opportunity or whatever for Ouster specifically, but I think that the AI advancements that are being made that companies like Tesla are taking advantage of very much apply to all sensor modalities, LiDAR being one of them and that is definitely buoying our business.

Speaker 2

I see that as a really good development, again because of the much of the difficulty with customers ramping quickly into this technology is just the challenge of them integrating the technology, building robust systems and the advancements in AI that companies like Tesla are evangelizing, I would say, are actually helping us not just in automotive but across all of our verticals.

Speaker 3

And to add some numbers to that, as we mentioned in the prepared remarks, automotive, we had a record quarter for us. So we were very, very happy by Astra's performance in the Q1.

Speaker 8

Got you. Thanks. That's very helpful. And if I could just get one quick follow-up in. I was wondering on since software was a big emphasis this quarter, if you could go over quickly the business plan related to your software ecosystem and how that's going to impact your margins in the long term and how you're going to bridge to your long term target with Gemini and BlueCity?

Speaker 2

Yes. So I see I mean, the software that we are providing to customers is now a central kind of strategic pillar and differentiator for Ouster. There are a couple of different tiers of software that we provide to customers. The first is the developer tools that we are providing largely free to every customer that buys an Ouster sensor, the SDK and associated tools. We don't talk a lot about them, but the goal there is to make Ouster sensors the de facto easiest and most convenient and efficient hardware to develop around.

Speaker 2

And I think we're well on the path to making that the case. Now Gemini and BlueCity are really the revenue generating total solutions that we brought to market over a year ago. And I'm incredibly happy with the goal there is to both expand into a new set of markets that increase the overall opportunity set for Ouster and specifically we're talking smart infrastructure markets, security, crowd analytics and traffic control solutions, major markets that traditionally LiDAR has not played in. And the second thing is just to build a completely new revenue model for Aster and ultimately a higher margin one that's very sticky. So in the last year plus, we not only brought these products to market, but we've commercialized them and built go to market plans and now deployed them at pretty significant scale with end customers.

Speaker 2

And I mentioned in the prepared remarks, customer feedback has been incredibly strong for these products even in their infancy. And I do think that they are still in their infancy. We are a long way from Aster being a dominant player in any of our smart infrastructure verticals. But I think that given the initial feedback that it's been effusive in many cases that we're on a path where that is a distinct possibility. So we're going to continue to make major investments into the software side of Ouster, given the kind of unique position we have in the market to bring both hardware and software to these players.

Speaker 2

And going back to

Speaker 3

the second part of your question on the margin side, the 35% to 40% goal that we or framework that we have put together in terms of margins, that's based on a significant amount of hardware revenue. We do expect our software revenue to increase. We do expect that our margins from software will be higher in the long term. So we're looking forward to being able to discuss that a little bit more thoroughly probably in the probably sometime early next year.

Speaker 8

Wonderful. That's very helpful. Thanks. I'll pass it on.

Operator

Your next question comes from Kevin Garrigan, Westport Capital.

Speaker 7

Yes. Hey, good afternoon, Angus and Mark. And thanks for taking my questions and let me echo my congrats on the progress. Kind of going off the previous question, can you give us a sense of how quickly you're expecting to continue or to offer new software solutions? And any customers that only buy the sensor and kind of not go for the software?

Speaker 7

Is there anything you guys can kind of do to change their mind? Or how do those conversations kind of go?

Speaker 2

Yes. No, that's a great question. The first part of it is just simple. We absolutely expect to be more nimble with the software and be able to provide more rapid kind of updates product updates and release updates with that software. Just it's the nature

Speaker 1

of the

Speaker 2

medium. And then on the second part of the question, I do see that ultimately we can expand the software footprint into many different industries. You have to understand that every single one of our customers needs a pretty complex piece of software in order to make to take advantage of the latter hardware that they're buying from us. And we're building credibility in each one of our verticals by providing this incredibly sophisticated hardware but also a long term relationship to each one of our major customers that builds confidence in Ouster not only as a hardware provider but as a support provider, as a systems provider and ultimately as a combined software hardware provider. So I do think there's opportunities for us to move into adjacent verticals, move into the industrial, automotive and robotics verticals potentially with software solutions as we're doing in smart infrastructure.

Speaker 2

That's kind of the that's the end one of the end states for Ouster, I think, is more of an autonomy systems provider than just an isolated hardware and isolated software provider. But like I said, it's still early days, and we're going to stay committed to the smart infrastructure portion of our software business for the time being.

Speaker 7

Yes. Got it. Got it. Okay. Perfect.

Speaker 7

And then just as a quick follow-up, and I apologize if I missed this, but I'd love to hear feedback customers are giving you on the DF sensors. And from what you're seeing in the automotive industry our and the people you're talking to, our timelines kind of for starter production for some of these models? Are they getting pushed out pretty significantly? I've heard 2028 is some of the new kind of years that people are seeing.

Speaker 2

Yes, absolutely. And I'm going to sound like a little bit like a broken record here because my view of the automotive industry remains the same and our place within it. We're building DF sensors to meet the market at the end state of what is required, which is low cost, solid state, modular, flexible, high performance and affordable products. And that's what DF is. It's a product that can that will be, I expect in cars for the next multiple decades, not just in the next 5 years.

Speaker 2

So and yes, unfortunately, one of the things that we've seen is time lines push out. They rarely pull in, in the automotive industry and in the kind of the adjacent robotaxi industry. So that's definitely a dynamic that gives me confidence that we should be taking our time with DF and making sure we're building exactly the right thing, which I think we are and meet the market on our time line because it's better to be correct than to be first into a market like this.

Speaker 7

Yes. No, absolutely. That makes a ton of sense. Okay, perfect. Thanks, guys.

Speaker 2

Thank you.

Operator

And at this time, there are no further questions. I'll hand things back to Angus Takala for any additional or closing remarks.

Speaker 2

Well, thank you all for joining the call. Ultimately, Ouster's success is the result of our team's belief in the differentiated strategy that we've set out and the effort that the Ouster team has put in day in and day out. So I do want to thank the Oster team for another great quarter. 2024 is off to a really positive start. And at this point, we're advancing on our path to profitability, and I'm confident that the Alster team's execution is going to continue to set Alster apart from the rest of the industry.

Speaker 2

So thanks again and have a good evening everyone.

Operator

Once again everyone, that does conclude today's conference. We would like to thank you all for your

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