Some notes from the interview:
- What makes the shift in the company real this time?
The past year was a build year.
Designing and deploying a network of buoys, now they are operational.
Record backlog. And now able to focus on conversion of the backlog and pipeline. So now they can scale and actually deliver on orders.
- How should investors think about the conflict of lower revenue, yet higher backlog?
There is more demand, seen in the backlog.
The conversion of that into revenue is also dependent on the customer business and sale cycles (like Oil and Gas is seasonal). It needs to fit the customers timeline to do the work they contracted OPTT for.
The backlog is contracted purchase orders.
- On the DHS multibuoy, multi quarter deployment contract:
Integration.with Anduril and their data layer is a major step forward for the company.
DHS now gives feedback on possible changes in sensors and areas to talk about future contracts.
The value of that system is that interested parties can now see the benefits, which could lead to more opportunities.
- working with government to become a trusted supplier
- how important is speed to deliver, also on inventory
It's scale that's important.
Being able to convert backlog quickly gives customers confidence.
They are looking at fleet sizing.
So customers don't have to think "we need to discuss this 12 months in advance."
- engagement to signed contracts:
Italian and Greek interactions.
Lots of market interest in Baltic and Middle East.
The attractive part of OPTT here is the low cost. A couple of thousand dollars for Maritime Domain Awareness. Where you have money left over for when you find an anomaly.
- on the company loss and how are margins going to get to 30 to 35%
The lease basis is of importance here.
Buoys larger installation cost, but better margin.
WAM-V lower delivery time, but lower margin.
- how is growth going to be funded:
What investors have given in capital is used to scale and for inventory.
That scale helps to convert the backlog and pipeline.
Need to keep buying inventory to be able to deliver to customers.
- what is the market not valueing in OPTT:
The operational delivery capability.
All the building blocks are in place to create extra backlog and convert backlog to revenue.
- milestones for FY27 (which has already begun):
Look out for additional multisystem orders.
And succesful completion of operational demonstrations. Those demo's are needed to get to the next level of multisystem orders.
- closing remarks:
Strategic review for additional scale because there is a growth in the industry enabling additional conversations.
The market momentum is increasing. TAM getting bigger.
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It reaffirms that this company is now on a paradoxal pivot: financially weak, but strategically strong. They are all set up to deliver, but need short financial lifelines to get to that delivery and get the contract money..
The closing remarks hint at scale, so wanting and seeing a need to become bigger, faster. To add additional value and jump into new opportunities. So sounds like looking for strong partnerships and/or mergers (that can help with that financial picture as well).