Welcome to the Penguin Solutions Fourth Quarter and Full Year Fiscal 2024 Earnings Conference Call. I would now like to pass the conference over to our host, Suzanne Schmidt of Investor Relations. Suzanne, you may proceed.

Thank you, Operator. Good afternoon and thank you for joining us on today's earnings conference call and webcast to discuss Penguin Solutions fourth quarter and full year fiscal 2024 results. On the call today are Mark Adams, Chief Executive Officer; Jack Pacheco, Chief Operating Officer and Nate Olmstead, Chief Financial Officer. You can find the accompanying slide presentation and press release for this call on the Investor Relations section of our website. We encourage you to go to the site throughout the quarter for the most current information on the company. I would also like to remind everyone to read the note on the use of forward-looking statements that is included in the press release and the earnings call presentation. Please note that during this conference call, the company will make projections and forward-looking statements, including, but not limited to, statements about the Company's growth trajectory and financial outlook. Forward-looking statements are based on current beliefs and assumptions and are not guarantees of future performance and are subject to risks and uncertainties, including without limitation, the risks and uncertainties reflected in the press release and the earnings call presentation filed today, as well as in the company's most recent annual and quarterly reports. The forward-looking statements are representative only as of the date they are made and except as required by applicable law, we assume no responsibility to publicly update or revise any forward-looking statements. We will also discuss both GAAP and non-GAAP financial measures. Non-GAAP measures should not be considered in isolation from, as a substitute for or superior to our GAAP results. We encourage you to consider all measures when analyzing our performance. A reconciliation of the GAAP to non-GAAP measures is included in today's press release and accompanying slide presentation. And with that, let me now turn the call over to Mark Adams, CEO. Mark?

Thank you, Suzanne. Welcome and thank you all for joining our earnings call. This is a significant day for us as today we are officially Penguin Solutions Inc. And our ticker symbol on NASDAQ is now PENG. Our rebranding is more than just a name change. It reinforces our ongoing transformation from a holding company structure into a global enterprise solutions provider tackling one of today's biggest business challenges, solving the complexity of AI infrastructure. Fiscal 2024 was a pivotal year for us. We achieved a number of key milestones and continued to strengthen our leadership team. In November, we completed the majority stake divestiture of our Brazil business, dedicating our strategic focus to the enterprise market. In May, we announced that Pete Manca, formerly an executive at Dell, joined us as President of IPS, bringing a wealth of experience to our AI enterprise focused business. In June, we further strengthened our leadership team with the appointment of Nate Olmstead, former Chief Financial Officer at Logitech as our CFO, expanding the depth and breadth of our financial capabilities. And in July, we announced what we expect to be a transformative partnership with SK Telecom, helping position us for future global growth and innovation in AI and edge computing. In Q4, revenue, gross margin and EPS were all within our guidance range and we achieved our 3rd consecutive quarter of sequential revenue growth. As we enter fiscal 2025, we remain optimistic about our ability to expand our customer engagements and thus based on our outlook, we believe we are positioned for double-digit year-over-year growth in FY '25. Now let's take a look at the broader market landscape. 2024 has been a landmark year for AI infrastructure across all industries marked by major technological advancements and significant hardware investments. We believe the…

Thanks, Mark. I will focus my remarks on our non-GAAP results, which are reconciled to GAAP in our earnings release tables and in the investor materials on our website. Now let me turn to our fourth quarter results. Revenue, gross margin and EPS were all within the ranges we provided on our last earnings call. Total Penguin Solutions revenues were $311 million, up sequentially for the third consecutive quarter and non-GAAP gross margin came in at 30.9%. Non-GAAP operating margin was 10.8%, up 1.2 percentage points versus last year and non-GAAP diluted earnings per share was $0.37 for the fourth quarter, which was flat sequentially and up slightly versus the prior year quarter. In the fourth quarter of 2024, our overall services revenue totaled $60 million or 19% of revenue, down from $67 million or 22% of revenue in the prior quarter. Product revenues were $251 million in the fourth quarter, up 8% sequentially. Fourth quarter revenue by business segment was as follows. IPS $149 million or 48% of our total revenue, memory $96 million, which was 31% of our total revenue and LED $66 million or 21% of our total revenue. Non-GAAP gross margin for Penguin Solutions in the fourth quarter was 30.9%, down from 31.7% in the year ago quarter, driven primarily by lower memory volumes that were partially offset by improved mix within IPS. Gross margin was down sequentially from 32.3%, in the prior quarter, primarily due to a lower mix of services revenue. Non-GAAP operating expenses for the fourth quarter were $62 million, down from $64 million in the third quarter, primarily due to lower variable expenses. Operating expenses were down 11% versus the prior year quarter, primarily due to lower variable expenses and actions we took to reduce our fixed costs. Non-GAAP operating income was…

Thanks Nate. In conclusion, we remain laser focused on achieving our strategic goals. Market tailwinds from growth in AI deployments and higher performing memory requirements remain favorable we believe that Penguin Solutions is ideally positioned to lead in the AI and HPC markets, and we are focused on continued growth while helping our customers navigate their AI journeys. Operator, we are now ready to take questions.

[Operator Instructions] Our first question comes from Nick Doyle with the Company Needham.

Yes. Thanks for letting me ask a couple of questions. First one, do you have any updated thoughts on how you're sizing this services and software opportunity with the Tier 2s? Maybe how many potential customers do you see in this pipeline?

Yeah, I would just say that we typically don't disclose customer information on a call, but from a market opportunity today, we have talked about 20% of the corporate revenue is in the software and services, primarily services today, but we're as we announced another transaction this quarter in Q4 with a large consumer gaining company. We continue to believe that software is going to be a material part of business over the long run. We're just not disclosing any financial metrics around that today as we are in the early stages.

Okay. Maybe I can just follow-up on that one. I mean, what led you -- what in your opinion led you to win this large consumer gaming company, I mean, across the board with the service software?

Yes, I think it's similar. Yes, good question. So at our Analyst Day, when we talk about when we introduced the concept of managing complexity and something you heard on our pre scripts today, I think the market really doesn't appreciate what that complexity really is. And so the decision criteria around how and why we win these deals is because companies for whatever reason sometimes go off and try to do these either by themselves or with companies who are more traditionally hardware systems providers. And typically the tools that we deploy kind of ensure more success in these implementations. And part of that software, part of it is the ability to manage the environment, whether it's the GPU liability, whether it's networking performance and uptime. And so these things that we have been doing for many years, both in HPC and more recently in AI, their capabilities that we have that we believe differentiate us. And yes, we've had last quarter we announced one, which was a Tier 2 CSP. This quarter is a very large gaming company. And it really has to do with the level of expertise companies have available and how much they want to take on themselves and just being more of a hardware OEM acquirer and do it themselves. And the fact of the matter is that we continually see customers who are, they go out and try on their own, but they don't know how to monitor GPU reliability or they don't know how to isolate and define a network issue ahead of time through diagnostics. And so these are the type of things that this complexity we raise, whether it's in cooling or whether it's in power management or what have you, any of these areas, for most of them, we have tool sets that allow us to deploy our software and our capabilities as a service organization to provide the best ROI for our customers.

Great. And then, just kind of zooming out, visibility has always been an issue with the company and I get that. I mean, it's hard to pinpoint lumpy, CSP hardware orders. I know Nate gave a couple points on why you're shifting to guide a full year, but I guess I just asked what gives you the confidence to guide to that number, which is, I'd say, less visible instead of three months ahead.

Thanks, I'll take that. Let Nate jump in. Look, we continually are looking at our business on a go-forward basis. The visibility is one aspect that you're raising. It is true, we've talked about it on nearly every earnings call, the lumpiness and what that does to our ability to forecast. But remember, it's not just our ability to see what's in front of us from a commit standpoint, from a booking standpoint. The other issue we face is in the area of deployment, predictability about timing. And so in any given quarter, depending on what's in the backlog and what's being shipped, and then at the customer deployed and recognizable, from an accounting standpoint, there's additional forecast complexity for us. And so we thought it was better for our business to be able to, as we convert to Penguin Solutions, we thought it was better for our business to show you the confidence we have in the business over a longer horizon, because we think that that teases out some of the noise on when things will be installed, deployed and booked from a revenue standpoint. Nate, anything else you add?

Sure. Yes. I think some of the things that I look at, Mark and I look at are what is our backlog? What does the timing of service renewals look like? What is the sell-through and sell-out characteristics in LED specific customers and memory, and what their demand profile looks like? So we have a number of things that we look at, and many of those actually do give us some confidence and visibility over the longer term. But as Mark said, sometimes the timing of, especially on the AI infrastructure side, the timing of the booking and the revenue recognition can be challenging because of the complexity of those orders and the complexity of the problems that we're solving for customers.

Our next question comes from Brian Chin with the Company Stifel.

Hi there. Good afternoon. Thanks for letting us ask a few questions. Maybe the first one here. IPS revenue grew sequential, yet a little lower than expected. And I apologize if I missed an explanation, if it was provided, but can you discuss or if and why any revenue might have shifted out of that quarter and whether it catches in the following quarter. And then kind of connected to that and definitely appreciative of the longer horizon fiscal year guide. But can you give us some idea of fiscal 1Q sort of how that trends, top and bottom-line or at least some sense of how maybe second half loaded you anticipate revenue being in the upcoming fiscal year?

Hi, Brian, this is Nate. So I think on the first one. Yes, there was some business in IPS that, as Mark was alluding to, sometimes it's difficult to know when all the operational boxes will get checked and when things will be recognized as revenue. So we did have some of that occur in Q4, which will slip into Q1 and Q2 and that's reflected in the guidance. I think, as far as how the year looks, really, we're focused on the full year outlook. I think the business doesn't change dramatically unless we have large wins overnight. So I think the trajectory in the past or of the business in Q4 is a pretty good place to start as we look out into fiscal year 2025.

Okay. All right. Fair enough. Maybe drilling in a little bit, over time, I think the market can appreciate maybe the increased diversity of the engagements, in your go-to-market strategy. I'm just curious, what has been the customer reception thus far with the production ready, less customized Origin AI solution? How much faster time to revenue is this than kind of the customized engagements? And do you expect Origin AI to become a bigger contributor to revenue by fiscal second half?

I think just -- candidly, Brian, this is Mark. I think, fiscal second half might be aggressive from a materiality standpoint to think that Origin AI would be a major contributor. The reason why is, one of as you think about the three different types of customers we have, we've got hyperscalers who have had large procurement dollars. We also have Tier 2 service providers, again, larger deployments. And then you've got these enterprise customers that typically aren't starting with massive deployments, again meaningful multimillion dollar deployments, but they tend to do things in smaller sizes, so to speak, upfront proof-of-concept or single application type AI implementations. Why I bring that up is, because Origin AI is particularly strong in the last category, which should help us grow, but the implementations out of the gate might be a little smaller. But I will call out one thing that the reference customer win in Q4 with the global gaming company was an Origin AI win for us. And so, I think it's the validation is great, but I would also say that it will take us a little time to build that funnel up. I would hesitate to say it's going to be second half of '25.

Okay. That's fair enough. Then maybe one question that also ties into the fiscal year outlook. I think your guidance reflects OpEx growing somewhat roughly the rate of your revenue growth there or thereabouts. Do you envision increasing that target any after the SKT transaction closes or is your outlook already reflective of those kind of any boost in spending you might do after you receive the proceeds?

Hey, Brian, Nate here. Actually, we're planning on growing OpEx at about half the rate of revenue growth at the midpoint of the guidance. So maybe just take another look on that, but I think we are this is a year of some investment, especially on software, as we think that's critical to the long-term success. But I'm also variabilizing a lot of that spend too. So as the year unfolds, it gives us an opportunity to throttle up or down, speed things up, slow things down a little bit on OpEx as necessary. But I would characterize this as a year of greater investment than last year.

The only other thing I would add to that is if you look back 4 years, our track record of operating the company with a prudent mindset, I'm pretty confident and proud of our efforts there that when the markets have turned, whether it be memory or LED or the likes or when we face customer concentration issues in the past four years, I think we've demonstrated that we'll be prudent and dial-in operating expenses accordingly. And to Nate's point on variability, we watch it very carefully, that's what got us to 16 quarters in a row of profitability and positive EPS and a stronger balance sheet. It's just watching the investments carefully so we can obviously position ourselves for growth, but not at the risk of the company's balance sheet.

Our next question comes from Kevin Cassidy with the company Rosenblatt Securities.

Yes, thanks for taking my question. Just along the lines, when you're describing your three types of customers, the enterprise customers. A couple of weeks ago, Accenture announced an agreement with NVIDIA. Of course, they would be targeting enterprise side customers. Would that, does that validate your business strategy? And you see that Accenture, is that more of a competitor, or do you think there's an opportunity there to work with them?

Yes, I don't think of it more in a competitive landscape, because I think at the level that we're talking about, it's more -- we are more in the infrastructure category, so to speak. And I think from what I have found with Accenture is they're a little bit higher level in terms of application layer and security layer and commercial investment thesis. And I think it's a big add as we think about our future. I think there's probably more opportunity for us to cooperate with those types of firms who are out advising boards and CEOs on the commercial rationale. And maybe the application layer, then I think they are spending a lot of time on infrastructure. By the way, Kevin, I have not seen that. If that was specific to infrastructure, I missed it. And I missed in your question.

No, it's just in general that as AI starts moving to the enterprise customers, it seems that's your largest opportunity. You have Tier 2, but I think as Fortune 500 companies start adopting it, that's where it would move into your wheelhouse. But then also on the guidance, gross margin is flat. And I know you're focused on adding more services and software. Is this, I guess, are you just being more conservative or I guess, how does that dynamic work as far as your services?

Yes, fair enough. I think, look, I think if you contemplate the guide, especially around the Penguin computing piece of it, I think Nate said somewhere between 10% and 25% growth this year. And Kevin, we've always said to the investor community that, especially when we get into some high growth times, the gross margin kind of balances out because some of the infrastructure hardware related is at lower margins. Now, certainly not where our competitors are or the people we get lumped in with. We're not talking about 11% like some other competitors or mid-teens, but you can imagine that higher, lower margin hardware offsets. And so in some sense, it's actually a good sign that we're growing and the systems will lead, and then hopefully, over time, software and services will catch-up and take and be margin accretive. But as we win new customers, especially during the infrastructure hardware deployment phase, which is normally Phase 0 and Phase 1, you're going to see some of that. I think we've got enough resilience in the business to guide as we guided, but that can have an impact on gross margin from quarter-to-quarter.

Maybe just a couple more points on that one. I think certainly there's a range that we gave on gross margin. So it does leave some room for some gross margin expansion, really depending on business mix. And along those lines, we did call out that memory is expected to accelerate its growth year-over-year from 10% to 20%, and that's a lower margin category. So a little bit of pressure to offset some of the expansion potential in IPS. Last point I'd probably make, just on the P&L overall, we are expecting to see some expansion of operating margin again. And so while there's perhaps not as much in the guide or in the outlook at the gross margin level, because we're growing OpEx slower than revenue, there is some nice expansion in operating margin reflected in that.

Our next question comes from Thomas O'Malley with the Company Barclays.

Hi. This is, Kyle Blustein on for Tom O'Malley. Thanks for, taking the time or taking my question. Could you guys talk a little bit about when you expect the software and services to kind a layer on the other revenue parts from selling all the hardware? I know you guys talked about, like, a little lag in it and it being gross margin accretive afterwards. But any updates on when you'd expect it or what the typical lead time is when you have a hardware win?

The way to think about, we do get sometimes we get services upfront. But again, it's a fraction thereof in terms of the hardware upfront. And then what we have is, as we've mentioned on prior calls, we basically have what you should think of as annual service agreements with our customers. And those get renewed every 12-months and typically at the end of a calendar year, where most of our customers operate. And so every year we go through the process of adding new customers and sometimes services wind down what have you. And when you think about our business, if you look at how services play out, normally year one, if you looked at gross margin transaction for a new customer, it's probably lower in gross margin than year 2 and year 3 because services become such a higher piece of the revenue of that customer.

[Operator Instructions] Our next question comes from Ananda Baruah with the company Loop Capital.

Hey. Thanks guys for taking the questions. Yeah, I guess, just a couple for me. You guys talked to the analyst. Well, I guess on the software and services, really, services and maybe software that belongs, expansion opportunity. Is there opportunity to also partner with some of the infrastructure vendors, server vendors, any of the other infrastructure vendors as you think from just customers for that opportunity? And then I have a quick follow-up also.

Absolutely part of our go-to-market strategy as we've evolved. Historically, we've been primarily a direct-to-customer engagement model. And over the last six months we've invested in resources and are in active engagement discussions with both OEMs, who some might even consider competitors. We don't think of it that way to be able to provide software and services on top of hardware, and then others are more in the integrated infrastructure type model. And so it's a long winded way of saying absolutely part of our go to market strategy and we're making pretty good progress there.

Mark, that's super helpful. And I guess the follow-up is maybe this to Nate just on the guide for your service software and service compute software and services. Any context you can provide about what portion of the guide -- of the growth is impacted by services and software expansion or hardware, anything there could be helpful things. That's it for me.

Yes, thanks, Ananda. I think, Mark -- what Mark alluded to is that early in a deal tends to be more hardware heavy in terms of the revenue recognition. And I think this is a year of some growth, as you can see in the outlook. Probably not see a really large swing in the software hardware mix in '25. Of course, that could change depending on the types of deals we get. We certainly are pursuing some things that are more services centric, but just based on sort of core base assumptions, I would sort of assume not a lot of change in that mix, perhaps a little bit of increase. But again, you've got memory growing quickly as well, which will offset some of that.

And Nate, down the road, would that dynamic have the potential to alter to some degree, meaning as you sort of consummate some of these software and services sort of partnership deals as distinct from the hardware? I would just imagine that that dynamic has an opportunity to shift down the road.

I agree with that. I think that is true. And, it's also operationally, when we look at things in our pipeline, when we look at new opportunities, we always talk about the services opportunity that are part of those as well. It's a real key focus for us and core metric.

Our next question comes from Kevin Cassidy with Company Rosenblatt Securities.

Yes, thanks for letting me ask a follow-up question. SK Telecom, I guess, what is it that would be holding this up? Why does it have to wait till the end of the year, maybe beginning of next year, what other issues need to be resolved?

Yes, Kevin, it's interesting because that type of agreement is treated very similar to an M&A agreement relative to two parties, one being U.S. based and one not being U.S. based and SK telecom being Korean. And so it just has to do with more of U.S. oversight, so to speak, and just normal protocol. We have not seen any hiccups, but it does add a little more time to the process. And so even at the time of the announcement, we knew that we suggested, I think it was the end of the calendar year, as a possible timing of close. I don't think we're changing that today. It's just the part of the process that you would not normally have if it was a U.S. to U.S. Investor nearly as much is, U.S. oversight for any type of investment by a foreign entity into a U.S. entity.

At this time, there are no more questions registered in queue. So I'd like to pass the conference back over to our hosting team, Mark Adams for closing remarks.

Thank you, operator, and thank you all for your questions today and for joining us on the call. As we close, I want to reiterate the fiscal '24 was a transformative year for our company, now Penguin Solutions. We've made significant strides in positioning ourselves to lead in AI and high performance computing, investing not just in the hardware and infrastructure, but also in the software and services that will help drive the next phase of our business. We enter fiscal 2025 guided by a clear strategy focused on capturing opportunities in AI infrastructure and advanced memory solutions. With a solid financial foundation, innovative product offerings and strategic partnerships, I believe we are well-positioned to capitalize on the demand for AI on premise, in the cloud and at the edge. We are excited about the path ahead and remain committed to delivering value to both our customers and shareholders through execution, innovation and operational excellence. Thank you again for your continued support. We look forward to updating you on our progress in the quarters to come.

That will conclude today's conference call. Thank you for your participation and enjoy the rest of your day.