Good afternoon. My name is Eric, and I'll be your conference operator today. At this time, I would like to welcome everyone to the Cambium Networks Third Quarter 2023 Financial Results Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question-and-answer session. [Operator Instructions] Be advised that today's conference is being recorded. And now, Mr. Peter Schuman, Vice President of Investor and Industry Analyst Relations. You may begin your conference.

Thank you, Eric. Welcome, and thank you for joining us today for Cambium Networks third quarter 2023 financial results conference call and welcome to all those joining by webcast. Morgan Kurk, our President and CEO; and Andrew Bronstein our CFO; are here for today's call. The financial results press release and CFO commentary referenced on this call are accessible on the investor page of our website and the press release has been submitted on Form 8-K with the SEC. Certain revisions were made within operating expenses in prior periods to conform to the classifications in the current periods. These revisions had no impact to operating results. A copy of today's prepared remarks will also be available on our investor page at the conclusion of this call. As a reminder, today’s remarks, including those made during Q&A, will contain forward looking statements about the company’s outlook and forecasted performance. These statements are based on current conditions, forecasts, and assumptions. Risks and uncertainties could cause actual results to differ materially. Except as required by law, Cambium Networks does not undertake any obligation to update or revise any forward-looking statements for any reason after the date of this presentation, whether as a result of new information, future developments, to conform these statements to actual results or to make changes in Cambium’s expectations or otherwise. It is Cambium Networks’ policy not to reiterate our financial outlook. We encourage listeners to review the full list of risk factors included in the safe harbor statement in today’s financial results press release and our most recent SEC filings, including our most recent Form 10-K and Form 10-Qs. We will also reference both GAAP and non-GAAP financial measures and specifically note that all sequential and year-over-year comparisons reference non-GAAP numbers except where otherwise noted. A reconciliation of non-GAAP measures to GAAP is included in the appendix to today’s financial results press release, which can be found on the investor page of our website and in today’s press release announcing our results. Turning to the agenda. Morgan Kurk will provide the key operational highlights for the third quarter 2023 and Andrew Bronstein will provide a recap of the financial results for the third quarter 2023 and will discuss certain elements of our financial outlook for the fourth quarter 2023. Our prepared remarks will be followed by a Q&A session. I’d now like to turn the call over to Morgan.

Thank you, Peter. I’ll begin by outlining some of the observations I’ve had and the initiatives I’ve started during my three-month tenure as CEO, and why despite our challenges and economic headwinds, I am excited by Cambium’s future. After a comprehensive review of Cambium Networks’ product portfolio, I am impressed by the technology I have seen both in depth and breadth. Furthermore, I’m encouraged by the technical talent throughout the organization and believe that with additional direction, there is wealth of opportunity to be exploited. I see possibilities in our future roadmaps by combining technologies from different areas of the business to solve networking problems more effectively. I have three immediate priorities. My first focus is in execution. This is in all aspects of the business and is about keeping our promises, a promise to deliver our innovations, when we say, what we say, a promise to deliver greater value than the rest of the market, a promise to use capital wisely whether in cash or human capital. This say/do is the foundation of trust within the company and between us and our customers and suppliers and is what I will use to build a solid organization. Second, after an initial strategy session and discussion with customers, I’ve concluded we often try to do too much, spreading ourselves too thin, so I am implementing a focus and simplify strategy, where we build core platforms that can be used to create multiple solutions. This strategy improves efficiency in engineering, reduces time to market, and lowers product and support costs. Focus is the key to success and requires the strength to decide what to do and what not to do. My third priority is to improve our go-to-market in specific areas where we can grow. We will place additional emphasis on those…

Thanks Morgan. While Cambium is presently impacted by lower revenue levels, we are seeing the benefits of our cost reduction plan designed to align our cost structure to our revenues and to improve cash flow. In 2024, we expect to realize annualized cash savings of $24 million comprised of OpEx savings of approximately $17 million, additional CapEx savings of approximately $5 million, as well as COGS savings of $2 million. These savings include actions taken both in August of 2023 as well as cost reductions planned during Q4 2023. Once revenues returned to more normalized levels, we expect to see higher profitability flow through to our bottom line. As a reminder, our 2023 results do not include the full costs for our variable compensation plans due to the underperformance of our operating results. Therefore, for 2024, these variable compensation programs are expected to add approximately $10 million when compared to 2023. Now, turning to the quarter, Cambium reported revenues of $43 million for Q3 2023. Revenues decreased by 28% quarter-over-quarter and decreased by 47% year-over-year. On a sequential basis for Q3 2023, revenues were lower by $16.5 million. The lower revenues were the result of the previously mentioned US federal budgetary delays impacting our PTP defense revenues, continued lower order volume from our enterprise business due to high channel inventories stock rotations and slowing economies, and slower PMP orders ahead of the approval of 6 gigahertz spectrum. We have seen PMP and enterprise channel inventories declined during Q3 2023. Revenues of $43 million decreased by $38.2 million year-over-year, primarily due to lower enterprise revenues as a result of the high channel inventories, stock rotations, and slowing economies. PMP revenues decreased due to the anticipation of the six gigahertz FCC approval partially offset by higher demand from service providers for 28…

We still have a ways to go before returning to normalized revenue in our enterprise business but we're making good progress with our channel partners to digest the current level of channel inventory and sell-out remains significantly stronger than sell-in. While our PMP business has not yet turned the corner, we expect it will accelerate with the FCC's approval of Cambium's affordable 6 gigahertz solutions. Bookings in our PTP business remains strong. We expect a record year of defense revenues in 2023, and we continue to expand the number of programs and countries in which we participate. We continue to manage our costs and we are taking additional actions to reduce them, which will serve us well in the future. We are investing in innovative new products, but realize that we can't be all things to all customers, which requires focusing on those areas that provide the most compelling value to our customers and a solid financial return to our shareholders. Finally, I'd like to show my appreciation for our employees, partners and customers, as we reposition the company for continued success in the long run. This concludes our prepared remarks. And with that, I'd like to turn the call back to Eric and begin the Q&A session.

Thank you very much. [Operator Instructions] Our first question comes from Scott Searle ROTH Capital Partners LLC. Scott, your line is open. Please go ahead. Hello Scott?

My apologies. Thanks for taking my question. More than maybe just to dive in on the Wi-Fi front trying to get my hands around where the channel inventory is. I know you guys are continuing to burn it down, but it's certainly new in terms of the posted results in the third quarter very low. Can you give us an idea of what the actual sell-through was in the Wi-Fi product portfolio? I think you mentioned getting back to pre-COVID levels, but previously the company had indicated, I think that sell-through had been last quarter more in the 16 million-plus range. I wonder if you could calibrate us on that front and what we should think about normalized revenues looking like once channel inventory comes back to normal levels sometime in mid 2024?

Absolutely. So I think it's very similar. It's in the $15 million to $20 million range. And we expect that after the channel inventory is burned off that our revenues will return to levels and grow from there.

Got it. Okay. And maybe quickly then for the follow-up shifting over to the point-to-point front some product transitions going on there as we're sitting waiting for AFC approval it sounds like that's expected in the fourth quarter, but in the meantime in terms like 28 gig had a really big impact in the third quarter. So I'm wondering if you could calibrate us to as to the magnitude of that. The European revenues were up quite a bit sequentially was 28 gig the biggest chunk of that movement. And then as we look into 2024, if you could frame the opportunity for us as it relates to 6 gigahertz assuming that there's a AFC approval how big is the pipeline? I think when we last saw you with whisper you're talking about 100-plus POCs. How are things on that front? What's successful year in terms of 6 gigahertz when we look at 2024? Thanks.

Sure. So a couple of things to unpack there. The impact of the 28 gigahertz product this past quarter was in the $5 million to $10 million range. And it is significant and this is what happens when new spectrum collide with new products you get a nice bump from it. And it's the same, sort of, benefits that ourselves in the whole industry will get in six gig versus that becomes available a sizable bump as people build that out. You're correct. We have more than 100 POCs some folks are doing early deployments. Of course they cannot turn on this. There's some equipment prior to approval on except under an experimental license but we expect that to ramp in the first half of the year rather significantly with approval happening in this quarter.

Thank you.

Thank you.

Standby for our next question. And we have Simon Leopold with Raymond James. Simon, your line is open. Please go ahead.

Great, thanks for taking the question. First one is I want a little bit of a help maybe deciphering or getting a bridge on the gross margin I think you mentioned that there was $5 million inventory adjustment. And so that looks like if I back that out gross margins would have been around 39% -- just checking my math there and then help us understand really what's going on by segment because I'm wondering I'm guessing that maybe Wi-Fi business is low enough that it could even be contributing a negative gross margin. Anything you can offer to help us unpack what contributes to this weak gross margin? Thank you.

Yes, thanks for the question. Appreciate that. So you mentioned the $5 million that certainly had the biggest impact in terms of the additional inventory reserve. In addition to that I had mentioned that we have less capitalization of freight as a result of purchasing less from our vendors because our inventory we have enough inventory right now we're not looking to bring in more inventory. And the third area is that we are working very closely with our distributors in terms of moving inventory, especially, in enterprise and through that channel and that includes discounting the inventory that is in the channel, especially, for older products. So these are the three areas that impacted the gross margin. We do expect that once we get to a more normalized rate even with discounting as we look ahead to 2024 that we will be at least at the 40%-plus range.

Great. And then if we could get maybe an update on your thinking of some of the tailwinds from government programs like BEAD as an example and even thinking about any international opportunities. But what's your current thinking on how to consider the timing and contribution from those? Thank you.

Yes. So Simon, the BEAD and other funding continues to be primarily focused on fiber and although, we expect this to have more of an impact in the future. We really don't have a good view of exactly when that timing will happen. There clearly is not enough money going around to connect everybody with the current methodology of predominantly using fiber and so we think that will favor us over time. But as I said we don't have a real timing on that where we will get a big uplift because of it in the United States. There are other programs throughout the rest of the world requiring different requirements for forgetting government funding and while we're actively working with them. And I don't have a number to give you on what sort of an impact we have. I believe it will be just as part of our normal business.

Thank you.

Thank you.

Our next question comes from George Notter with Jefferies. George, your like is open. Please go ahead.

Hi, guys. Thanks very much. I guess one for Morgan. Morgan in – your, its monologue you talked about kind of doing less as a company be more focused as a company. Can you talk about your views on the product portfolio are there pieces that you might look to rationalize or areas where you can become more focused, any thoughts on in the products? Thanks.

Absolutely. This is a passion of mine. So I'll kind of go through a methodology. I won't speak specific to a product that will be deemphasized or emphasized. But if you look across our product lines, we have a multitude of products in some cases covering the same spectrum and addressing the same customers. And my immediate plan is to tried to emphasize, I call it the best-in-class if there are competing products and deemphasize without reducing the ability to support product that is in the field. Over the longer term, it is to consolidate products on a single unified platform. And this is something, which I am fervent about because it really means that your R&D gets spread out along a larger customer base and you can address more of the market from a single product that however takes time. So step one is just where you're going to emphasize you spend and step two is the engineering involved with consolidation.

Got it. That's helps. Thanks very much guys I appreciate it.

Thank you.

Standby for our next question. And this is coming from Erik Suppiger with JMP Securities. Erik, your line is open. Go ahead.

Yes, thank you for taking the question. Morgan, can you talk a little bit about the competitive environment particularly for you and your enterprise products? Are you seeing a significant discounting out there, or are you the ones that are doing discounting in particular? And then also from a headcount perspective, it sounds like you've already made some reductions. Can you give us a sense of where things stand from a headcount perspective?

Sure. So in terms of the competitive landscape in enterprise, I think the industry as a whole is facing the similar challenges when you have supply chain shortages, channel typically places lots and lots of orders on lots of different suppliers and I think everybody is dealing with that same issue. We are not the leaders in discounting. We're following others. We attempt to hold price where possible. But that's a fact of the market today is that there's a lot of discounting going on. In terms of our reductions, reduction in this company is across the entire company, but it does have an oversized impact on where we have the majority of our costs and that's in R&D as a primary example. I am balancing what we need to accomplish with what we can afford to accomplish and that's how I figure out how we can reduce our operating expenses, while still maintaining a healthy portfolio.

Can you comment what your headcount was at the end of the September quarter and how you think it will proceed from there?

So in terms of the overall headcount reduction is in terms of specific numbers of people is 12% to 15%.

Okay. And can you remind us what your current headcount is?

So if you look at our overall headcount including contractors that we're using it's in the 800 range.

All right very good. Thank you.

Thank you. And our next question comes form John Roy, Water Tower Research. John, your line is open. Please go ahead.

Thank you and great. Thanks for taking my question. So I kind of wanted to circle back to gross margins and you guys are guiding to a little bit of recovery in the fourth quarter was curious as to any color you can give on that and any kind of specifics maybe on a product mix?

Yes, that's a big part of it is product mix. So we're expecting our revenues in the defense sector to increase pretty significantly, given the deferral that occurred in Q3 because of the budgetary timing issues. As you may know, defense products have the highest margin within the company. We are also, as Morgan said earlier, working with our distributors and looking at enterprise making sure that we're working as aggressively as we need to with them to move the inventory through the channel, which means – which often means making sure we're being as price competitive as we can because we have other competitors that have very similar issues in terms of inventory in the channel. And they've taken actions to decrease price to move their inventory through the channel. So that's partially, what's happening as well especially in one particular product within enterprise.

Great.

Those are the two main drivers. Go ahead.

Yes. I'm just going to ask about that 28 gig is that at this point kind of a little bit higher margin items since it's somewhat newer?

It's right. It's not one of the higher margin products it's running you know as many of the PMP products are in the in the mid to high 40s on average. So that's about right for 28 gigahertz.

Great. Thanks so much.

Sure.

And our final question comes from Scott Searle with ROTH Capital Partners. Scott go ahead. Your line is open.

Hey, good afternoon. Thanks for taking the follow-ups. I just wanted to dive in again real quickly on the gross margin recovery, understanding that there were headwinds near term in terms of discounting moving life fly through the channel, et cetera. But as you look out to a recovery scenario in the second half of 2024, what's your expectations in terms of what the gross margin profile will look like at that point in time? Thanks.

Yes. I mean I think after we get through the headwinds that we have and I think as the overall industry kind of settles out longer-term I think we're going to get back to the similar levels that we've had historically in that 50% range ultimately. I don't know where you're going to see that in the second half of 2024 as you go into 2025. But I think that's ultimately where we're going to pan out when all of a said and done. And I think with the cost reductions we've had as I said in my comments, I think that positions us well for generating more significant free cash flow in the future once we get to those levels.

Great. Thank you.

Take one more.

And we have Erik Suppiger again, with JMP Securities. Erik, your line is open.

Yes, just a quick follow up. In terms of the cash any sense of how we should be modeling out the either free cash flow when do you anticipate getting to breakeven or do you have a target cash balance that you want to preserve and anything we can work from rule of thumb wise?

Yes. I mean I think we'll talk more about that in next quarter's call. But as I mentioned, the way I see it right now is that, it's going to be prudent for us as we get into 2024. We had some headwinds, especially in the first quarter, where you were really collecting receivables from the previous two quarters in terms of cash coming in the previous couple of quarters being such a low revenue quarters it makes it very challenging obviously in terms of cash coming in. And we'll also have costs associated with the restructuring. So I think it's going to be prudent for us to think that a portion of the revolvers which I don't see being any more than half of it could be even a little bit less than that as we enter into 2024. And as we're modeling it right now we don't see a need to take down any more than that throughout the year of 2024.

Are there any loan covenants associated with the revolver that we should be aware of that would restrict any of that?

There are some covenants associated with the revolver but we don't see that as being restrictive right now.

Very good. Thank you.

And this concludes the question-and-answer session. I would now like to turn it back to Mr. Peter Schuman, Vice President Investor and Industry Analyst Relations for closing remarks. Peter?

Thank you, Eric. During Q4 2023 Cambium Networks will be meeting with investors virtually on November 14 at the Needham Virtual Security Networking & Communications Conference and on November 15 at the ROTH Capital Conference held in New York and on December 11 at the Oppenheimer virtual 5G Summit. In the meantime, you're always welcome to contact our Investor Relations department at 847-264-2188 with any questions that arise. Thank you for joining us. And this concludes today's call.

Ladies and gentlemen, this concludes today's quarterly earnings call. Thank you for your participation. You may now log off.