Ooma, Inc. (OOMA) Earnings Call Transcript & Summary

Hi, everyone. Welcome to Ooma's 2022 Investor Day. I'm Eric Stang, CEO of Ooma, and it's my pleasure to welcome you. Thank you for joining us. Our plan today is to start with a management presentation, followed by a short break and then a Q&A session. In the Q&A session, you'll be able to ask questions both by text using the box on your screen and also by audio, and we'll give those instructions when we get to that point. Let me first mention our safe harbor statement. This presentation today contains forward-looking statements. We encourage you to read this page and all of our SEC filings. Let me also start here at the outset by introducing Ooma's leadership team. Starting on the top row from the left, Shig Hamamatsu is Ooma's CFO. He joined Ooma from Accuray last year. Next is Jenny Yeh, our General Counsel. She's been with Ooma for over 3 years. In her past experience, she has been the -- a partner in a major law firm and also worked in the Corporate Center of General Electric. Next to her is Toby Farrand, our VP of Engineering and Operations. Toby is one of our longest-serving employees. In his past, he worked for a number of years for Apple Computer. Next to him is Dennis Peng. Dennis is the longest-serving employee in Ooma today. He was here at the founding, having joined Ooma from Cisco. And finally, Dayton Turner on the right, joined Ooma when we acquired Voxter a couple of years ago. He's our VP for Ooma Labs. Moving to the bottom row, Chris Burgy is our VP of Corporate Development. Chris has deep experience in our industry and joined us from ShoreTel. Jim Gustke is next to him, our VP of Marketing. Jim has a long career in marketing and branding and has worked for a number of companies, including Intuit. Rob Ferrer is our VP of Business Sales. Rob has also worked in the industry extensively, including for ShoreTel and M5. Tim Sullivan is our VP of Residential Sales. Tim has worked for Seagate, Lexar and a number of other companies as a retail sales leader. And finally, Roy Calvo. Roy is also one of our longest-serving employees. He runs our customer success. And has worked for Yahoo! and DirecTV, among others. We have a very extensive management team with a lot of experience leading Ooma today. So Ooma. One of the questions we first get asked is, what does it mean? And while we have different answers to that question, we say it stands for Object Of My Affection. Or to be more precise, services that deliver superior customer experiences, particularly for cloud-based unified communications, call center, wireless internet and more. Ooma has been in business over 15 years and has gone through several stages of development. In our earliest days, we set out to provide the #1 residential phone service and feel we achieved that with the launch of Ooma Telo. We next set our sights on serving small businesses with the launch of Ooma Office, which has also been ranked number one. More recently, we began to serve larger-sized businesses with Ooma Enterprise, having made a couple of acquisitions a couple of years ago. And most recently, we've begun to broaden our offering to include adjacent services to provide a more complete solution for customers. So looking at Ooma today, we just completed our fiscal year 2022, which ended January 31 of this year. In fiscal 2022, we generated $192 million in revenue. That represented, on a compound annual growth rate basis, 13% growth a year over the last 2 years. Within that, our business revenues grew at 26% annually and our residential revenues 3% annually. I'm pleased to report that over 90% of our revenue is high-margin recurring revenue, and we are financially strong, generating positive cash flow as we reinvest for growth. With that introduction of Ooma, I'd now like to outline our agenda for the rest of today. We'll talk about our corporate strategy and our platform and products and then review our marketing and sales. We'll highlight new growth opportunities, review our financial metrics, and then after some closing comments and a brief break, we'll come back for a Q&A session. Ooma's strategy is to provide leading communications and related services that deliver advanced features, superior ease of use and uncommon value to businesses worldwide. Breaking that down a little, our focus is communication services, but we feel we set ourselves apart in the industry by also providing related services for a more complete customer solution. Our focus is not just on advanced features but also superior ease of use and uncommon value. And we believe those 3 elements together create added differentiation for us in the marketplace. And finally, while we are largely North America-based today, we are already expanding in Europe with goals to expand worldwide as we go forward. Five strategic pillars underlie our strategy. We consider these guiding elements of our strategic direction. The first is to compete intelligently. Rather than approach the market monolithically, we identify segments and tailor our solutions to meet them. For example, our focus on the small-business segment has allowed us to differentiate versus others. Secondly, we aim to delight our customers. We focus not only on features and value, but on the entire customer journey and build into our products simplicity, ease of use and provide great support. Thirdly, we think about broad-based solutions. One of the things that sets Ooma apart is we can develop end-to-end solutions, including the hardware that goes on customers' premise. We use that capability to offer more complete solutions for customers. Fourthly, we engage flexibly. We have built an end-to-end platform over more than 15 years, which allows us to enable partners and customers in the ways they want to operate. And finally, we deliver customer value. Stemming from our earliest days serving residential customers, we needed to build a platform that was very low cost, and we feel we have a superior cost structure in the industry compared to others. Now as we pursue our strategy, we feel we are doing so from a solid foundation for growth. We are already today a leader in our target segments, serving small businesses, certain larger business segments and residential consumers. We've invested for many years in a flexible, robust end-to-end platform, and we're operating at scale, over 2.5 million users on our platform today. Since our early days, we've built strong mass marketing and online marketing capabilities and a strong direct sales capability. We are largely North America-based, but we are already expanding internationally in Europe. And we've had early success providing broader customer solutions. And finally, we are achieving our growth with a financially strong position. We also believe our strategy fits well with the trends we see in the market today. We believe the market is increasingly segmenting as customers look for the right solutions for them. Our strategy is to pick segments and focus on them and deliver the leading solutions for those customers. Traditionally, powerful features have only been available to larger-sized businesses. As they become possible for smaller-sized businesses, it's important to deliver them in combination with ease of use and in a cost-effective manner. And we believe we bring all 3 of those elements together for our small-business customers. 5G is changing how the internet is delivered. Wireless internet is opening the door for customers to reconsider how they get their phone service. We're engaged with 5G to be part of that trend. And finally, we believe plain old telephone service, POTS or copper lines, will largely be going away over the next several years. It's our strategy to identify and lead in this space with a leading solution that we'll be talking about today. Ooma is pursuing 5 strategic priorities today. The first is extending our leadership serving small businesses. As part of this, we will be launching Ooma Office Pro Plus, a higher tier of service that will extend our reach. We're also increasing our sales and marketing resources and branding. Second, we're developing new verticals and stronger channel sales. Historically, Ooma has focused on direct sales. And while we're already building our channel sales capabilities, we see great potential for further growth going forward. Thirdly, we're expanding internationally. This year, we're largely focused on Europe and serving the needs of our largest customer there. But as we develop that scale, we will expand beyond that customer as part of our continued international growth. Fourth, we are focused on capturing the POTS copper line replacement opportunity with a exciting new product solution that we'll be talking about later on today. And finally, we intend to leverage the shift to fixed wireless Internet. We're doing so already today with our partnership with T-Mobile and with our product solution, Ooma Connect. I'd now like to turn the presentation over to Dennis Peng, who will talk about our platform and products.

Thank you, Eric. Before talking about our products and services and what differentiates us, I'd like to take a minute to talk about the platform that we've built at Ooma for the last 15 years. During this time, we have developed a technology platform which serves as a foundation for all of our products and services and features an integrated architecture that allows us to share common elements and capabilities among all the different solutions that we offer in the marketplace. For example, our carrier and call routing platform is shared everywhere across all of our solutions. Our data centers, network operations and CPE devices are shared everywhere except for Talkatone. And Ooma Office and Ooma Enterprise share many common elements today, including the core calling platform. From this map, you can see that we have deployed our platform broadly around the world. Last year, we extended our reach into Europe, and we have customers today in Australia and over 20 other countries. The red dots show the location of our primary data centers, and you can see that we're in the process of rolling out as we continue to expand. What really sets our platform apart is that we've designed it in a modern way that allows us to serve the needs of a variety of customer segments from customers with standard needs to those who need white label and others for hybrid partner models. This platform affords us many advantages. First, it is very flexible, and allows us to create solutions using a multitude of building blocks. It allows us to operate at scale and reap the volume benefits of serving over 2.5 million customers. Low cost is another hallmark of the platform. Our distributed architecture and scale gives us a lower cost structure. At 70% recurring margin and ARPU in the mid-teens, it means that our total cost of service delivery, including customer support, is sub-$5 per user per month, which is extremely low for the industry. We also set ourselves apart because we design and control our platform end-to-end, which gives us unique advantages and greater control over the alternate user experience. And finally, our platform is distributed across many points of presence, which allows us to achieve lower latency, multizone redundancy and the ability to failover from anywhere to anywhere. We use our platform today primarily to serve customers in 3 main segments: residential customers, smaller-sized businesses that we call SMB, and larger-sized businesses that we call enterprise. In the residential space, the award-winning Ooma Telo is considered the #1 home phone service in the market by consumer reports. It offers an unbeatable combination of great voice quality, innovative and useful features, and an incredible value where you get free home phone service when you just pay taxes and fees. For small businesses, Ooma Office is a purpose-built solution that leverages our experience in serving the consumer market. Designed for the nontechnical business owner and/or office manager, it is simple to install, easy to use and offers a curated set of features designed to appeal to the needs of a small business, which we consider a unique segment of the marketplace. We enable our small businesses to sound like a big business at a small-business price. Ooma Office has been rated best business voice over IP service by readers of PC Magazine for the last 9 years in a row. More recently, we have branched out into serving larger-sized businesses with Ooma Enterprise. Our engagement model here is to bring extensive features in a flexible and customizable platform to a more sophisticated IT buyer or business leader so that we can craft a solution that really meets their needs. Our goal is to unlock and maximize the value that a communication platform can bring when deeply integrated and deployed into a business environment. Let's now dive deeper into the business solutions that are fueling Ooma's growth. We will start with Ooma Office. We offer 2 service tiers today called Essentials and Pro, and have a third one called Pro Plus that will be available soon. Within each service plan, we think of our features in terms of 6 key areas: productivity, mobility, collaboration, the customer engagement that we enable for our customers, administration of the solution, and value. Now let me tell you a bit more about each tier. Our entry-level tier called Essentials is perfect for retail, commercial or industrial businesses with simple needs. It includes a complete feature set, with over 30 features that allows them to project a big business presence to their callers. Popular features there include the virtual receptionist, which will automatically answer and direct calls; ring groups to make sure that an important calls don't go unanswered; SMS, so that businesses can call or text their customers; and paging and intercom for facilitating intra-office communications; and the mobile app for staying connected on the go. Essentials sell for $19.95 per user per month. Stepping up a level, Office Pro offers productivity enhancements like voice mail transcriptions, so you can easily preview voice mail messages; integrations with Google Workspace and Office 365, so you have your contacts and calendar at your fingertips; and video collaboration with Ooma Meetings so you can host video conferences and share your screen. Pro also includes the desktop application, which allows you to use your computer to make and receive calls, and you can even set it up to automatically look up information about callers so that you have their information right in front of you. These features appeal to a more sophisticated and demanding audience like professional services and knowledge workers. Pro sells for $24.95 per user per month and has been well-adopted with around 50% of new customers opting to choose for Pro. And finally, I'm excited to give you a little color on our new tier called Pro Plus that is coming soon. Pro Plus is designed to appeal to larger, more established businesses. And over time, Pro Plus will include the following features: call queuing and operator console will help businesses handle larger call volumes. Time-of-day routing will give them greater control and flexibility over how incoming calls are handled. Pro Plus will include more collaboration tools like team messaging and meeting recording. And it will also feature native integrations with Salesforce and other CRM systems for streamlining customer interactions. Pro Plus will be available for $29.95 per user per month. I'd like to now turn this presentation over to Natalia, who will show you what it's like use Ooma Office. Natalia has been with Ooma for many years and has a long career in cloud communications.

Thank you, Dennis. One of the major challenges when it comes to communication system is the fear of unknown. Businesses find it hard to adopt new technology because technology is traditionally hard. Ooma Office makes the entire customer journey a breeze. Let's see how easy it is to set up and use an Ooma Office system. The first step is to sign up for a new account. At this point, business owner is asked 3 very simple questions: select the main company number, select a service plan, Essential or Ooma Office Pro, and choose the number of users. That's it. At this point, the account has been created, and the business owner is able to start placing and receiving phone calls. The next step is account provisioning. And traditionally, this step is the hardest because the administrator has to deal with the number of options and industry jargon, but Ooma Office makes that experience easy. Ooma Office Setup Assistant takes the administrator through each step of configuring the most common features. Let's take a look. The first step is the personalized users. At this point, the administrator will assign or give names to the users, assign phone numbers and enable most important features. The next step is to decide how the main number is going to be answered. We also simplified the step. For example, if the user doesn't want to deal with the hassle of uploading a company greeting, they can simply type it, and Ooma Office will generate a greeting for them. And also, routing options are visual. So it's easy to see what happens when the caller presses a button and how this button will translate into a routing option. And finally, adding new services is easy. The administrator can add toll-free numbers, edit conference line or initiate number porting just through Setup Assistant using a step-by-step process. And should administrator want to make any further changes to the system, they can do that in the administrative portals that we call Ooma Office Manager. Here is an example of the ease at configuring users. Traditionally, there are lots of options for a user, but they're all broken down into sections such as numbers, devices, voice mails, call routing. So it's very easy to navigate. Here is another example. How to configure IP phone keys. Traditionally, it's a convoluted task -- but with Ooma Office, the administrator can see a visual layout of the phone keys and can easily assign a function to each of the phone keys. And once the system is fully configured, the administrator can look at the analytics module to see if the system is performing correctly and, if needed, make some additional adjustments. When they say Ooma Office is easy to use, the story cannot be complete without looking at user experience. And here, I would like to say that all Ooma Office devices or IP phones come fully preprovisioned, dial-tone ready, labeled and tested. So all user has to do is plug them into the network. But of course, communication goes beyond just calling. Users expect to communicate in any way that is convenient to them, such as texting, audio conferencing, video conferencing or even sending old-fashioned faxes. With Ooma Office, they can do that using any of the Ooma Office applications. For example, using user portal, which is a collection of web pages, here, we show directories page where a user has access to company directory, shared speed dial and personal directory. In order to avoid managing a personal contact, user can just link personal contacts with their Google or Microsoft contacts, and that's it. The next one is the mobile application. Here, we show call history, along with easy access to voice mails and faxes. The next one is the desktop application. Here, you can see video conferencing module that is linked with the calendar of the user. So that starting a new meeting is easy with just press of a button. And finally, our Ooma Office Chrome browser extension puts all of these options at users' fingertips whenever they're using any of the Chrome browser web pages. And here, we show how easy it is to send and receive tax messages. Many companies claim that their products are easy to use. What separates Ooma Office is that it was designed around intuitive onboarding and easy administration to create a delightful user experience. And with that, I would like to pass it over to Dennis.

Thank you, Natalia. Ooma also offers additional services to small businesses that complement our core voice offering. Our goal is to offer a complete turnkey solution for a nontechnical buyer and help them achieve desirable business outcomes and maximize the simplicity of adopting and consuming our services. For example, we found that as we were selling Ooma Office, we would run in to customers who didn't have a dedicated Internet connection at their place of business or had low-quality links like DSL or satellite internet and which would suffer from poor voice quality. So we created Ooma Connect, which delivers high-speed wireless internet connectivity, leveraging the 4.5G advanced LTE network of one of the leading national carriers. Ooma Connect doesn't rely on physical infrastructure or cabling and is easy to deploy and ideal for underserved business parks, new construction, and mobile, nomadic or pop-up locations. Ooma Connect can be the primary internet link at a business, but it can also serve as a backup to a hardwired internet service. In a backup scenario, our continuous voice technology leverages both internet links at the same time to protect call quality and insulate the customer from temporary slowdowns, glitches, or outages on their primary internet link. Connect can also switch other data traffic to route over the backup link so that mission-critical services, such as point-of-sale, scheduling and reservation systems, and other key business applications can continue to work and so that the business doesn't come to a grinding halt when the primary internet link is down. Managed WiFi is another new service that we offer. We are seeing more and more IP phone deployments move to WiFi as price points become more accessible to customers. A managed WiFi solution provides a secure and more robust and reliable network where we can prioritize WiFi phones and other important network-connected devices, like point-of-sale terminals. It is also a natural complement to our Ooma Connect product given the pervasive need and usage of WiFi. To wrap up the Ooma Office section, I'd like to play a short compilation video about Ooma Office customers talking about their experience. [Presentation]

Let's now switch gears to Ooma Enterprise, which gives our larger-sized businesses the flexibility and customized applications they need to succeed. When we think about servicing larger-sized businesses, we're not thinking about enterprise-level features, platform flexibility, focused applications and the partners for those applications, and how we enable customers to be successful. When you step up to Enterprise, you're adding full call center functionality, CRM integrations, more powerful and flexible desk phone experiences, and advanced reporting and analytics, among many other things. You'll also be able to tap into API-based integrations and highly customizable and dynamic call flows. Through our partners and deep integrations with other applications, we will also offer full contact center functionality, Microsoft Teams integrations and targeted features and automation for the hospitality industry. And one of the things that sets us apart is that we will help our customers design their network and even manage their deployment. To give you an example of what I mean by all of this, here are 4 examples of how our customers have gotten value out of their Ooma Enterprise deployments. For a quick-service restaurant, we were able to combine their customer and order history database with their IVR systems so that they can streamline ordering for their repeat customers. For a large financial services provider, we integrated our call center with their proprietary CRM system to increase agent efficiency and availability. For a medical provider, we established duplicated SMS flows within their business to improve customer service and reduce response times. And for a large multinational, we power a receptionist service that combines both onsite and remote call handling to improve service levels and to reduce cost. What we do best with Ooma Enterprise is where we can sit down with the customer and ask them, how can we best meet the needs of their business? I mentioned serving quick-service restaurants. Now I'd like to play a short video of one of our partners who is focused on helping quick-service restaurants serve their customers in a more advanced way. [Presentation]

In summing up, we believe we have brought significant differentiation with our solution versus what our competitors offer. At the small- and medium-sized business level, we focus on a curated feature set and a very holistic solution for the customer. We offer easy administration, delightful onboarding, and a very accessible and attentive customer support team. We bundle that up with tremendous value. Most of our customers are getting much more capability while spending less than what they were previously spending. At the enterprise level, our focus is on powerful call flows and crafting solutions for the needs of select customers and verticals. We will even create custom solutions for specific large customers like we have for our largest customer with over 25,000 users. We bring a customer experience where we are solving important business needs and really partnering for joint success. We seek to engage in deep conversations and to build lasting impact and value with our solutions. It is now my pleasure to introduce Chris Burgy, our VP of Corporate Development, who will present an overview of the market.

Thank you, Dennis. I'm pleased to share with you our perspective on the significant UCaaS market opportunity that exists on a global basis. If you direct your attention to the chart on the right-hand side, you'll see data that shares the total addressable market opportunity for UCaaS on a worldwide basis. By 2025, the addressable market opportunity will increase by $5 billion. One of the other interesting things that we experienced coming out of the pandemic was a realization by many customers that the tools and the legacy systems they have in place for communication are insufficient. They need better tools to allow their employees to collaborate, allow their customers to engage with them and facilitate a distributed workforce. The power of cloud-based systems really helped solve this problem. IDC conducted some analysis in September 2021. And what they discovered was that cloud-based UC platforms are the second-highest priority for future investment by IT. I'd like to share with you some information on our installed base for Ooma Business users. While the heritage of Ooma Office was focused on the micro-SMB segment, businesses less than 10 employees of size, we've continued to iterate on the capabilities of our portfolio, introducing new functionality, new tiers like Ooma Office Pro, as well as Ooma Enterprise. The net result of this is it allows us to serve organizations of larger and larger size. Almost 1/3 of our installed base represents companies that have more than 10 users with Ooma. And our largest customer is north of 25,000 users. We expect this trend to continue as we continue to iterate on the functionality of the platform and introduce new tiers like Ooma Office Pro Plus. Looking specifically at the market data around the small and medium business segment, the first thing that I'd like to point out is if you analyze the number of businesses in U.S. and Canada, what you'll discover is that approximately 7.2 million organizations exist that have less than 100 employees. This is directly in the sweet spot of what Ooma is capable of serving efficiently with our Ooma Office platform. IDC also conducted analysis in the U.S. for the small to medium business segment, looking at the demand for hosted VoIP or UCaaS solutions. And what they discovered in stratifying this between organizations, less than 100 employees and 100 to 999 employees is there's a fruitful future here for those organizations in terms of UCaaS demand. By 2025, the addressable market opportunity in the U.S. alone will increase by almost $1 billion. And then finally, I'd like to leave you with some data from our customer surveys, specifically around Ooma Office and the SMB segment. The first thing that I would like to point out is roughly 2/3 of our customers are converting from an on-premises system to a cloud-based solution like Ooma. This highlights we're still early days in the transition from the millions and millions of lines and users and devices out there that exist on-premises, providing a great opportunity for us on a worldwide basis. And this trend will occur globally, not just in the U.S. The second is I'd like to share some information on the middle chart around the competitive dynamics for Ooma. Our primary competitors are actually the legacy cable companies and the legacy carriers. And finally, customers have a multitude of options that are available to them today. The majority of our customers are looking at other cloud-based solutions and even some of the solutions offered by the legacy carriers and cable companies. Despite having an array of options, they continue to select Ooma because of our strong value proposition. And with that, I'd like to introduce you to Jim Gustke, who's going to cover marketing.

Thank you, Chris. Ooma markets to 2 business segments, small and medium-sized businesses and enterprises. The target persona for each of these businesses is very different. Looking at the SMB segment, the primary decision-maker is the owner of the business. For small businesses, their behavior and decision-making process is much more like a consumer's than an enterprise. They will typically go from awareness or consideration straight to purchase without reviewing other competitors, except for the solution that they're using today, which is typically traditional phone service or cable phone service. As a small business becomes larger, they might hire an IT consultant or bring an IT person on staff with responsibility to do internet networking, POS systems, cloud computing and cloud phone systems. As the business gets larger, this person will play an increasing role in the decision-making process. For our enterprise customers, these are professionally run organizations whose decision-making process is much more protracted, including an RFP process where they'll bring several vendors in to review their specific capabilities, which they're typically solving for complex business processes, including what might include upgrading legacy infrastructure and upgrading their call center capabilities. The decision makers here are IT professionals and all the way up to the CIO of a corporation. A key influencer here in the enterprise sales process is the agent. The agent has a long-term relationship with the customer, and they're responsible for vetting vendors like Ooma based on our specific capabilities. We market and outreach to these agents and build long-term relationships with them so that we're presented to every opportunity possible. Where some companies have a one-size-fits-all approach to marketing, we address our segments very differently. However, the common theme in our marketing is that we demonstrate to our targets that we will help businesses that look exactly like theirs. Small-business owners are incredibly busy people. They're focused on running their business, and they often settle for keeping things the way they are because they don't have time to learn new processes. Ooma works hard to build trust and confidence in our solution and let them know that we will help them build their business more efficiently, help them grow and save them money. We speak to them as if they were consumers in very simple, direct explanations. And because they are busy, we often focus on ease of use and value. We found that the best way to reach these business owners is through radio and online video display advertising as well as one-to-one marketing like direct mail and e-mail marketing. Our enterprise customers are looking for a partner to provide solutions specifically crafted for their business needs and processes. They're looking for a proof of concept that our solution is going to deliver specific business results and that Ooma will be there during and after implementation to support them. In this scenario, it's particularly beneficial to be introduced through the agents, which they already have a trusting relationship with. We use case studies and customer testimonials to convince them that we've solved problems just like theirs. And since these are IT and engineers, they depend less on advertising and more focused on the industry to get their information. So we focus on analysts, trade publications and channel events as our primary forms of marketing. The best way to get from Point A to Point B is with a road map. Ooma's marketing road map is our full funnel approach to marketing, which defines our customers' journey. Each stage of the funnel is equally important, and we use different marketing methods and content to move prospects through the funnel towards purchase. Important to note is that the funnel doesn't end with purchase. Building loyalty and advocacy to retain customers and encourage them to refer others to Ooma is also a key growth driver. To that end, we encourage our customers to participate in our advocacy programs, including Ooma Nation and Ooma Leaders, so that they can help us amplify our news through social media, maintain our high ratings and positive reviews, and of course, refer other businesses to Ooma. Now it's my pleasure to introduce Rob Ferrer, who will walk through our sales strategy.

Thanks, Jim. I'd like to talk to you about our sales activities. Let's start with our routes to market. We conduct market awareness and outreach to drive opportunities to our direct sales team. We have an inside and a field sales organization. We cultivate partner relationships to expand our Ooma sales reach through channel partners. We have over 1,000 channel partners actively selling Ooma today. We establish strategic relationships at a corporate level. We have a number of these that are growing in their contribution. Let's focus on our routes to market and the keys to success. Marketing activity drives awareness and top of the funnel for sales. Then our highly motivated, highly trained sales organization engages with our customers, identifies their business needs, and delivers our differentiated value proposition. We've created a full-featured, easy-to-use, simple-to-deploy turnkey solution that allows our customers to realize an immediate business impact. With channel sales delivering targeted solutions that meet specific business market needs, such as our vertical offerings for hospitality and insurance agents, developing a trusted relationship through our channel sales team and providing superior sales and support through tools, training and enablement. Finally, a commitment to the channel partner community so that they know that we will continue to support them and they can earn money. Strategic partners, the key is a shared opportunity to pursue in the marketplace, the ability to simply and effectively integrate and monetize our products, and again, superior sales support and training. Sales strategy is simple. Exploit our differentiated solutions in the marketplace, continue to establish our vertical leadership by adding new verticals and leveraging new partners and new integrations, repeatedly execute as a sales team, grow the channel by allowing our partners to make more money, deliver flexible solutions to their customers and trust that Ooma will deliver for them. Now I'd like to introduce Dan Pirigyi who's one of our partners. He's the managing partner of TCG, and he'd like to say a few words about us.

TCG is a technology services distributor working with over 6,000 partners, and we have 240 different carriers within our portfolio. Our agents are very excited about Ooma for a number of different reasons. The first thing is the price point is very aggressive. The second thing is they provide a professional installation for their business customers. And lastly, the service is very reliable. So when they put a customer up, they know that the experience is going to be a top-notch one, and they're not going to lose their customer. Ooma's engineering support is top-notch as well. They have experienced guys who can come in and whiteboard out what a customer needs and provide a fantastic solution that delivers exactly what that customer is looking for. That's a differentiator because a lot of companies don't offer that support. We love bringing them to the table for these reasons and many others.

Thank you, Dan. I'd now like to introduce Thad White, VP of Emerging Products, who's going to talk about some exciting growth opportunities with AirDial.

Thanks, Rob. I'm excited to talk about one of our latest offerings, Ooma AirDial. But first, some industry context. So the Plain Old Telephone Service, or POTS lines as they're known, has been declining for many years as people move to Internet-based solutions like Ooma Telo and Ooma Office. Despite this, we estimate there are 30 million remaining POTS lines in the U.S. according to the latest FCC data. And it's getting harder for those POTS line customers to stay on that older technology. Part of this is because of regulations being lifted. So for many years, the FCC has imposed price caps on POTS lines and availability requirements. But more recently, where there are viable alternatives like fiber internet and cable internet, the FCC is easing these restrictions. And as a result, the incumbent carriers, people like AT&T and Verizon, are raising prices for these POTS lines, sometimes dramatically, and they're decommissioning the POTS lines entirely in some cases. So this is forcing these holdouts to find other solutions. So who are these holdouts? Many are businesses with legacy equipment that can't connect directly to the Internet. Examples of this include elevator emergency phones, alarm panels for fire and burglar, entry phones at apartment buildings, gate phones, emergency blue light phones that you see in campuses and parks and many more examples. So we're excited to address this opportunity with AirDial. AirDial is a comprehensive POTS line replacement solution that's affordable, reliable and easy to install. Each AirDial unit can replace up to 4 POTS lines. It has its own built-in LTE internet connection. It has battery backup, and it complies with important regulations for these devices like fire alarms. We built AirDial leveraging our heritage in high-quality voice. We designed and built the hardware leveraging our supply chain that has produced millions of devices to-date. And we offer a complete cloud management solution that allows our customers and partners to monitor devices, get alerts about important events and comply with regulations. To give an example of Air Dial in action, here's a short video, featuring one of our customers, Brickpoint Properties in Massachusetts. [Presentation]

To reiterate, AirDial is a complete drop-in solution with secure remote cloud management. It's less expensive than POTS lines, and it's built on Ooma's reliable network and mature voice technology. I'd now like to introduce Ross Artale, President and COO of Spectrotel, one of our large AirDial partners, to talk about how Spectrotel is using AirDial.

Spectrotel is a next-generation aggregator of connectivity, managed services and security focusing on Enterprise customers across the country. So we really feel like there's a perfect storm for digital transformation with copper. Copper is in a bad state It's very old. It's expensive. The prices per line are wholly unreasonable. It takes days to get lines serviced and days to get services provisioned. Spectrotel is one of the largest aggregators of voice line in the United States. We have roughly 100,000 POTS lines today. We're really seeking to drive digital transformation with our customer base, and we think Ooma is the perfect partner to do that. What really sets AirDial apart is the customer portal. It gives us advanced analytics at a line level, at the quality of the signal strength, the battery life. Both of our companies are very well-aligned. Ooma brings a tremendous amount of engineering prowess and experience. They have a clear direction for the product. They've got great advanced feature sets, and we're really looking forward to this partnership.

Thank you, Ross. I'd now like to turn it over to Toby Farrand to talk about another exciting growth opportunity, international expansion.

Thank you, Thad. So I would like to talk about Ooma's international expansion. We've actually been in several countries for several years at relatively small scale. In spite of the small scale, it's given us the opportunity to learn how to bring our service into countries that are non-native English speaking, and it's allowed us to develop relationships with carriers that will allow us to have great economics going forward as we expand and continue to expand. And we've learned a lot about how to get through regulatory issues overseas. As we've developed the relationship with our large overseas partner, we have scaled up our operations so that now we're prepared to bring on tens of thousands of new users over the course of the next year or so. And beyond that, we see a path to getting to over 100 countries worldwide. Once we have that infrastructure all in place, we'll be able to make decisions on a country-by-country basis where we take our service beyond just that 1 customer and potentially to all of the potential customers that exist in those countries. Next, I want to turn it over to Jim Gustke, who will talk about our 4G/5G transition.

Thank you, Toby. Residential remains a sizable market for Ooma. According to the most recent FCC and CRTC data, there are approximately 63 million residential phone lines in the U.S. and Canada. There are many home phone users who simply prefer the convenience of a home phone and the safety of address-based 911 service, especially when there's a child or older adult in the household. When researching the home phone alternatives, Ooma clearly stands above the rest with years of being rated #1 for overall satisfaction and value as well as its numerous 4- and 5-star ratings online. You've just heard about the copper sunset causing increased pricing and neglect of the copper infrastructure. We believe that this is a key growth driver of Ooma's residential phone service as people look to alternatives of traditional phone service. Another growth driver that Ooma is currently leveraging is the rollout of 5G fixed wireless internet. Wireless companies are offering residential internet at more affordable pricing than cable or fiber companies, which will further drive the transition from traditional residential phone service to internet-based home phone service. Analyst firm IDC conservatively forecasts 5G fixed wireless internet to 10 million in 2026, while another forecast predicts even higher, up to 23 million. I'm excited to say that T-Mobile has selected Ooma to be their phone partner in the rollout of 5G fixed wire internet. Our partnership is an exciting proof point of the emerging shift to 5G for the home. T-Mobile has stated that 5G home internet is currently available to more than 30 million homes nationwide. And while we've just started the marketing to their customers, we've seen good results in attaching home phone service to their wireless internet service. We're very excited to work with T-Mobile and expand our marketing in the months to come. But let me turn it over to Hugo Saboia from T-Mobile to say a few words about our partnership.

T-Mobile decided to launch its own 5G home internet service last year to serve off one of the main pain points that customers have in these area of their current providers. So our service is very simple, just $50 a month, no contracts, no price hikes, no hiding fees, and with a very simple and fast self-installation process. It was a surprise to us when we launched home internet how many customers were coming to us and asking for a home phone service. Not just the customers, our front line as well, providing us a lot of feedback that customers would not take our home internet service because we did not have a home phone offer to the customers. So this is when we decided to have a product with Ooma. So when we decided that we would have a home phone, we start looking for a partner that we can trust and that could offer a very good service to our customers. And I think that we could find that with Ooma, not just that but also the value proposition that was very aligned with our home internet service with no hiding fees, no contracts and no hardware costs. We were very surprised about the numbers that we're getting with Ooma, not the sales number. They are increasing every month, but also the number of the activations that we have so far. They are very, very low. Our churn rate with the product is much lower than any churn rate that we have for similar products here at T-Mobile, and this is very positive.

Now I'm pleased to turn it over to Shig Hamamatsu, to review our financials.

Thanks, Jim. Hello, everyone. Thanks for joining us today. In this section, I will be discussing Ooma's key financial metrics as well as our plan to deliver shareholder value through profitable growth. First, here are the key milestones Ooma achieved in fiscal year 2022. We had a strong finish to fiscal 2022 with a quarterly total revenue run rate in excess of $50 million or $200 million on an annualized basis. That's the highest in the company's history. This achievement was accompanied by double-digit year-over-year growth in both business subscription revenue, which grew 23% in annual exit recurring revenue, which grew 10%. We continue to increase the proportion of business subscription revenue, which approached 50% in fiscal 2022 and is expected to exceed that threshold in the near future. We remained prudent in our growth plan by delivering solid profitability on a non-GAAP basis as well as a positive operating cash flow. Now let me dive into the details of revenue growth we have achieved and highlight the key metrics we believe will continue to drive future growth. Here is our total revenue over the last several years, which has almost doubled since fiscal 2017. Total revenue for each year is broken down into 2 categories: core subscription and services revenue in green and product and all other revenue in gray. Our core subscription and services revenue includes Ooma Business, which is the combined revenue of Office and Enterprise and Residential. All other revenue includes product and Talkatone. As you can see, we have delivered consistent revenue growth for the past several years through the growth of recurring subscription revenue, which accounted for 90-plus percent of total revenue in fiscal 2022 as compared to 75% in fiscal 2017. We believe we can continue to drive overall revenue growth primarily through expansion of the Ooma Business subscription revenue base, which further enhances consistency and visibility to our overall revenue growth. In terms of annualized exit recurring revenue, or AERR, we finished fiscal 2022 with $177 million, more than double fiscal 2017 with a CAGR of 16%. We did this while maintaining the net dollar retention rate in the high 90s. We believe our AERR can continue to grow annually in double digits through an increasing mix of higher ARPU business users, international expansion, focus on key business verticals for Ooma Enterprise, and partnership opportunities. Now I'd like to highlight the trends related to our business subscription revenue, which has been the main driver of Ooma's revenue growth during the past several years. In fiscal 2022, our business subscription revenue grew 23% year-over-year to $85 million and had steadily increased from $14 million in fiscal 2017. Another key trend is the proportion of business subscription revenue within our recurring revenue has reached 49% in fiscal 2022 and is expected to exceed the 50% mark in the near future. We believe we can accelerate our overall revenue growth as we strive to grow our business subscription revenue at 20% or higher on an annualized basis as it becomes the majority of our recurring revenue in the coming years. Another key metric driving our revenue growth and margin expansion is average revenue per user or ARPU. During the last several years, we have consistently increased our blended ARPU and exited fiscal 2022 with a record $13.41, comprised of a business ARPU of more than $24 and residential ARPU of more than $9. The growth in ARPU has been driven by increasing number of premium subscribers for both business and residential services who represented 56% of our core users at the end of fiscal 2022. We believe we can continue to drive ARPU growth by adding premium users as we focus on delivering new and valuable features as well as introducing new premium tiers, such as Ooma Office Pro Plus. Our core users totaled 1.1 million at the end of fiscal 2022, driven by the growth of business users with a 5-year CAGR of 29%. We believe there is ample opportunity to expand our business user base as millions of small businesses in North America have yet to convert to a cloud-based communication solution. Additionally, we believe our plan to expand internationally with our largest customer as well as the AirDial opportunity, will expand our addressable market for business users. In terms of residential user base, we're excited about the potential of our new T-Mobile partnership, which could increase the user base over time. In terms of gross margin, we have improved our non-GAAP subscription margin to 72% in fiscal 2022 as we continue to benefit from the growth in Ooma Business and overall ARPU. The green bars in this chart show our historical adjusted EBITDA. And as you can see, it has grown meaningfully accompanied by improvement in our non-GAAP subscription gross margin. We believe we can continue to improve our non-GAAP subscription gross margin over time in line with our long-term target range of 75% to 80% as we focus on key margin drivers, which are Ooma Business growth, ARPU growth and increasing operating scale and efficiencies. Now I'd like to discuss our mid- and long-term financial targets. For subscription and services gross margin, our target is to improve to the 75% to 80% range primarily through our execution of key drivers I mentioned on the previous slide, which are continued growth in Ooma business, ARPU growth and increase in scale and efficiencies. As we exited the fourth quarter of fiscal 2022, with a non-GAAP subscription and services gross margin of 73%. We believe we are on track to achieve this long-term target range. As for operating expenses as a percentage of revenue, we believe we can continue to drive operating leverage as we scale our business overall, particularly in the areas of R&D and G&A where our long-term target is low to mid-teens for R&D and mid- to high-single-digit for G&A. In terms of sales and marketing expenses, we intend to remain prudent by ensuring our investment in this area will generate acceptable returns in revenue growth and margin expansion. In terms of profitability, we are targeting adjusted EBITDA margin of mid-single-digit for the next few years as we invest in growth opportunities discussed earlier. For the long term, we believe adjusted EBITDA can scale meaningfully to over 20% due to our operating leverage. I'd like to take a moment to summarize the key drivers we believe will deliver shareholder value in the coming years. First, we believe Ooma has unique and valuable service offerings for business customers that will allow us to continue to acquire new users, expand ARPU and expand internationally. Second, we have very exciting new growth opportunities such as AirDial and our partnership with T-Mobile on Telo. We're excited about these opportunities as they are expected to have a meaningful contribution to our revenue growth and margins when they ramp without requiring much upfront investment. Finally, by executing on both business subscription revenue growth and growth through new opportunities, we believe we can achieve long-term profitable growth by expanding margins and cash flow to drive greater shareholder value. Now I'd like to turn the presentation back to Eric for closing comments.

Thank you, Shig. Ooma today has a strong vision for growth. We are investing to expand our addressable market, and we're able to enable our small-business customers with more complete solutions. We're also able to craft solutions specific to the needs of our largest customers. We are growing our channel presentation and expanding our strategic partnerships. And we're positioned well now to capitalize on the shifts to 5G Internet and the sunset of copper lines. Putting it all together, we believe Ooma's at an inflection point. We have differentiated products and services today and significant upside growth opportunities. We also have a strong management team in place and a clear path ahead. Thank you. We will now take a short break and then come back for the question-and-answer session. [Break]

Welcome back, everyone. We're about to start our question-and-answer session with Shig and myself here on video, and the rest of the management team joining us on audio. Our Director of Investor Relations, Matt Robison, will help out by reading questions that have been sent to us by text. And our operator, Sadie, will be introducing those of you in queue for audio. Before we begin, let me remind you that the safe harbor statement we showed at the start of our presentation applies to our question-and-answer discussion, which will include forward-looking statements, so we encourage you to read it along with all of our other filings. Some of you have already submitted questions or are in the dial-in queue. If you have more questions, please feel free to send them via the text box on your screen or dial in by following the instructions on your screen. If we do not get to your question during this session, we will try to reach out to you later today or tomorrow to follow up. Please keep in mind that our quiet period for our fiscal quarter begins in just a couple days. Okay, let's get started. Matt, what's our first question?

Thank you, Eric. Let's start with one of our callers. Sadie, please go through the question process and introduce our first question.

[Operator Instructions] For our first question, we have Matt Stotler from William Blair.

And thank you for all the time today. A lot of really helpful information. I guess one subject I wanted to follow up on was regarding the contact center. One thing we've seen recently, especially as you move up market is the value of bundling kind of UC and contact center for many businesses. And you have your internal call center product. You've got the partnership with UJET for the more holistic solution. We'll just get an update on how meaningful your contact center has been when it comes to adding new business, adding new customers, especially as you look up market. And then as you think kind of longer term, how much of that do you think it makes sense to own internally, again, especially as you're kind of looking to move into larger customers?

Sure, Matt. Rob, why don't you talk a little bit about our activities with UJET and how often contact center is part of our sales activities?

Sure. Happy to do so. Yes. So we're certainly excited about the partnership with UJET, and we spent the beginning part of the partnership, fine-tuning the integration. It's exciting on a couple of fronts. We have, as you mentioned, a good call center solution, and that carries us through many of the opportunities, but being able to partner with UJET and extend that into some of the more contact center-specific opportunities, it's expanded us in a couple of our key areas, and we're starting to see that momentum pick up, both from us bringing UJET into some of the opportunities that we have, and UJET bringing us as the underlying call control for some of their opportunities. So we expect we're going to continue to see more and more of those opportunities as we go forward. And then from a product perspective, one of the things that we like about our partnership is they focus on the contact center. And that fits the discrete needs of our customers and their customers. We focus on the underlying UCaaS. And that's a very powerful combination. So you take the best of breed of 2 solutions, and you deliver to a customer in a comprehensive, integrated package, and customers like that.

Thank you. Matt, our next question?

Let's take another one from the audio stream.

And for our next question, we have Matthew Harrigan from Benchmark.

If you did have breakout success with Ooma Telo or AirDial, apart from having even better sales momentum, what sort of bias would that introduce in the long-term model, or I guess, alternatively, can you talk a little bit more about the contribution of economics there? I suspect AirDial is particularly overwhelming. And then secondly, you've had very good numbers, maybe a little bit higher in the sales and marketing costs this year but really remarkable product innovation. Nonetheless, your stock price has been caught in a down draft along with a lot of other small-cap tech names. Do you have any concern that you could have to worry about take under at some point, I guess find a way timely given what's going on with Elon Musk today, although, I guess, Twitter wouldn't be a take-under. But can you talk a little bit about that? Because if you really look at some of the scenarios you laid out, using some of the statistics on your TAM and all that, it really feels like your stock could be quite undervalued from a longer-term perspective. I know it's a little long-winded, but I'm sure you got the gist of it.

No. Thank you. Shig, do you want to take the first part, and I'll...?

Sure. With respect to a question of the AirDial economics, so we have couple components. One is hardware, and also, there is the subscription -- user subscription. If you think about the box that you may have seen in our presentation earlier today, we either sell or rent the hardware at the very competitive pricing. So there's economics associated with that. And we do intend to sell those at the positive margin on hardware. And each box can support up to 4 lines, so you can think about 4 users per box. And so those, on the per-line pricing, would be very similar to -- we anticipate to the business UCaaS user pricing that we see. So ARPU of, let's say, $25 above per line type of economics. And the way we think about this is that, just as an example, if you were to sell 10,000 boxes of AirDial, just kind of give an example of economics with the 2 user average per box, we anticipate that could translate into about $6 million of annual recurring revenue in addition to the revenue associated with the box. So that's the high-level economics that we can tell you right now for the AirDial.

Thanks, Shig. As for the second part of your question, I don't quite know how to address it other than to say that I think you heard today that we have a number of areas in the company where we see significant growth opportunity, and we're very focused on realizing that opportunity with our investments and our activities. And we would agree with you that our stock has significant opportunity associated with it, and we're focused as a management team to try to drive that value. Matt, let's go to the next question.

Sure. Thanks, Matt. Sadie, another live audio, please.

Yes, sir. And for our next question, we have Josh Nichols from B. Riley.

Thanks for providing such a detailed update about the company. Not often we get to see some of the back end and future sets like that. I guess I wanted to touch on a couple things. You were talking about the key go drivers for this year. I guess what could you tell us about what you're seeing in these early stages of the T-Mobile rollout. It's clearly front and center on the company's 5G home wireless fixed internet page for $10 a month. There's no hardware if you sign up for 18 months, and they've talked pretty openly about having some pretty ambitious discussions for how many customers they could grow that 5G fixed wireless business to over coming years?

Josh, let's let Chris start with that question, and then I'll let him pass it to Jim to talk about our more current activities for marketing.

Absolutely. Thanks, Josh, for the questions. We're very excited about the relationship with T-Mobile. They equally share that excitement with us. We've been pleased with the results thus far. As you can imagine, this is a staged rollout in terms of the various campaigns that they've used to highlight that. So as they've rolled out additional campaigns, we've seen an increase in the uptake or the take rate. They obviously have very aggressive growth plans, I'm sure as you're aware, for fixed wireless. So we think that bodes well for us in the future. And we're continuing to work with them on various ways to expand the reach of Ooma Telo with their end customer base. Jim, anything you'd like to add?

Yes, sure. So we meet with them on a regular basis to discuss marketing efforts and initiatives. We advise them, and we facilitate marketing programs with them. But it's important to note that T-Mobile is in control of the marketing. After all, it's their customer. But so far, we've been optimizing our presentation online with very good outcomes and steadily building our user acquisition week-over-week. There are a number of plans in place waiting for implementation. And I'm very optimistic that our momentum will build over time and very excited for the future.

Great. Matt, next question.

Okay. This one comes from the web. What are the primary industry alternatives to AirDial, indirect competitors and deployment alternatives? Also, will there be a saturation point at which all the old POTS lines have been converted such that it will create a near-term bump in revenue for Ooma but not sustained growth?

Thad, we'll let you tackle this one.

Yes, sure. Thanks for the question. So the market out there right now -- the competitors and competitive space is not very mature. So there's some smaller vendors who piece together solutions. But we believe we're the only end-to-end solution that provides combination of hardware, telephony platform, data service with our LTE partner and remote monitoring and management. So competitively, we feel really good. In terms of alternative solutions for these customers, many of them have old legacy equipment that would be very expensive to upgrade. And so we're hearing from customers that AirDial is a very economical solution for them so getting really positive feedback on that. In terms of the question about saturation, we -- any -- let me just share a stat that I didn't share in the video. So AT&T announced recently that they'll be reducing their copper footprint by 50% over the next 3 years. So this kind of transition away from copper will be happening over several years. The revenue we get from AirDial will be recurring. And so we don't see any saturation anytime soon. The other opportunity we have is after let's say that the U.S. did become saturated at some point. There's international expansion that would be close behind. So yes, so I hope that answers the question about saturation and competition.

Thanks, Thad. Thank you, Matt.

Okay. Another one from the web. What is the time frame for getting to approximately 100 countries and potential for hundreds of thousands of overseas users mentioned in the international slide?

So I'll take that to begin with and then perhaps pass to Dennis or Toby. Our largest customer is in 100 countries and would like to see us serve their needs worldwide. Today, we're focused on Europe, and we have about 25-or-so countries where we have enabled the capabilities for growth already. But we expect over the next years, we will continue to roll out steadily. And how far we'll get, how fast is I think something we'll have to work out over time, but we're very excited because the work to enable rollout is largely behind us now. Dennis, would you like to comment anything more about on our rollout activities or outlook?

I'd be happy to. As Eric mentioned, we have been working with our largest customer over the last 12 months to plan and prepare for our expansion. Our current focus is on converting locations in North America to Ooma, which will keep us busy through most of the summer. Once North America is finished, we will -- we expect to turn our attention to Europe in the second half of this year and expand the program to over 20 countries there. Overall, we should be greatly expanding our user base with this customer this year and expect to double our user base with them to 50,000 users. Beyond that, as Eric mentioned, we will be expanding to more regions after Europe, including Asia and Latin America.

Thank you, Matt. Next question.

One more from the web. What is the UCaaS penetration of the 7.2 million SMB market segment you described as a sweet spot for Ooma Office?

Chris, I think that was in your section.

Absolutely, happy to cover that. So there -- based on the data that we have from our own customer surveys and kind of looking on a worldwide basis, we estimate that roughly 30% of customers have converted to cloud in the SMB segment. So we're still early days in that transition over to cloud-based solutions.

Matt?

Okay. That looks like all our questions now. Eric and Shig, go ahead with some closing remarks.

Sure. If anyone would still like to ask a question, please feel free to do so. But otherwise, it's been a pleasure to talk with you about Ooma's situation today. We have an exciting year ahead of us, as I think you heard. And many of the things we talked about today as we grow our company and execute, we see upside potential, which we're excited to update you on and talk more about as we go forward. Shig, any closing comments on your side?

No. Thank you for participating today. And we're looking forward to catching up with you when we report the Q1 results towards the end of May.

It looks like we do have one more question from Josh Nichols, Operator?

Yes, Josh Nichols from B. Riley.

Sorry, I mean, you opened the door to the opportunities.

Of course. Go ahead, Josh.

One final question. I'm pretty excited about -- we've got like a few paths to growth here, most of which are -- some which are pretty new and exciting. Good to see the press release recently about AirDial. It seems like the traction there is good despite being early stage. But I know I just want to ask, how's the company been managing the supply chain? Have you been able to be -- to get these products into inventory? And what's the ability look like for Ooma to kind of meet demand with some of the hardware constraints right now?

Yes. It's a challenging time on the supply front. I'm going to let Toby talk a little bit more in a moment about that. But I will say that with our primary business activities, we have an existing supply chain, and that's well in hand. And we are building supply chain for AirDial. We've included a certain amount of AirDial in our guidance this year, and we see much more demand than we have provided in our outlook so far and that our ability to realize that, that demand and opportunity will depend on our supply situation. Toby, would you like to comment anything more specifically on supply?

Sure. So thanks for the question, Josh. The -- we anticipated about 2 years ago that we're going to need to make some shifts in our supply chain and reduce our dependence on China. Efforts is well underway, and we've started production in Vietnam to complement the production that we have in China, and that's helped to give us some alternatives. We also have the unique advantage of designing our own customer premises equipment. So we've taken advantage of that, first of all, to create Air Dial and then anticipating and seeing some of the supply chain issues we have with some of the components there. We've actually have redesigned AirDial or constantly designing AirDial and qualifying second sources, which takes a fair bit of effort that we'd rather not have to do. But in this environment, that's what you have to do. And fortunately, we have the capability to do it. So we are fighting the supply chain battle pretty continuously, but we have the tools we need in order to, I think, win that battle.

Okay, everyone, well thank you very much for joining us. We really appreciate it, and we look for the next time we can talk with you. Thank you.