Aware, Inc. (NASDAQ:AWRE) Q2 2023 Earnings Call Transcript

So on top of that, so on top of these recurring revenues, we also are expecting a spike in licensing revenue across the second half. Craig has talked about a few 6- and 7-figure deals and a much better pipeline. So the combination of those two things gives us good confidence in the second half of the year.

Matt Glover : Our next question, what sort of growth can we expect in 2024?

David Barcelo: Yes, I’ll take that, Matt. And unfortunately, the answer is that the 2024 guidance at this point in time, there’s a lot left in 2023. And when we’re ready, we’ll come out with 2024 guidance.

Matt Glover : Thanks Dave. Our next question. To what extent are you pitching new customers directly versus the resellers or partners?

Craig Herman: Sure, I’ll take that one. This is Craig. So just over 50%, I think Bob mentioned that 50% of our pipeline is through partners. It is absolutely a key differentiator. We are winning partners away from our competitors that are helping us get into in solidifying markets. So we really look at our partners as a significant differentiator for us. And even when we are pitching through partners, we are very involved in the process. And again, I talked a little bit about varying by markets and regions. We are a global company. So having premier partners tightly integrated with us all over the world gives us a reach much bigger than what we can do just going direct. So right now, it’s just over 50% of our pipeline is through partners. And a lot of our AwareID right now is very direct versus some of our other products that are much more tied to a partner.

Matt Glover : At this time, this concludes our question-and-answer session. If your question wasn’t answered, please e-mail Aware’s IR team at awre@gateway-grp.com. I’d now like to turn the call back over to Bob for closing remarks.

Robert Eckel: Yes. I just want to thank everyone for joining us on the call today. And I also want to thank our employees, partners, shareholders for their continued support. And as a reminder, we may learn more about our strategy in investor presentation, deck that’s available on our website, and we look forward to updating you on Aware’s progress on our next call. Matt?

Matt Glover : Thanks Bob. I’d like to remind everyone that the recording of today’s call will be available for replay via link in the Investors section of the company’s website. Thank you for joining us today for our second quarter 2023 conference call. You may now disconnect.