Earnings Call: Q2 2021

Aug 10, 2021

Ladies and gentlemen, thank you for standing by. Welcome to Allot's Second Quarter 2021 Results Conference Call. All participants are at present in listen only mode. Following management's formal presentation, instructions will be given for the question and answer session. As a reminder, this conference is being recorded. You should have all received by now the company's press release. You have not received it, please contact Allot's Investor Relations team at GK Investor and Public Relations at 1-six forty six-six eighty eight-three thousand five hundred and fifty nine or view it in the News section of the company's Web site, www.alote.com. I would now like to hand over the call to Mr. Kenny Green of GK Investor Relations. Mr. Green, would you like to begin? Thank you, operator. Welcome to Allot's Q2 2021 conference call. I would like to welcome all of you to the conference call and thank Allot's management for hosting this call. With us on the call today are Mr. Erez Entebbe, President and CEO and Mr. Ziv Leitman, CFO. Erez will provide a brief opening statement and summarize some of the key highlights of the quarter. We will then open the call for the question and answer session, and both Erez and Ziv will be available to answer those questions. You can all find the financial highlights and metrics, including those we typically discuss on the conference call in today's earnings press release. Before we start, I'd like to point out that the Safe Harbor statement, this conference call may contain projections or other forward looking statements regarding future events or the future performance of the company. These statements are only predictions and Allot cannot guarantee that they will in fact occur. Allot does not assume any obligation to update that information. Actual events or results may differ materially from those projected, including as a result of impacts due to the COVID-nineteen pandemic, changing market trends, reduced demand and the competitive nature of the security systems industry, as well as other risk segments filed in the documents filed by the company with Securities and Exchange Commission. And with that, I would now like to hand the call over to Erez. Erez, please go ahead. Thank you, Kenny. I'd like to welcome all of you to our conference call and thank you for joining us today. Today, we are slightly changing the format. In the press release, you will be able to find all the numbers and tables that we typically release as well as those that Zeeb previously used to share in the conference call. Therefore, after my remarks, we will jump straight into Q and A and Ziv and I will be available to answer your questions. Our second quarter was another quarter of solid growth. Revenues grew 8% year over year for the Q2 and reached $35,300,000 In the Q2, we also reduced our non GAAP operating loss by about 40% compared to the Q2 of 2020 and increased our total cash and equivalents to $105,600,000 This is our 14th straight quarter of revenue growth year over year, and I am very pleased with the results we achieved during the Q2. Also during the Q2, we succeeded in signing several recurring security revenue deals for several of our Allot secure product lines. I'm very pleased with these results, and I believe it shows we are on track and successfully executing on our plan. Our business is expanding across our product lines and markets, and we are increasing our market share, especially in the cybersecurity business, as I will describe in more detail. As we see our opportunities grow, we continue to invest in order to capitalize on the significant number of opportunities that we are identifying. I want to start by describing what we see in our cybersecurity business and how the market is continuing to change favorably. As I have said in previous calls, Allot is rapidly transforming into a cyber security company and this is where we see most of our future growth coming from. There is a revolution happening in the consumer cybersecurity market. Responsibility on securing the consumer, the family, the small business lies today with the individual. Each person is responsible to protect himself or herself and their families and small businesses. To do this, they need to find a security app, buy it, download it and install it on every one of their devices. The problem is that regardless how good or bad a security app is, more than 90% of consumers don't do what I just described and are left unprotected. This means that the current solution with endpoint security apps is not accessible enough to most people. End users, consumers and small, medium businesses are looking for a simple zero touch cybersecurity service. They prefer a simple security service and not have to do anything technical like downloading an app to each device and configuring it. While most people are practically left unprotected, threats such as phishing and others are growing. We recently published a report showing that for consumers protected by Aloft Secure in Europe, during a period of 3 months alone, our security software blocked 140,000,000 attack attempts by the Flubook Banking Trojan. This is just one case, but it clearly shows the level of threats people are facing on the Internet. The evolution of shifting responsibility from protecting the consumers and small businesses from the individual to the CSP is indeed happening. I'd like to use the analogy of water. We buy water from the water utility company and expect it to come to our faucet safe to drink. We don't expect it to come dirty and then have to figure out ourselves how to filter and purify the water so that we can drink it. Much the same, the Internet access our CSP provides us should be safe for us to use. Currently, we see a growing number of CSPs worldwide that understand that this is no longer a nice to have, but rather becoming a must provide. And with this growing understanding, so grows our pipeline of security as a service deals. This is evidenced in the deals we signed and those we are working on. Recently, we announced several security as a service deals. 2 contracts with CSPs in APAC, one contract with a CSP in Europe and another contract with a Tier 1 European group with operating entities in Europe and North America. In addition, we have recently been selected by several CSPs in APAC and Europe with whom we are currently negotiating the contracts. In North America, as I previously discussed, the market change in the past 18 months is very clear. Multiple North American CSPs are considering launching network based security as a service to their consumer and SMB customer base. They are in discussions with us as well as with others. We see North America as an opportunity and a focus area for Allot. As we previously announced, we intend to sign a security as a service agreement with DISH to protect their mobile and fixed customers on the new 5 gs network DISH is building. While we cannot be sure that any of the discussions, elections and awards I mentioned will indeed result in contracts, I am optimistic. I believe the contracts we signed and the awards we got are strong testaments to the positive change in the market and to Allot's strong position in the network based security market. I would like to remind everyone of the Allot business model in a typical security as a service deal. When we sign such a deal with an operator, Allot takes upon itself to provide all the required hardware, software and professional services to enable the service. We further assume responsibility for the support and maintenance of what we provided and provide significant marketing support to the operator's marketing team. In return, we ask for a share of the monthly revenue generated by the service or a monthly fixed subscription fee. Operators worldwide can typically charge for network based security services anywhere from 5% to 8% of the consumer's ARPU and much higher rate for the SMBs' ARPU, which can reach even 20%. Allot will typically get anywhere from 20% to 50% of what the operator can charge the consumers or SMBs depending on various factors. This is the preferred business model that most, but not all, operators worldwide accept. While each of the CSPs that decide to work with us may be interested in different parts of Allot secure product family, we are seeing strong demand for all elements of the Allot Secure enforcement abilities. Network secure in the core network, home secure in the home router, business secure in the SMB router, DNS secure and also endpoint secure. Our ability to provide such a wide variety of security enforcement capabilities together with a unifying management layer of Allot Secure Management, or ASM, are important differentiators and key to winning many of these CSPs. I am not familiar with other technology companies that provide such a broad, unified experience across access means, devices and threats. While Allot has different competitors coming from different disciplines for each of its product lines, Allot is the only company that offers a comprehensive solution addressing such a broad range of consumer needs with a single unified management platform and with integrated policies. I would like to say a few words about the penetration levels we are seeing with those security as a service offerings that we have already launched. In CSPs that launched the service, we continue to see growth in number of consumers and SMBs that sign up for the service. CSPs that accept security as part of their core offering and offer the service in multiple touch points show high penetration levels even when customers sign up for the service separately. For example, in one of the operators when offered in a store, we are seeing around 80%, eight-zero, of new customers signing up for the connectivity service also signing up for the security service. The lifetime value of customers who sign up for the service is also high. In one of the CSPs, we see that even one and a half years after signing up for the service, approximately 65% of those who signed up for the service stay with it. This is, in my opinion, very strong evidence that the service is valued by the customers. However, CSPs that launch it as just another value added service with limited sales channels and less aggressive plans show lower penetration levels. Allot has set up what I think is a strong marketing support service where we work together with the marketing departments of the CSPs to show them the value of offering the service in broader sales channels and the right go to market plans. As a result, we are seeing CSPs appreciate the experience other operators are having and some are modifying their go to market approaches and significantly improving their results. The number of operators closing deals and planning to launch is growing. COVID, especially with new restrictions imposed with the current outbreak of the Delta variant, is causing delays in launches and various marketing activities. While we are very encouraged by the penetration levels of operators who launch the service, these delays have a short term impact on our revenues. In addition, we are finding operators who decide to launch the security service with several months of free service, despite our view that 1 month of free service will result in very similar take up rates. The combination of the delay in launches and prolonged free services have contributed to somewhat reduce the initial recurring revenues for us expected during 2021. We expect our recurring security services in 2021 to be around $5,000,000 When we look at our recurring security revenue growth plan, we see our revenues growing in 3 dimensions. 1, signing up and launching cybersecurity services with additional CSPs. 2, in a CSP that launched the service, having more end users sign up for this security service and 3, CSP is expanding the security offering to the market from an initial market segment, such as mobile, to additional segments, such as the home or off net protection or the SMB market. I believe this threefold growth opportunity is what can make our recurring security revenues grow very rapidly. Looking at the existing CSP services growth as we see it now, the new CSP launches from existing contracts and the expected launches from deals we were awarded recently, we remain confident that in 2022, our recurring security revenues will be around $25,000,000 I would like to turn our attention now to 5 gs networks and our opportunities there. Securing Internet access actually consists of 2 aspects. The first that I described till now is securing the end user access to the Internet. But in addition, we also need to secure the operator's network itself, mainly the user play from DDoS or bot attacks. As I discussed on previous calls, Allot has a unique position play in securing the user plane in 5 gs networks. Our combination of being able to analyze in real time the full traffic flow, ability to mitigate DDoS attacks in line very quickly and protect the network from rogue IoT devices puts us in a unique position to help operators secure their 5 gs networks. Allot comes to the 5 gs world with a very strong telco grade technology, products that scale easily to the 5 gs bandwidth requirements and full multi tenancy support to enable differentiated services. These abilities are 2 differentiators for our 5 gs NetcroTech product in future 5 gs deployments. Working with an operator to protect both the network itself and the access by its customers is a powerful combination. This is what we are planning to do, for example, in the DISH network. Earlier this year, we announced that we signed a contract with the U. S. Operator, DISH, to use Allot's 5 gs NetProtect to help secure the user plane of the 5 gs network they are building. The DISH design of a 5 gs cloud native network is the most advanced we are familiar with. I view DISH's selection of Allot technology to help protect their network as testimony to our technology and implementation capability, which will serve as a great reference for other operators, especially in the North American market. During the Q2, we announced that we closed another 5 gs NetProtect deal with a Tier 1 CSP in APAC. I can share with you today that we have been awarded yet another Tier 1 5 gs network and we are currently negotiating that contract. I believe the growth of 5 gs networks worldwide and the need for securing the network itself could become another powerful growth engine for Allot. To summarize, I believe the market for cybersecurity services by CSPs to consumers and SMBs is taking off and our pipeline is stronger than ever. I believe Allot is uniquely and very well positioned to take advantage of this and grow significantly. New deals with CSP still take time, usually between 12 18 months, and with COVID, some even take 24 months. Once signed, it usually takes 9 to 12 months to launch the service and start gradually building a revenue base. Ongoing COVID-nineteen impact may cause further delays of several months launching the services after the deal is signed. Factoring all this, as I explained earlier, we expect recurring security revenues from security deals in 2022 to be around $25,000,000 and to keep accelerated growth year over year after that. We also expect that in 2021, we will sign new recurring security revenue deals totaling at least $180,000,000 of MAR. Finally, I would like to turn now to discuss our visibility and control business addressed by our Allot Smart product line. Revenue from this business is continuing to grow well for us in 2021. The main use cases we see today in CSPs are in traffic management, congestion management, quality of user experience, especially for video, policy and charging control, and digital enforcement. During the first half of twenty twenty one, we were awarded several deals with operators requiring traffic management or visibility. In some of these deals, we will be replacing a direct competitor's product that is installed or we are being added to the network where the CSP had until now used our competitor's product exclusively. We are discussing multiple other opportunities with other CSPs currently using our competitors' product and are working on expanding such deals that we won last year. As governments look to fight crime and terrorism, we see a growing interest globally to be able to block illegal activities such as drug trafficking, child pornography or terrorism. We are seeing growing interest in our products in this area as well. Our enterprise business is continuing to grow. During the first half of twenty twenty one, our enterprise revenues grew about 70%, 7 0% compared to the first half of twenty twenty. The deal we signed in the beginning of 2020 with Broadcom to position Allot as the replacement for their Pacatea product, which is at end of life, is contributing a significant portion of this growth. We are signing new distributors for our enterprise products in multiple countries, including North America and Japan. One example is a deal we announced with a North American government agency, which was brought to us by a distributor who previously worked with Broadcom. We expect continued double digit growth of the enterprise business in the remainder of this year and probably in 2022 as well. To summarize, I believe demand for our LOTSMART product line, including congestion management, traffic management, analytics, digital enforcement and enterprise use cases will remain healthy with single digit growth for Allot in the years ahead. I would now like to summarize the overall picture and the key messages. We are proceeding according to our plan and continuing to grow the business. In the AllotSmart product line, we see a strong pipeline. Multiple use cases such as congestion management, digital enforcement and the enterprise business are growing. Overall, we see a solid demand for adult smelter. The security area is where we see our long term growth. We are very encouraged by the pipeline growth we see and by the consumer and SMB take up rates as they sign up for the service. We signed significant deals for our various products. While these deals always take time to close, COVID-nineteen pushed the close of several deals a bit more. It is also postponing Services' commercial launch in some of the deals that were already signed. Overall, the number of operators we are closing deals with is growing worldwide and our pipeline of potential future deals is growing as well. Looking at our backlog, the market demand as we see it now and the pipeline of deals that we are working on, I would like to reiterate our revenue guidance for 2021 between $145,000,000 to $150,000,000 which includes about $5,000,000 of recurring security revenues. We further expect to sign additional recurring security revenue deals in 2021 with a total MAR exceeding $180,000,000 And now, I would like to open the call for questions and answers, and Ziv and myself will be available to take your questions. Operator? Thank you. Ladies and gentlemen, The first question is from Alex Henderson of Needham and Company. Please go ahead. Hey, guys. So wanted to just hit the enterprise piece a little bit first. Can you remind me what percentage of that business is coming from of the traditional business is coming from the enterprise piece? Last quarter, it was 20%. Year to date, it's 24% and last year it was 16%. Right. So if 24% of your business is growing at a 70% clip, that seems like the other portion of the business would actually have to be declining in order to be at mid single digits. I assume that you've done very well with the Broadcom stuff, but that's a diminishing tailwind over time. Can you talk about kind of the shape of that benefit and how that transitions? I assume that a good chunk of that installed base has already been converted. It's actually taking first of all, you're right. The growth in the enterprise business is primarily related to the Broadcom deal. But it is taking, I'll confess, longer than I had expected. It takes us time to convert the distributors that the Mars to sign up with us, be convinced of the technology to go back to their customers. And we didn't see as much even though we signed a deal with Stobelcom over in 2020, we didn't see this much conversion or this much growth in the enterprise business in 2020. We are seeing the effect really now, which is about a year and a half after we signed the deal with Broadcom. So it's taking longer. And I believe that we'll still see significant growth in the enterprise business for the remainder of this year. Now once we have these channels developed, comfortable with us and so on, I believe they'll continue to bring us deals either as a convert from Broadcom or from other areas that simply were maybe dealing with other customers or they had access or with other sorry, other technologies or they had access to previously and they weren't talking to us at all because they weren't working with us, etcetera. So let's say, I think the to summarize, I think we'll see the most significant effect this year. We're not going to continue a 70% growth rate next year, no way. But I believe it will still continue to grow and it's taking longer than I had originally expected, but still it's good. So if I were to look at the traditional business and take out the enterprise piece, is the rest of the service provider piece still growing? Or is that actually declining? I don't think it's declining. And it really changes. It fluctuates from quarter to quarter because enterprise business is sort of ongoing. It's many small deals. The CSP, the traditional traffic management for CSPs is much more lumpy in nature. So I don't see a decline, at least in what I see the business in general. Could be that in a specific quarter, it may have gone a little bit up or down depending on revenue recognition with the lumpiness of the deals. When you have an installed base with a customer of that technology, does that give you an advantage in doing the security business? Or is there no correlation between who you win on security and the installed base of traditional? Okay. I assume you're talking about CSPs now. Right. On the CSP side, right, clearly. It gives us some advantage because the customer is familiar with us. We know the network people. They have a reference already in house, so to speak, for themselves on how we are as a partner, how we are as a technology company and so on. So it definitely gives us some advantage, but many of the operators that we're signing were signing up. I don't know off the top of my head to tell you if it's the majority of them or not, but a significant portion of the operators that we're signing up for security are not VPI customers for us. 2 more quick questions. 1, the $5,000,000,000 outlook for the year and profit and the revenue from security, that's not a material change. I mean, you think we were at 6% before. So I mean, it's a pretty de minimis change in the outlook. Is that correct? I mean, it's like $1,000,000 kind of thing. Yes, you're absolutely right. Okay. So not a big deal one way or the other, it's probably statistical noise. I wanted to go to the Open RAN wins. We don't really have a handle on this business in terms of the size of the opportunities, the timing of the ramp of those businesses and sort of the mechanics around it. Could you go through some of that? Give us some sense of when you sign a deal, how big is it? How long does it take to get to revenues? And what is the slope of the revenue growth post installation? When you said open RAN, are you referring to your 5 gs network? The 5 gs, yes. It's it depends. Supposedly, it will be similar to, say, our DPI business, right? Let's assume we're talking about NetProtect, 5 gs NetProtect for 5 gs Networks. It would it should be similar to our DPI business in the sense that, okay, we get a contract and we go and install it, we integrate with the rest of the stuff and then we pass acceptance. I would say that depending on the operator, how fast they are, how much testing they want to do before they turn it operational, it could take anywhere from 6 to 12 months in a regular deal. In 5 gs, the added factor to that is that some of these networks don't yet exist, right? Dish is not running a commercial 5 gs network yet. So we sold them software that and we're working with them to integrate that into the network that they are building. So it could potentially take longer. But I would say that still 6 to 12 months for a regular ZPI deal, probably another 3 months or so for a 5 gs network because eventually they put it on is probably reasonable. Are these all perpetual? The 5 gs NetProtect deals are all perpetual license or at least yes, they're all CapEx based deals, right, perpetual licenses. When we do and hope for example, hopefully we will do shortly, security as a service deals on 5 gs, those will be recurring security revenues. Okay. One last question on the MAR calculus for the year. Are you ahead of your target, on target, feeling better about the outlook, in line with the outlook, worse than the outlook? Any granularity in terms of where you are on that $180,000,000 plus target? Alex, as you remember also last year, we did say that most of the MEL contract of the secret contracts were signed towards the second half of the year. There is a kind of seasonality or trend in the market that most of it is signed in the second half of the year. And I think this year also will be similar to last year, the same trend. However, we feel confident that we will meet our guidance of $180,000,000 of MAR. The next question is from Eric Martinuzzi of Lake Street. Please go ahead. Hey, congrats on the good quarter. I have a question also regarding the slight revision in the security revenues for 2021. If I had it right, there was it was in part driven by delays due to COVID and then in part driven by marketing choices made by the carriers. Wondering and I know we're talking small numbers, but just the difference between the 2, what's weighing more on the revenue ramp for those CCAS 2021? You know, it's the changes, they're so small, it's not it's hard for me to it's hard for me really to differentiate between the 2. I think they're about the same order of magnitude. Okay. And then focusing just on the marketing side, you guys have a ton of experience with this. You've done it globally. As you're working with new customers who are signing up with CCAP, what's the change in are you changing how you're communicating with those marketing departments so that they can benefit from your experience? We are. I think it's we're changing the way we communicate with them, yes. The benefit from our experience is available to them before we signed the deal and after we signed the deal, we as it's our vested interest, right, to share as much experience as we can with them and get them on board and show them how great they and us can do together with this. And I think the change in the way we are approaching them is we're spending more time today than we did in the past on showing them good and bad examples of go to market. And we're trying to get their management's commitments to a more aggressive go to market plan, even prior to signing the deal because we think that's really key to getting the successful results. It's also we have an operator, for example, that started with the go to market plan that we didn't feel comfortable with. And it took them several months and they said, okay, okay, we understand it's not doing that well, so tell us how to do it differently. And we kept telling them all the time how to do it differently. Now they're training and they're doing better. We would rather them sign up for doing better from day 1. So we're trying to work with these operators who actually set very ambitious goals for themselves. They want because that drives a lot of the changes that they are a lot of the go to market plans and how they address it just to begin with. So I think that's the main change. Okay. And then with these new wins that you're landing and congratulations on that, it's really a string of pearls that you're assembling here. Are most of these carriers, were they doing something previously using their own product or competing products or nothing at all? Some of these operators were not doing anything and some of them were reselling their endpoint security apps from various customers sorry, from various companies such as McAfee or F Secure or multiple other alternatives. None of them were doing anything on their own technology. I'm not familiar with any operator that had their own technology to provide security as a service. Okay. And then my last question has to do with the operating expenses going forward. I'm looking at the GAAP OpEx for Q2 of $28,300,000 and trying to figure out what's the right number to be using in Q3 and Q4 outside of the variable comp and the sales and marketing. Ziv, is this a good run rate to assume or are there other things to consider? I would say that the OpEx in Q3 and Q4 will be higher than the OpEx in Q2 since we have many open positions that we didn't record yet. So and we hope to recruit those people in Q3, Q4. And these are engineering or sales? Mainly R and D people. Okay. Thanks for taking my questions. Good luck. Thank you. The next question is from Mark Silk of Silk Investment Advisors. Please go ahead. Thank you for taking my questions. So to date, how many recurring revenue deals have you signed? I have a number in my head, but I just want to make sure I have the right number. Not necessarily that you're generating revenue, but that you've that are signed and ready to go in the future. We signed 15 ticket deals, but less than 60% of them really launched the services. Okay. And then that's actually more than I thought, so that's great. How many of these do you think will be able to launch the service before the year is over? I guess by the beginning of next year, twothree of them will launch the service. Okay. And then out of these 15, how many of these do you think are going to basically I've been taking your advice as far as how to market this? We cannot give you an accurate answer because we don't know the answer yet. Think about a customer that a few customers that signed agreements in Q2. Now we are starting the process of implementation. And as you recall, we said this process might take even 1 year. Part of the process is the go to market strategy. So we don't have a definitive answer for those customers. Okay. I'll ask that sometime next year. And then on the 5 gs, after your first few deals with DISH and others, has that maybe increased your exposure as far as basically maybe getting inbound calls or making it easier for your sales team to sell this product? I'm not familiar with anything that makes it easy for the sales team, but It's difficult. Yes, it definitely gives no reference to say, okay, this is others have tested it and trusted us and so on. So it makes it gives them more credibility when they walk into an account. All right. Sounds like you're going in the right The next question is from Alex Henderson of Needham and Company. Please go ahead. Sorry, I forgot to put the receiver back on. Yes, I just wanted to go back to the outlook on the MAR stuff for a second. So as we look at the size of the transactions that are in the pipeline, have you seen any shift in terms of the number of Tier 1s that are engaged versus Tier 2, Tier 3s? What is the scale of the people in the pipeline yes, I'll answer it almost intuitively because I don't have such a breakdown number in front of me. But I think the number of Tier 1s we are talking to is growing. So the mix is still there, right? We're talking to smaller operators, large operators and so on, but I think number of Tier 1s is growing. And when you answered that question about the number of deals that you've done, does that include both shared deals as whether OpEx deals as well as CapEx deals? No, just OpEx deals, just the SECA. Just OpEx deals. Let's start with sales starting from 2,000, I think the first one were And when you look at those companies that are in the pipe, one of the key variables here is the degree to which they're willing to take your advice on the marketing side. Do you see an increased willingness among the people in the pipeline to listen to the marketing knowledge that you've built? Or are they less willing to I would assume that that's actually improving in terms of quality? I think it's improving somewhat. It's not where I would want it to be yet. We still have a way to go, but I think it's improving. Okay. And then just going back to the sizing of these 5 gs, is there do we think about that as having any relationship back to the MAR opportunity once you've signed a 5 gs? Does that give you an opportunity in that space as well to sign up for the security as a service to their customers? Or is that independent? It's independent. But I think like what I said on the 4 gs or other DPI deals, Once we get into an account, we start working with them, then they become more familiar with us. They feel more comfortable with us as a vendor. They see our technology. They see it people and so on. So it's an easier in route for us to discuss other products as well. It doesn't guarantee anything, but it does give us an opening. On 5 gs, I think even a little bit bold because we are almost always discussing a new network that's not there. In 4 gs, we're always discussing, okay, there's an existing 4 gs network, we're putting something in place, the technical team that's dealing with it, marketing people are not interested in DPI for 4 gs, right? They don't see that. In 5 gs, everybody is in the company and the operator is interested in what's happening with this 5 gs. What are they going to do with it? How is it going to be put together? What's their schedule for building it? How is it going to be safe? What's the differentiation, etcetera? So given us a wider reach of people, I think, when we talk to an operator on their 5 gs network, then it could give us if we talk on securing for DPI on a 4 gs network. So in that sense, it's a bit better. So we wouldn't guarantee any. Just to be clear, when you talk about 5 gs here, you're talking about 5 gs core as opposed to 5 gs RAN, 4 gs core? Yes. When I talk about 5 gs, I mean the real 5 gs, where the 5 gs is the core network, not just when an operator uses the same 4 gs network and just replaces the frequency and the RAM to expand and really provides 4 gs services. And then when you were talking about the security transactions, you said that you were seeing a number of competitors in the bids. Can you talk to what kind of products are those people offering? Is that just simply DNS services? Is that the McAfee installation software product type offerings? Is there anybody else doing anything remotely like what you guys are doing in line security cleaning? I think there's we have I'll give 2 sentences of background and I'll just a question. Just as a reminder, we have the ability to provide security and filtering in multiple locations and multiple what we call enforcement points. 1 is in the core of the network, which is our network secure, 1 is in the router, home secure, if it's a home router, it's business secure, it's an SMB router. DNS secure on the DNS query line. And of course, we can augment that with an off network action with endpoint secure. Now in each of these enforcement point products, there are different competitors. In home secure and business secure where we secure the router, We're competing with companies like Cujo, McAfee and let's say, there's a startup of some various companies that compete and build a solution for that. When we compete on when we talk about enforcing the security in the core network, I'm not familiar with anyone else that actually does that. We end up typically competing conceptually with either securing it in the core or securing the DNS access line. DNS access line are different competitors. Typically, it's Akamai and Infowoc. So the 2 main ones that we see there. But we don't see anybody that takes the holistic that has the holistic capability of having all these multiple enforcement points and a unifying management layer that makes sure that regardless what the enforcement point is, online, offline has the same management, say, a single pane of glass for both the user and the operator has the same policies and so on. So we're seeing different companies compete with us in different areas, but nobody has the whole package like we do. Do you have a sense of what your hit rate should look like given those that context? Now it depends how you count it because at the end, there are operators that decide to go anyway for just reselling endpoint security, in which case we don't have it. That's not our game. We think that endpoint security could augment network based security, but the essence has to be network based security. I think in network based security, our hit rate is I would I think it's very high. Great. I'll see the floor. Thanks. The next question is from Roy Wallis of Outerbridge Capital. Please go ahead. Thanks for taking my questions. I was just wondering, it seems that we're seeing a lot more marketing of consumer cyber security solutions here in the U. S, for example, for AT and T ActiveArmor and other types of products. And I was just wondering if you think that's accelerating deal activity specifically with some of the CSPs you're speaking with and how you're feeling in general about those opportunities? As I said, I think that the deal activity in the U. S, as you call it, is changing, is growing. There are more operators in the U. S. That are looking to launch network based security services. When I say no, it's like 18 months ago, they were almost not interested. And today, there are quite a few operators that understand that they need to do something. Now some of them are moving faster, some slower. Hopefully, some of them will close with us. But I think that what you're seeing in marketing all kinds of solutions in the U. S, mostly are still not network based, but I think that the operators are seeing the necessity to provide a security solution to their customers. What you're seeing is part of that. Got it. And then I just wanted to confirm, you said I believe that you signed some additional deals after the end of the quarter that hadn't yet been I guess commercially termed out. Is that right? And were those with Tier 1? I'm not sure I follow. You said that we were selected by and maybe you're referring to this. I said that we were selected by several operators for security as a service deals and that we're negotiating those contracts. Is that what you were pointing? Yes, that was what I was asking about. And so those haven't yet been announced, but they're in final discussions now? Correct. Because we have not signed the contracts. And like I said, there's no guarantee that we will sign the contracts, but I'm optimistic. Understood. Thanks a lot for taking my questions. My pleasure. Thank you. There are no further questions at this time. Mr. Antebi, would you like to make your concluding statement? Thank you, operator. Yes, I want to thank you all for joining us on this conference call and listening in. We are unfortunately not yet traveling, but we will be happy to hold virtual meetings with investors. So if you'd like to meet with us, please be in touch with our Investor Relations team. Beyond that, look forward to talking to you in our next quarterly call, and stay safe and healthy. Thank you very much. Thank you. This concludes the Allot Second Quarter 20 21 Results Conference Call. Thank you for your participation. You may go ahead and disconnect.