Ladies and gentlemen, good afternoon. At this time, I'd like to welcome everyone to QuickLogic Corporation's Third Quarter Fiscal 2023 Earnings Results Conference Call. As a reminder, today's call is being recorded for replay purposes through November 21, 2023. I would now like to turn the conference over to Ms. Alison Ziegler of Darrow Associates. Ms. Ziegler, please go ahead.

Thank you, operator and thanks to all of you for joining us. Our speakers today are Brian Faith, President and Chief Executive Officer; and Elias Nader, Senior Vice President and Chief Financial Officer. As a reminder, some of the comments QuickLogic makes today are forward-looking statements that involve risks and uncertainties, including but not limited, to stated expectations relating to revenue from new and mature products, statements pertaining to QuickLogic's future performance, design activity and its ability to convert new design opportunities into production shipments, timing and market acceptance of its customers' products; schedule changes and production start dates that could impact the timing of shipments, the company's future evaluation systems, broadening the number of our ecosystem partners and expected results and financial expectations for revenue, gross margin, operating expenses, profitability and cash. Actual results or trends may differ materially from those discussed today. For more detailed discussions of the risks, uncertainties and assumptions that could result in those differences, please refer to the risk factors discussed in QuickLogic's most recently filed periodic reports with the SEC. QuickLogic assumes no obligation to update any forward-looking statements or information which speak as of the respective dates of any new information or future events. In today's call, we will be reporting non-GAAP financial measures. You may refer to the earnings release we issued today for a detailed reconciliation of our GAAP to non-GAAP results and other financial statements. We have also posted an updated financial table on our IR web page that provides current and historical non-GAAP data. Please note, QuickLogic uses its website, the company blog, corporate Twitter account, Facebook page and LinkedIn page as channels of distribution of information about its business. Such information may be deemed material information and QuickLogic may use these channels to comply with its disclosure obligations under Regulation FD. A copy of the prepared remarks made on today's call will be posted on QuickLogic's IR web page shortly after the conclusion of today's earnings call. I would now like to turn the call over to Brian. Go ahead, Brian.

Thank you, Alison. Good afternoon, everyone and thank you all for joining our third quarter fiscal 2023 financial results conference call. Q3 revenue of $6.7 million exceeded the midpoint of our guidance, nearly doubling year-over-year and increasing 128% sequentially. This growth was driven by new product sales which increased by over 170% both sequentially and year-over-year. QuickLogic set a record for non-GAAP gross profit margin achieving 78% which exceeded the midpoint of the outlook we shared last quarter. Driven by strong gross profit and the inherent scalability of our business model, non-GAAP net income of $1.8 million was an all-time record for QuickLogic. Elias will share our outlook in a few minutes that projects will set another non-GAAP net profit record in Q4 which will drive positive full year earnings for fiscal 2023. The strategic transformation we initiated in 2020 has enabled us to fully leverage the proprietary IP assets that we have developed over the last 30 years and execute a highly scalable and profitable business model. When compared to 2020, we expect to grow full year 2023 revenue by over 144%, non-GAAP gross profit dollars by over 235% and with a 2% reduction in non-GAAP OpEx, improve our operating leverage by nearly 244%. The bottom line here is our strategic transformation is delivering strong results and I believe the best is yet to come. Now I'll take a few minutes to highlight the initiatives and contracts that are driving our growth and success. First, we have continued to grow our sales funnel to a record $162 million. Included in this number are deals for both the eFPGA IP as well as customer-specific device development that incorporates our eFPGA IP. These deals span numerous foundries, process technologies and end markets. In August, we were awarded the $15 million second…

Thank you, Brian and good afternoon, everyone. Our performance in Q3 was exceptional, with revenue more than doubling from last quarter, driving the business solidly into the black. As expected, our results benefited from higher eFPGA IP license and professional services revenue as the next phase of the large eFPGA contracts started up in the current quarter. Specifically, revenue in Q3 was $6.7 million, up 128% from the second quarter and up nearly 93% from the third quarter of 2022. Within our Q3 revenue, sales of new products were approximately $6.1 million. This compares to $2.2 million last quarter, up 173% and $2.3 million in the third quarter of 2022, up 171%. Mature product revenue was approximately $600,000 compared to $700,000 last quarter and $1.2 million in Q3 last year. Non-GAAP gross margin in Q3 was 78% compared with 44.2% in the second quarter of 2023 and 49.8% in the third quarter of 2022. The increase in gross margins from the second quarter resulted from the higher revenue level and a change in the mix of deliverables within eFPGA-related revenue to a higher percentage of professional services as well as continued cost controls. Non-GAAP operating expenses in Q3 2023 were approximately $3.3 million. The OpEx for Q3 was slightly above our forecast due to somewhat higher R&D activity given the timing of executing on the large revenue contracts later in the period. This compares with non-GAAP operating expenses of $2.9 million last quarter and $2.5 million in the third quarter a year ago. Non-GAAP net income was $1.8 million or $0.13 per share, a record. This compares to a non-GAAP net loss of $1.7 million or $0.12 per share last quarter and a non-GAAP net loss of $900,000 or $0.07 a share in the third quarter of fiscal 2022. Total…

Thank you, Elias. With record non-GAAP net profit, Q3 was clearly a historic quarter for QuickLogic and the stage is set for yet another new record this quarter. Since transitioning to a core IP business model over 3 years ago in 2020, we expect to grow total revenue by over 144%, gross profit dollars by over 235% and with a 2% reduction in non-GAAP OpEx, grow our operating leverage by over 244% in 2023. While I am very proud of what we've accomplished so far, what excites me is what lies ahead. The primary drivers for our growth over the last 3 years have been development contracts. Looking forward, we believe these will lead to production devices and new opportunities even beyond our sales funnel of $162 million. We believe these opportunities and others in our sites will fuel our continued growth in 2024 and beyond. While we will provide our full year outlook for 2024 during our year-end conference call, I believe we are well positioned to grow total revenue by over 30% and report very solid non-GAAP earnings per share with each quarter contributing to the profitability in 2024. Following the investments we are making during the second half of 2023 to support anticipated growth in 2024, we expect to generate positive cash flow for the full year 2024. With that, I want to extend my appreciation to the shareholders that have supported our vision and to the team that has enabled these accomplishments. It is a thrill to work with you all. That completes our prepared remarks. Operator, I would now like to open the call for questions.

[Operator Instructions] And our first question comes from the line of Richard Shannon with Craig-Hallum.

Congratulations on a profitable quarter. I'm sure it's a welcome relief and congratulations on all the hard work it takes to get to this point. I guess more of a technical question to start off here. Just looking at the fourth quarter guidance here, pretty close to what you talked about before which is great to see here. I just wanted to get a sense to the degree to which this large government contract is driving the growth or some other dynamics here within the new product sales that are driving that.

Obviously, the large contract is a big percent of that revenue. But there are a couple of other ones that are materially contributing to the revenue growth in this quarter. I think in the prepared remarks, I alluded to us doing design on several different process technologies and several different fabs and most of those would be contributing to revenue in this quarter, some of which are new compared to last quarter. And then the mature products and the sensor products to our smartphone customers are kicking back up again compared to last quarter. So I guess the net of that is that all things are up this quarter, are forecasted to be up this quarter compared to last quarter. But the biggest revenue contributors clearly, government contract being number one. And then a couple of the other IP contracts that we alluded to contributing noteworthy to the revenue in the quarter.

Okay. And maybe to follow up on that last part there, Brian, a couple of the newer contracts. As an example, since you've called this out a couple of times in the last year, so this tape-out that you referred to a year ago with a customer you can't really tell us all about other than seeing an opportunity for tens of millions of dollars. Is that one of the contributors? And can you allude to what any of those other ones that are driving some of the increase here?

That's definitely contributing, the one that was referred to earlier is the product we taped out for. So that was definitely contributing in the quarter on some development work. We had announced during the last quarter an IP win for a 22FDX IP core that is contributing in the quarter. And then we have some other smaller ones that are contributing as well that we think will contribute more meaningfully in 2024, even though we're doing some of the work for those in this quarter.

Maybe let's jump into the pipeline here. Obviously, a nice increase from 140 to 162. I think one of the interesting comments from last quarter was -- and I got one asked the same question here. So are there any parts of the pipeline that went into bookings here? So I kind of want to look at the gross adds of the pipeline here quarter-on-quarter.

Yes. Gross adds to the pipeline, the majority of that add of the net increase which is just over $20 million, $22 million is coming from defense opportunities that are now in the funnel. The nondefense part of the funnel grew, let's say, about 10% net from last quarter. And then to get that factoring in the fact that the large government contracts, some of that flowed out from funnel into booked business when we booked that new contract in August. So that, again, a large net decreases are primarily defense and about 10% increase coming from the nondefense side of the business. Sorry, let me just add one more bit of color there. Most of that is IP-based opportunity but there are some device opportunities coming in for that, some of which on the defense side are coming from our antifuse business. We're one of only two companies that I'm aware of that have antifuse FPGAs and we are seeing some opportunity for those a new opportunity for those coming in. So it's good to see that. That's what gives us some of the optimism that the mature products for us will rebound back next year and beyond.

Okay. That's helpful, Brian. One thing I want to follow up with is and I probably missed the exact language you gave here but it sounds like related to in some manner to the large government contract, you have engaged with the second foundry. Can you help us understand what's going on there?

I'm not really able to say much about the government contract for obvious reasons, other than in this new $15 million one that we are executing on now, we have added a second foundry to the mix from the first one, so we're currently designing for 2 different foundries. And hopefully, as press releases take time to approve, once they are approved and we can issue those, then we'll become a little bit more clear what that is exactly, where that second one is.

Okay. Fair enough. We'll look forward to that. Last question, I'll jump out of line here. Understanding you're going to give us some more specific guidance into your view for 2024 in the next conference call. You're talking about some growth of, I think, 30% year-on-year as well as being profitable each quarter here. Maybe if you can talk a little bit to the visibility that helps you make that comment so far that's somewhat atypical for -- well, I guess, you're not a hardware company as much anymore. But I'd love to get a sense of where that visibility and confidence is coming from and maybe let you make that comment, Brian?

Yes. I think if we divide up the business between device and IP services, on the device side, the saying we're starting to see some improvement in the bookings and visibility of people recovering back from inventory digestion on our smartphone business and on the mature business, those are long-standing relationships with those customers. So I think we're getting some decent visibility from them to make a comment that we think next year will be up and so that will contribute. On the IP side, there's a mix of these development contracts and share IP licenses. And I think that the contracts tend to be multi-month, multi-quarter, sometimes even longer contracts. And so the more we're operating under these contracts, I think the better visibility we have to what follows beyond the current contract well into 2024. And then on the IP side, I think that the more customers we engage with, I wouldn't necessarily say it easier it gets but the more understanding we have on how the flow goes with the customer, how they make their decisions. We come in, I think, with more and more data that they need to see to make decisions. And so it's making the process more understandable, more forecastable by us. And we're just layering in so many of these into the sales funnel that it just increases our confidence that we're going to be able to grow 30% just because at the end of the day, a sales funnel is a numbers game, right? More numbers you have and more qualified opportunities, the more it's going to flow out the bottom into booked businesses. And so now that we're 3 years into this new business model, I think we're getting to handle about how those things move through. Not to a point where I can give you a number that says, "I need X in the funnel to generate Y 2 years from nonrevenue." But I think enough that we can directionally say we think next year will be another 30% growth here on the top line for us.

Our next question comes from the line of Rick Neaton with Rivershore Investment Research.

Congratulations, Brian and Elias, on a record quarter. It's been a long time coming. I wanted to ask you a little bit about the second aspect of the rad-hard contract. For several quarters, you've talked about the contract having the $72 million possible revenue flow by 2026. Does that number include revenue flow from the second foundry?

Does the revenue flow through in the 72 million?

Does the $72 million just include SkyWater, who's your foundry partner? Or does it include more than SkyWater, the second foundry?

It would include more than just the SkyWater foundry which was the first foundry that we announced back in August of last year.

Okay. I just wanted to get a better understanding of that, whether SkyWater only was part of the $72 million possibility. Okay. And that dovetails into whatever has been said at its conference call. Secondly, so what you're saying with your smartphone customer is you now have an extra year of visibility into one more year of design-ins of QuickLogic products into that company's smartphone family. Is that what you're saying?

We do. We have meetings with them about once a quarter at the management level for planning and visibility purposes. And the net of that is, yes, we see the horizon pushing into 2025 now for when we'll be continuing to ship EOS S3 devices. And I think the other aspect of that, like I said earlier, is just that we were seeing their inventory that they took on earlier in the year being digested to the point where we're seeing increased backlog and shipments for this quarter over last quarter. So I think we sort of turned the corner on their inventory digestion, so we can project into 2024 to be a bigger year revenue perspective-wise for smartphones for us than 2023.

Okay. In terms of the sales funnel and the quantification of the $162 million, does that include any expected product sales from storefronts in the future from your storefront operations? Or are you just talking basically eFPGA IP license and royalties in that funnel?

So on the commercial side of the funnel, there are some device opportunities in there that we would be under the storefront but it's -- I would say it's not the lion's share of that. And that would still be within sort of this 2-year horizon that we have on the sales funnel. It does not include anything from like a defense storefront perspective because frankly, if I added that number to it, you would probably say, Brian, you're crazy, you can't say your funnels $500 million now. So we're keeping those things out of it for now. And any device storefront is related to either the mature antifuse devices that we can sell immediately off of inventory or some of the commercial device business we have on EOS and that's any of the defense storefront stuff that's more than a couple of years out is not included in that number for the reasons I just stated.

Okay. So you're not -- we shouldn't expect defense storefront revenues before 2026, then I would assume based on...

Yes and no. So if it's defense storefront for devices that are getting designed today like this government contract, then I agree with you, we're not going to sell devices until the contract is done from a development perspective and we said that, that's like 2026 onward. If it's defense storefront for, again, standard products that we have today or those types of devices, then yes, it could happen before that because we already have devices, we're not designing it. We're just designing them in which is a very different task for the customer.

Thank you. Ladies and gentlemen, this concludes our question-and-answer session. I'd like to turn the call back to management for closing remarks.

I want to thank you all for participating in today's call and for your continued support. We look forward to speaking when we report our fourth quarter fiscal 2022 results in late February or at some of the conferences we are attending over the next few months, including in person at the Craig-Hallum Alpha Select Conference which is being held on November 15, 2023 and November 16, 2023 [ph]. On December 11, 2023, we will be at the virtual Oppenheimer 5G Conference and the Needham Conference in early January 2024. Thanks again and have a great day. Thank you.

This concludes today's conference. You may disconnect your lines at this time. Thank you for your participation.