Ronald Glibbery: So I can jump on that, Jim. So Kevin, I think that there’s somewhere in between, like I said, like in 2022 and early 2023, they were probably above normal because people were stocking up. So as that bleeds off, I think what we’re going to end up is somewhere like obviously, better than 2023, but maybe not as strong as 2022, but somewhere in between is what we’re kind of seeing from the existing customers. I think the thing to keep in mind that’s a really, really important part of our presentation is just customer diversification. And with Mark Lansford on as our Chief Revenue Officer now. The biggest thing we’ve done over the last year is really, really expanded our customer base. We had a slide where we showed several customers with products that they have in the marketplace.
Like that a year ago was just two customers, right? So we really made a point of expanding our customer base. I mean that was really one of our — we think one of our main limitations was just the vulnerability to having two customers that you kind of live with by. So that’s been, I think, the main change in our business outlook and our backlog is really the customer diversification.
Kevin Liu: Understood. And Ron, just on that in terms of kind of the new customers that are coming to market with products now, any sense of how quickly these guys can become more material contributors to your revenue. I just want to understand, as you look at the four year millimeter wave guidance, whether a big portion of that is still from existing base or whether some of these new opportunities are sizable enough to contribute to that?
Ronald Glibbery: Well, I think every earnings call, we’re going to show that progress, right? So we — and as I mentioned to Dave earlier, Kevin, like, we really feel we guided, maybe another factor in our overall strategy is to — another vector in our overall strategy was to shorten the time to market. And so with that, we’ve really engaged with now four manufacturers who are very adapted building these products. So if you look at the DUNE product or customer that we announced at Christmas, that customer was really time to market from June of 2023 to Christmas, so just over six months. Now that was extremely accelerated because that customer was highly motivated. But I think realistically, we can expect like kind of a nine months now, but we are engaged with, again, a pipeline of customers that we feel will be starting to ramp over the course of every single quarter this year.
So really, there was kind of two highlights of our strategy. One was to diversify our customer base, which we feel we’ve achieved and is ongoing and continuing. And the other is to reduce that time to market. So frankly speaking two years ago or three years ago, our time to market was really — was two years. So we didn’t really see revenue from engagement for two years and now we’ve got that down. We think kind of realistically in the nine to 12 month range. So that’s been a huge change for us as well. So we’re really trying to work on the issues that have been plaguing us in the past, and we feel we’re going to start to see the benefits of that in ‘24.
Kevin Liu: Okay. Sounds good. Thanks for taking those questions and good luck here in ‘24
Ronald Glibbery: My pleasure, Kevin. Thank you.
James Sullivan: Thanks, Kevin.
Operator: Okay. We have no further questions in queue. This concludes today’s conference, and you may disconnect your lines at this time. Thank you.
Ronald Glibbery: Thank you.
