Good afternoon. Welcome to Energous Corporation’s Third Quarter 2020 Financial Results Conference Call. All participants will be in a listen-only mode. [Operator Instructions] Please note that this event is being recorded. I would now like to turn the conference over to Mike Bishop with the company Investor Relations. Go ahead.

Thank you, Kate and welcome everyone. Before we begin, I would like to remind participants that during today’s call, the company will make forward-looking statements. These statements whether in prepared remarks or during the Q&A session are subject to inherent risks and uncertainties that are detailed in the company’s filings with the Securities and Exchange Commission. Except as otherwise required by federal securities laws, Energous disclaims any obligation or undertaking to publicly release updates or revisions to the forward-looking statements contained herein or elsewhere to reflect changes in expectations with regard to those events, conditions and circumstances. Also, please note that during this call, Energous will be discussing non-GAAP financial measures as defined by SEC Regulation G. Reconciliations of these non-GAAP financial measures to the most directly comparable GAAP measures are included in today’s press release, which is posted on the company’s website. Now, I would like to turn the call over to Steve Rizzone, CEO of Energous. Please go ahead, Steve.

Thanks, Mike and welcome to the Energous’ third quarter conference call. Joining me today is Brian Sereda, our Senior Vice President and Chief Financial Officer. Our agenda today includes a high-level overview of our third quarter performance, a review of our team growth strategies and the progress we achieved during the quarter, upcoming milestones we are driving toward and our future outlook. Brian will then cover the third quarter financials in a more detailed review, followed by a Q&A session. Like most companies, our third quarter performance was adversely impacted by pandemic-related headwinds. We also experienced a last minute shift in priority for certain government business we were forecasting. Combined, these resulted in lower than anticipated top-line growth for the third quarter. To be more specific, while internally, the company has adapted well to the complexities and complications of the pandemic, we are being negatively impacted externally by the inability to interact directly with customers on site and a slowdown of product cycles by some customers, who are dealing with their own pandemic issues. Finally, with respect to government business, we forecasted funding being made available to support a WPT project, for which the Energous technology was well-suited. These funds were reallocated to another project based on a shift in government priorities. As we look ahead, we view this situation as temporary for a number of reasons, which I’ll detail in a moment. Equally important, we remain confident and steadfast in our growth strategy. Here’s why we’re optimistic about the future. Interest in our charging technology continues to expand across a variety of vertical markets. Indicative of the progress is the recent announcement of the NewSound hearing aid FCC certification. As a result of this certification, the first of the Primo W units are in the process of being made…

Thanks, Steve. At the close of market today, we issued our Q3 earnings press release, announcing our operating and financial results for the third quarter of fiscal 2020 and at September 30. We recognized $61,500 in revenues in the third quarter compared to the prior quarters of $114,400 and $40,500 in the same quarter of last year. Year-to-date, we have recognized approximately $237,000 in revenue versus $155,000 for the same period in 2019. Total GAAP expense for the second quarter was $7.6 million, approximately $0.7 million lower than the $8.3 million of total expense in the prior quarter and a similar improvement or $0.7 million lower than $8.3 million of total GAAP expense in the same quarter of last year. the decrease over prior quarters in prior years as a result of lower expenses in the area of engineering development costs and lower legal stock compensation and administrative costs. chip development work over the last few years is ongoing in GaAs and GaN technologies, which is lower in cost to tape-out versus CMOS. We ended the quarter at 53 heads compared to 54 and the prior quarter and 56 in Q3 of last year. as I’ve mentioned on prior calls and in investor meetings, we continue to believe that our model is highly leverageable and we don’t expect a large increase in headcount-related expense, even as we expect to bring increasing customers – increasing a number of customers to market headed into 2021. This is in part due to our partnership with Dialog and lower investment in the number of pure R&D projects versus the increasing number of customer projects. Compared to last year, R&D has dropped to approximately 53% of total GAAP spend versus 62% for the same period of last year. As I’ve also discussed previously, we could…

Thank you, Brian. A few closing comments before we turn the call over to the operator for questions. WPT is a difficult and complicated business that continues to hold great potential as well as significant obstacles. for the near-term, the WattUp charging contact technology will form the basis of the company’s customer wins and revenue generation, but distance technology clearly represents the real accelerator for Energous. It’s unique. It’s based on core technology that can be commercialized and certified and it sets Energous apart from any first or second generation WPT competitors. The delays in revenue are unfortunate, but we believe they are temporary with expectations that are returned to revenue growth is picking up momentum. We must emphasize that it is difficult to accurately predict the trajectory and magnitude of this ramp as many of the control elements are beyond our direct control. while in no way, minimizing the delays in revenue, we believe there are a number of equally significant validation points in terms of customer acquisition, new and continuing partnerships, movements towards standardization and regulatory certification that all point to the fact that Energous and the WattUp technology are gaining meaningful traction, ultimately leaning to our long-term goal of building a relevant and valuable business, the proof of which we expect to be – will become clear with each passing quarter. operator, we will now take questions.

[Operator Instructions] Our first question is from Suji Desliva from Roth Capital. Go ahead.

Hi, Steve. Hi, Brian. So, European [technical Difficulty] Can you talk about how large that opportunity is relative to the customers already have?

I’m sorry; you’re breaking up there from them. You’re asking about the European launch of the third hearing aid opportunity. Is that correct?

Yes, Steve, [technical Difficulty] and how big that opportunity is relative to the ones you already have?

It is equivalent potentially a little larger than the two initial announcements. this is a – this is from a European based hearing aid manufacturer that has solid markets in Europe. And so again, this represents, I think, a larger potential opportunity than either the Delight or the NewSound opportunity. And of course, it’s especially important, because Europe is obviously a very, very important market and this does represent or will represent, I should say, not only the third hearing aid to come to market with the technology, but also the first with a European certification.

Okay. That’s very helpful. And then maybe you could talk more broadly, Stephen, about the – where you are in Europe in terms of regulatory approvals versus, say, the U.S. and other geographies?

Well, the contact technology is approved generally in both the U.S. and Europe. We have EU certification. As with all devices, the fact that we have the general certification points the way to certification of each device. However, each device has to go through its own regulatory process. And as in the case in Europe, we already have EU certification for the Energous WattUp contact-based technology. It’s now a matter of taking this specific device through its own EU certification. Of course, since we have it, everything else becomes by reference, so it’s not as difficult as getting the first certification, but as in the U.S., every device has to go through the certification process, and that’s something that will be beginning soon.

Okay. And then Stephen, perhaps switching to some other segments, the industrial and government segments. Can you talk about how long – how many quarters do you think the pause there or delay might be in terms of estimating when you could start seeing opportunities there come in?

Well, I think the government business is going to be very, very good for Energous. There are a number of military initiatives that are currently underway that really speak to the whole idea of charging of mobility, of distance, and also interestingly enough, software control, all very strong competitive elements of the Energous technology. We have our military partner with Xentris that is well positioned in these markets. And together, we have put forth, as I mentioned in the call, a number of specific proposals. It does take time to work these through, and it’s really difficult for me to give an indication of exact timing. I think that we’ll see business in the military sector in 2021, and I think once we get the first business that we’ll be able to point to a number of additional opportunities that are coming to fruition. It’s always the most difficult to get that first one, but once that happens, then it begins to expand then. The other element is the broader federal market. There is just a lot going on. And as a result, as I also mentioned in the call, there is so much activity that we now have dedicated federal resource that is focusing on the federal market, and this is combined with a separate resource that’s focusing on the military market. So, we believe that it represents a significant opportunity to the point where we have multiple resources focused on the opportunity and will be a big part of our business ramping in 2021, but certainly a meaningful part of our business in 2022.

Okay. Thanks, Steve. And then perhaps one last question for Brian. Brian, on the expenses, you talked about expenses being stable going forward. Can you help us understand how much the tape-outs in any given quarter between CMOS and GaN, GaAs could move the expense run rate from the typical level you’d expect?

Sure. Typical CMOS tape-out is about anywhere from all $400,000 to all $500,000 all-in, and that’s tape-out, and that’s some of the – after tape-out expenses as well. GaAs, GaN is far less expensive. It’s about a quarter of that. So you can tape-out a GaAs, GaN ship and our engineers are going to cringe here, but I’d say it’s anywhere between $75,000 to $100,000. So far less money. CMOS, much more complex process, many more layers, much more advanced nodes. So, it’s much more expensive. But yes, there’s a significant difference. Fortunately, for us, we’re not expecting a lot of CMOS tape-outs as we go into 2021. It will be certainly less than five, maybe two to three. a lot of our focus now is in higher-efficiency GaAs, GaN technologies.

Okay, great. Steve and Brian, thanks for taking that question.

All right. Thank you.

[Operator Instructions] Our next question is from Patrick Dever, Private Investor. Go ahead.

Yes, Steve. How are you today?

Fine. Thank you.

Steve, I’d like to get a handle, where we are with Dialog? I mean, we’ve been engaged with them for about four years now, and we’ve been told every quarter for four years that their customers are our customers. There’s always 100-or-so customers in the queue. And it’s now four years. And the only customer I’m looking at is The Light, which is not the company that’s putting $400 million a quarter into their accounts. So, I’m trying to figure out what we’re doing here. I mean, after four years, a college kid could have gotten us a contract by now. Could you explain what’s going on? I mean, are they actually helping us on turning business?

Good question and I appreciate that. First of all, let me say that Dialog is a great, great partner that we are fortunate – very, very fortunate to have. And as you know, Dialog supports us both on the back-end or backroom element of the business and on the sales element. On the back-end element, we speak about what it costs to tape-out a chip, so on and so forth. We don’t have to speak about what it costs to qualify that chip, to inventory that chip, so on and so forth, because all of those costs are picked up by Dialog. On the sales side, Dialog has introduced us to a number – a significant number of opportunities, and they’ve done so in a very credible fashion, and they’ve also done so at a very, very high level, a much higher level than one would expect for a new technology and a new company, like Energous. Having said that, the issue is really matching the opportunity with the technology. And I think that’s been – we’ve talked about that, but that is really a key focus that has really impacted the rate that this technology has been – is being adopted and has really come to fruition. As I mentioned in previous calls, but I think it’s worth repeating, the first few years of our existence was really focused on understanding the technology. And that’s a very, very complex and time-consuming and expensive element because you can just stimulate these technologies. There are so many complexities to them, and there are so many ramifications in these decisions that you actually have to build them. And so we have a tremendous spectrum of technology within the company that ranges from 60 gigahertz down to 40 megahertz. And once we had…

Okay. So, are you saying that you have some design wins and now all we’re doing is waiting for the product cycle to actually take hold?

I’m saying that. Yes, I am saying that. I made that, I think, pretty clear that we have additional products that are in the final stages of productization and product rollout. We expect to announce one that has – that will be available in Europe and two more that will be available in the United States. Again, timing is a little murky, given all that’s going on, but we’re close. All three are in the product cycles. And then we have additional ones that are in follow-on stages. And so as I said, I believe that we will be in a position to announce a continuing flow of products that are being made available to the consumer. I can’t speak on specific timing, so on and so forth, because there’s – again, there’s so many elements that are beyond our control that impact this, but the product cycles are real. They’re identifiable. Our technology is a good fit for them. Customers want to move forward with it, and it’s a question of continuing to drive them through the cycles. Also keep in mind, that these are not short product cycles, typical product cycle for a commercialized opportunity is 18 months to 24 months federal it’s longer than that. And so all of these cycles are significant, which means that we’ve been working with a number of these accounts for a considerable period of time as they’re now starting to come to fruition.

Right. Now, excuse me if you already said this in the call. So are some of these design wins Tier 1s and Tier 2s, any of them?

As I said in the call, that we are engaged with a number – a significant number of Tier 1 opportunities. And the way we define Tier 1 opportunities is for the opportunity in question to be in the top two or three market share – in terms of market share in the respective markets they participate. That qualifies in our mind as a top tier. And of course, being in the top-tier like that, it represents significant volumes in terms of chipsets and end customer units. We are in the – engaged with a number of them, and it is our stated goal and one that we believe we have a chance to achieve in getting a design win – excuse me, design in classification with a Tier 1 opportunity before the end of this year and that we believe that there’s enough momentum that we would see additional Tier 1 design in designations in the first half of next year. A lot is – has to – a lot of things have to happen, and there’s always the issue of caveat, but there is a lot of interest there. There are a number of product cycles that we’re engaged in. And as I also mentioned, the thing that is really interesting and exciting for us and is also taking a considerable amount of our resource is the fact that the PowerHub and the distance technology has really taken solid hold. And this is a very – this is unique. This differentiates Energous from the other WPT competitors, both those that are engaged in distance and those that are engaged in contact, because as I’ve often said, Energous is uniquely positioned here, and we are the only company that has the ability to participate in both of these markets under a common and compatible umbrella. And the PowerHub technology is really gaining a substantial hold and is driving a number of these engagements. Now how soon this all comes to play, I really don’t want to comment now other than to say that it is ramping quickly. And in some cases, it’s ramping faster than our contact-based customers.

This concludes our question-and-answer session. I would now like to turn the conference back over to Steve Rizzone for closing remarks.

All right. Thank you everyone for participating in our third quarter update. We look forward to additional announcements of the company’s progress in the future and look forward to speaking to you again in three months. Thank you very much.

The conference is now concluded. Thank you for attending today’s presentation. You may now disconnect.