Data Storage Q2 2024 Earnings Call Transcript

Quartr
Provided by Quartr
August 14, 2024

There are 6 speakers on the call.

Operator

Greetings and welcome to the Data Storage Corporation 2024 Fiscal Second Quarter Business Update Conference Call. At this time, all participants are in a listen only mode. A question and answer session will follow the formal presentation. It is now my pleasure to introduce your host, Alexandria Schulte of Investor Relations. Thank you.

Operator

You may begin.

Speaker 1

Thank you. Good morning, everyone, and welcome to Data Storage Corporation's 2024 Second Quarter Business Update Conference Call. On the call with us this morning are Chuck Paluso, Chairman and Chief Executive Officer and Chris Panagiotakos, Chief Financial Officer. The company issued a press release this morning containing its 2024 Second Quarter Financial Results, which is also posted on the company's website. If you have any questions after the call or would like any additional information about the company, please contact Crescendo Communications at 212-671-1020.

Speaker 1

Before we begin, I'd like to remind listeners that this conference call contains forward looking statements within the meaning of the Private Securities Reform Act of 1995, as amended, that are intended to be covered by the Safe Harbor created thereby. Forward looking statements are subject to risks and uncertainties that could cause actual results, performance or achievements to differ materially from any future results, performance or achievements expressed or implied by such forward looking statements. Statements preceded by, followed by or that otherwise include the words believes, expects, anticipates, intends, projects, estimates, plans and similar expressions where future or conditional verbs such as will, should, would, may and could are generally forward looking in nature and not historical facts, although not all forward looking statements include the foregoing. Although the company believes that the expectations reflected in such forward looking statements are reasonable, it can provide no assurance that such expectations will prove to have been correct. Important factors that could cause actual results to differ materially from the company's expectations include, but are not limited to, the company's ability to benefit from the IBM Cloud migration underway, the company's ability to position itself for future profitability and the company's ability to maintain its non debt listing.

Speaker 1

These risks should not be construed as exhaustive and should be read together with the other cautionary statements included in the company's quarterly report on Form 10 Q for the quarter ended June 30, 2024, annual reports on Form 10 ks and current reports on Form 8 ks filed with the Securities and Exchange Commission. Any forward looking statements speak only as of the date to which it was initially made. Except as required by law, the company assumes no obligation to update or revise any forward looking statement whether as a result of new information, future events, changed circumstances or otherwise. I'd now like to turn the call over to Chuck Coluso. Please go ahead, Chuck.

Speaker 2

Thanks, Ali, and good morning, everyone. During the quarter, we made important advancements and we believe will accelerate our growth and increase our penetration within the market. Before I touch on those achievements, I'd like to note that we generated $4,900,000 in revenue for the Q2 of 2024. While this represents a decline from our previous year's Q2, it's important to note that the reduction is attributable to large one time equipment sales recorded during the Q2 of 2023. As I have previously discussed in our conference calls, our strategic focus is on recurring revenue contracts.

Speaker 2

The client equipment purchase cycle typically runs in a 3 to 5 year cycle. Once we sell equipment each year, typically we provide software renewal licenses and hardware support. This continues until the client refreshes their equipment and then the cycle continues. I am pleased to report that our gross profit margin increased to 49% during the Q2 of 2024, up from 43.7% in the same period last year. This improvement highlights the effectiveness and scalability of our business model.

Speaker 2

It also reflects the successful integration of our operations. The increased margin is a testament to our disciplined execution and strategic efforts to optimize profitability by building a more sustainable revenue base. In fact, we achieved $13,100,000 in revenue and profitability for the 1st 6 months of 2024. To effectively advance our growth initiatives, we have recently relocated our new headquarters in Melville, New York. This move has expanded our square footage by nearly 40%, while maintaining a minimal impact on expenses.

Speaker 2

We are strategically utilizing this increased space to accommodate the expanding technical, sales and marketing teams, positioning us to capitalize on the significant opportunities within the market. And as a result of our strategic consolidation of Flagship and Cloud First, we are witnessing an increase in upselling opportunities. Validating this are multiple expanded contracts we announced during the quarter. First, we entered into an expanded contract with a prominent provider of end to end business processes. Initially engaged for infrastructure solutions, we are now through the 6 figure contract delivering managed encrypted backup and recovery services.

Speaker 2

This expansion underscores our capabilities to meet the evolving needs of our customers and exceed their expectations. More recently, we expanded services as one of the nation's largest suppliers of promotional products, securing a new 7 figure agreement highlighting our continued success. In 2023, we were selected to implement a comprehensive disaster recovery solution for this client, ensuring rapid recovery and enhanced security within a cloud based environment. This solution included optimization of their network for high speed, secure switching during disasters or interruptions. Following the successful implementation, the client selected us to migrate their critical private cloud infrastructure solution.

Speaker 2

Both of these contracts came through Cloud First Division. In fact, Cloud First achieved $4,600,000 in revenue for the Q2 and was profitable on a standalone basis. To support the traction and growth of Cloud First, we recently expanded to the United Kingdom with the opening of our London office. We will also be deploying our unique infrastructure platform in 2 U. K.

Speaker 2

Data centers, increasing our addressable market. We estimate that the U. K. Marketplace consists of over 50,000 companies that conduct business between the USA and the U. K.

Speaker 2

With over 1,600,000 Americans working in the U. K. This strategic move represents a significant milestone in our plan to serve our global clientele and strengthen Cloud First presence in key international marketplaces. Our first step several years ago outside the United States was establishing a footprint in Canada. CloudFirst has 2 power platforms in Canada.

Speaker 2

In the UK and Canada are the largest trading partners between those two countries. We consider the addressable markets of the USA, UK and Canada to be a significant opportunity. Our cloud infrastructure offerings of cloud hosting, disaster recovery and cybersecurity solutions will establish data storage we believe as one of the few single source multi country providers. We are witnessing an increased demand for our solutions. And as a result, we deployed assets to the 7th data center in Chicago.

Speaker 2

Chicago was strategically selected as it allows us to capitalize on the growing demand within the region as well as diversify our geographic footprint within the United States. Demonstrating this growing demand and evidence that the IBM Power Service migration is underway is the continued increase in visitors to our cloud first website, which is over 45,000 in the 1st 6 months of 2024. Furthermore, we are expanding our technical and business development teams to provide the support required for our anticipated client growth, while maintaining an excellent client renewal rate. We are also continuing to support our nurture list, which contains over 1,000 organizations interested in potential implementation of our services. And we intend to take advantage of these avenues to secure new contracts and increase our footprint within the United States.

Speaker 2

We are currently serving over 480 companies and are committed to expanding this impressive client base. Data center firms that specialize in window based infrastructure platforms rely on our expertise in the IBM platform. Collaborating with these infrastructure firms presents an opportunity to broaden our distribution channels, leverage our talented workforce and optimize our deployed assets. Overall, we are executing on a strategic growth plan, which has resulted in expanded contracts, international expansion and increased recognition within the industry. We also intend to explore acquisitions that would further our growth while complementing and improving our established operations.

Speaker 2

Moreover, we believe we have positioned ourselves to success and growth given our reliable solutions, exceptional service and now international footprint. In addition, we are leveraging the various upselling opportunities as a result of the consolidation of subsidiaries. These strategic initiatives set the stage for long term profitability. At the same time, we have carefully managed expenses and have preserved a strong balance sheet with approximately $12,000,000 in cash and marketable securities and no long term debt at the end of the quarter, which provides us the flexibility to deploy capital efficiently and effectively to support our long term growth and drive value to our shareholders. With that, I'd like to turn the call over to Chris Panagiotakos, our CFO to discuss our financials.

Speaker 2

Please go ahead, Chris.

Speaker 3

Thank you, Chuck. Good morning, everyone. Total revenue for the 3 months ended June 30, 2024 was $4,900,000 a decrease of approximately $1,000,000 or 17% compared to $5,900,000 for the 3 months ended June 30, 2023. The decrease is primarily attributed to a lower one time equipment and software sales during the current period and a decrease in managed services, partially offset by increases in all other revenue sources. Total revenue for the 6 months ended June 30, 2024 was $13,100,000 an increase of approximately362 $1,000 or 3 percent compared to $12,800,000 for the 6 months ended June 30, 2023.

Speaker 3

The increase is primarily attributed to the increase of 29% in infrastructure and disaster recovery cloud services, offset partially by a decrease in one time equipment sales and managed services during the current period. Cost of sales for the 3 months ended June 30, 2024 was $2,500,000 a decrease of approximately $823,000 or 25 percent compared to $3,300,000 for the 3 months ended June 30, 2023. The decrease of 25% was mostly related to a decrease in equipment related costs. Cost of sales for the 6 months ended June 30, 2024 was $7,800,000 a decrease of approximately $344,000 or 4% compared to $8,100,000 for the 6 months ended June 30, 2023. The decrease of 4% was mostly related to a decrease in one time equipment sales.

Speaker 3

Selling, general and administrative expenses for the 3 months ended June 30, 2024 were $2,800,000 an increase of approximately $325,000 or 13% as compared to $2,500,000 for the 3 months ended June 30, 2023. Selling, general and administrative expenses for the 6 months ended June 30, 2024 were $5,500,000 an increase of approximately $947,000 or 21% as compared to $4,600,000 for the 6 months ended June 30, 2023. The increases were primarily due to an increase in advertising expense, professional fees associated with our international expansion efforts, salaries, stock based compensation and travel. Adjusted EBITDA for the 3 months ended June 30, 2024 was $164,000 compared to adjusted EBITDA of $350,000 for the same period last year. Adjusted EBITDA for the 6 months ended June 30, 2024 was 837 $1,000 compared to an adjusted EBITDA of $865,000 for the same period last year.

Speaker 3

Net loss attributable to common shareholders for the 3 months ended June 30, 2024 was $244,000 compared to net income of $226,000 for the 3 months ended June 30, 2023. Net income attributable to common shareholders for the 6 months ended June 30, 2024 was $113,000 compared to $277,000 for the 6 months ended June 30, 2023. We ended the quarter with cash and marketable securities of approximately $12,000,000 at June 30, 2024 compared to $12,700,000 at December 31, 2023. Thank you. I will now turn the call back to Chuck.

Speaker 2

Thanks, Chris. Let's open up the call for some questions. Operator?

Operator

Thank you. And our first question comes from the line of Adam Waldo with Zillow Partners. Please proceed with your question.

Speaker 4

Yes. Good. Thanks, Chuck. I hope you can hear me okay.

Speaker 2

Hi, Adam.

Speaker 4

So I want to start with sort of where we expect the quarter to year in terms of our annual recurring revenue and how that compares with the Q1.

Speaker 2

Adam, you're breaking up a little bit. Can you repeat that? Yes. Is this better? Let's see.

Speaker 2

Say something to me. Sing a song, Adam.

Speaker 4

No. Is this better?

Speaker 2

It's a little better, yes.

Speaker 4

Okay. I apologize for that. I hope you can hear me now. I apologize.

Speaker 2

Yes, it's better. It's a little better.

Speaker 4

Good, great. Sorry, Chuck. Good day, Chuck and Chris. Apologies for the technical difficulty. I want to see if we could start with the annual recurring revenue at which the company exited 2nd quarter relative to Q1.

Speaker 4

And with the investments that you've made in the cost neutral headquarters expansion in Melville, the New London office and the Chicago data center, what's a reasonable range of sort of breakeven quarter revenue that you need to achieve to support growth investments?

Speaker 2

Okay. Just want to make sure I'm clear because it did break up a little bit. On the recurring revenue, you were asking about that and the expansion side?

Speaker 4

Sorry about that. I'm really trying to get the investments you made in growing the business on the infrastructure side, Chuck. What is a reasonable range of sort of quarterly breakeven revenue that would need to be generated to support those infrastructure adds?

Speaker 2

For the recurring revenue we have on a basically on a monthly basis when we look at Cloud First. Are we speaking about just Cloud First? We're talking about overall the consolidation with the data storage corporation?

Speaker 4

No, the entire company, right, the whole company.

Speaker 2

The entire organization. Just to highlight that, it's somewhat still slightly dependent on equipment sales, which we typically have, but it becomes lumpy as we spoke about before because of the cycling of refreshing of the equipment. So that we do have some dependency on the equipment sales, less and less as time goes on and we do have the ability to cut back on various marketing expenses. But what ends up happening, just to give an example, of our customer base, just 28 customers have increased their services with us since January. So it's not necessarily all new ads on stuff.

Speaker 2

And so you have renewed contracts, you have clients adding to it. So as was an example that I read earlier, you have the customer that was on one service and then added a significant amount on another. So you're not sure when exactly that's going to be coming on, but we're very, very close I would say to a breakeven on just on the recurring basis. What ends up happening though, this lumpiness continues because if you have subscription agreement that's, let's say, on a 36 month contract, even though our average is 30 months across the board, a straight average, you'll end up getting software renewal and hardware maintenance contracts like we have that happens in the Q1 and you have that lumpiness that continues. So if you were to smooth everything out, I would say that the company really even with these efforts are breakeven on basis.

Speaker 2

I don't know, Chris, if you agree with that. So I think this breakeven when you start taking our, what we would consider annual recurring revenue with software renewal hardware maintenance with the subscription revenue both in the disaster recovery, cloud infrastructure and cybersecurity. So that profitability really kicks in high when you have an equipment sale, even though the margins are not great, they're 20%, 25% margins versus 52% margins on subscription. So I think we're really there with it. I will say though, and I think you get to know me a little bit more and more as we talk Adam is that I'm kind of never happy.

Speaker 2

The thing is that I wouldn't mind losing I wouldn't mind decreasing our EBITDA to greater revenue growth on the subscription side. And that's why we're looking at and expanding and going into London into primarily into the U. K. Because we believe between the U. K, Canada and the U.

Speaker 2

S, only the very big guys are there, like an IBM, for example. So you're not going to work maybe 1 of 3, and we want to be able to leverage that. And that will take some money. We have already we have 2 people identified that are working with us already on a consulting basis out of the U. K.

Speaker 2

That's costing some money, but we're still okay on the EBITDA side for Cloud First. And we're going to be hopefully bringing them on full time with us. So we're signing NDAs with companies and that will mean if they're going to sign up with us as distributors or end user clients, it will cost some money. Our depreciation will increase that overall expense because of the equipment being deployed there, which we expect that to happen in the 4th quarter and services going live in January. So yes, I would like to see that revenue growth much higher without putting equipment sales on the side and let it hit the EBITDA a little bit to sacrifice that short term.

Speaker 2

So if that answers your question, I'm not sure.

Speaker 4

No, that's really helpful context and insight into your thinking, Chuck. I wonder if we can then sort of switch gears a little bit, obviously, into the new business pipeline and backlog. Obviously, you all have seen terrific progress over the last 5 or 6 quarters in inbound inquiries through the revamped websites. And I think it's been a little bit slower in terms of translating RFPs than you've hoped, but you've still seen some pretty good traction there. So can you give us some metrics in terms of how that surge in inquiries has been translating into request for proposal and then where your backlog sits here at the end of the second quarter?

Speaker 2

Okay. I can do that. Chris, you check me out any point that I'm kind of off a little bit. So I'll give you some numbers on this. We believe that our remaining contract value, okay, the remaining contract value as of June 30, I believe is around 31.5 $1,000,000 And with our renewal rate, it continues to grow because the number of clients that have renewed since January is 82 and of the 400 and plus 420 companies we serve.

Speaker 2

So using that $31,000,000 to $32,000,000 that kind of continues as you continue to grow. Also we've added 6 new partners since January. And so that's pretty good. Now we do have around 100 channel partners. I don't know, I'm going to call 16 active.

Speaker 2

It's the old eighty-twenty theory. In this case, 15%, 15%, 85%. And then when we talk about sales funnel, it's the sales funnel is around $15,000,000 in contracts total contract value. So between the sales funnel that we have, the renewal rate, when you take the remaining contract value, we're very stable. We just need to get we're on a quest right now, how Schwartz is talking to recruiters.

Speaker 2

We believe some of the acquisitions that were done in our space, usually the companies that acquire these companies, usually people leave. We think there's a great opportunity to hire some very good sales talent. And so we'll be expanding the sales team in the United States. So we're moving ahead with that and also trying to expand our channel partner management. But the migration has taken place.

Speaker 2

I mean, frankly, I just stated the cloud first website, but on all of our websites, we've had over 100,000 visitors since January. So the migration is underway. IBM has made a statement. I was in Milan at the IBM conference, user called Common and they estimated that 10% of the IBM systems are going to migrate to the cloud each year. Now our estimation on that is around $90,000,000 per year is up for grabs.

Speaker 2

That's on a global basis. But it's fairly significant when you start taking it apart and say, what's in the United States? What will IBM? Because if you only buy you don't get fired if you buy IBM. I don't know if that's true anymore.

Speaker 2

Migrating existing systems to our platform, which is a major hurdle and we do an excellent job with that. I'm going to say, I think we're one of the best. We have good competitors on that and I don't think IBM is one of them. So I think we're positioned well with a great sales funnel, good remaining contract value, the number of customers that have renewed already. So it's pretty stable on it.

Speaker 2

But we do need to add salespeople and we're on a search for that right now. I believe we'll be engaging a recruiter and going after some of these companies that have been acquired by 2 other firms. Okay. Last one if

Speaker 4

you oh, sorry, go ahead.

Speaker 2

I apologize. No, no, go on. Go

Speaker 4

on. Last question, if you'll permit me. So in terms of the dollar value of your backlog that's awaiting implementation or processing implementation, how did we exit the June quarter? And just remind us how that compared with where we were when we exited the MARS work?

Speaker 2

You're asking about the work in process today? I actually, Adam, I don't believe I have that number.

Speaker 5

I don't believe I have do you know that, Chris? No. I have.

Speaker 2

Adam, I can get that number for you. Usually, we always have that number. Let's follow-up on the WIP because we always have that. I'm not sure why it's not on my sheet here. But just give me a second.

Speaker 2

I want to see if I don't know the answer to that, Adam. I apologize. I will usually know that number. I will get that to you.

Speaker 4

No worries. We'll follow-up. Thank you very much.

Speaker 2

Thank you, Adam. Thank you for the questions.

Operator

Thank you. Our next question comes from the line of Ellen Litvak with Forest Capital. Please proceed with your question.

Speaker 5

Good morning and thank you for taking my question. Can you provide an update on the status of the UK expansion and share any additional details?

Speaker 2

Sure. Heading there with our CTO, Chuck Pulillo and the House of the President of Cloud First on the 9th September, we're visiting data centers. We're moving aggressively. The person that we have identified essentially to be the President of that company. We do have the company established as a branch office.

Speaker 2

We do have an office established there as well and we'll be going around visiting the data centers. We have potential of a couple of clients already. We have some distributors lined up and some of them are fairly large and we're negotiating those distributor agreements today. Some of them are smaller that we do have distributor agreement already with. And we expect to deploy the equipment in the Q4 and going live, as I mentioned earlier, beginning of January to be able to take advantage of a fairly large account, I believe, in out of Europe.

Speaker 2

And we're following all the guidelines on the data privacy and everything that means. And we're moving quickly on it. We're working with the institutes to be able to get to a higher level of networking. But I think there's we believe there's a significant opportunity between having this I'll use the term triad between Canada, the U. K.

Speaker 2

And the United States. There are very few companies that have this and companies want to be able to deal with 1 support ticket system to be able to go to one place. It also allows us to probably reduce our expenses on a 20 fourseven operations as well because of the time frames and time differences. So we're excited about it.

Speaker 1

That's great to hear.

Speaker 5

Thank you. My other question is, how are you planning on growing the distribution network from channel to direct

Speaker 2

sales? What happens is on direct sales, and I've been in the game for a while, I've managed the sales force for over 110 people and all, and it was very, very different not too many years ago. Today, what happens is if you have a very experienced sales rep, all the companies have channel partner or agent agreements. So as soon as you get someone that's really excellent, they become a 10.99 agent, they form their own business and they're off and going. So on the direct sales force, it's very difficult.

Speaker 2

Some people don't want to start their own businesses as we know. And so in this case, we believe with the recruiter we have identified that how Schwartz has identified, we will be going after some of these, we would say high level experienced folks in the services that we sell. We also have moved into IT automation. So with the IT Automation, we're also trying to hire in that area because our existing client base is looking for that. And so we've been doing that, we've been proposing that already, but we're trying to build the sales force in 2 areas, cloud hosting and disaster recovery that know our platforms, IBM and all they've been selling it.

Speaker 2

That's one target for the recruiter and the other is on IT automation. On the channel partners, if you think about this a little bit, these are companies that have essentially sold the equipment to the end user and they are the trusted advisor. And we are going after them. We continue to go after them. A lot of them are small companies.

Speaker 2

They might have 50 customers and as that customer is ready to recycle, as we mentioned, 3 to 5 years potentially, They come to us, we give a proposal and say, you know what, you're making one time every 5 years on this, you can create an annuity for yourself with our renewal rate of over 90% and have this going on for 15, 20 years until technology changes. And so we try to work with that channel partner on it. But other areas are on the Oracle systems, Oracle partners with Oracle also use the IBM platform as well. So we continue to expand on that and have our marketing programs try to reach out to them. We try to reach out by both SEO organic advertising.

Speaker 2

So it's not an easy process. If we have 100 channel partners today with 15, 16 active, I'm not excited about that. But we are now aggressively, I'll use that term, going after increase both our direct sales force, which we have a great sales force today, but we need more. We have a good group and at the same time increase our channel partners. These folks that are not only IT companies, but they're also agents of several companies, but they need the IT power infrastructure, which is something that a lot of them are missing from their portfolio, referring to the folks that move from direct sales to 10.99.

Speaker 2

So we're also going after that group,

Speaker 3

If that helps.

Speaker 1

Yes. Thank you. That is

Speaker 5

very helpful. I'll hop back over the queue. Thanks.

Speaker 2

Thank you. Thanks for the questions, Adam.

Operator

Thank you. And there are no further questions at this time. I would like to turn the floor back to management for closing remarks.

Speaker 2

Hi. Well, thank you for your questions. We have developed a robust business strategy and we are confident that we will drive our growth, ensure sustained and increased profitability over the long term and deliver maximum value to our shareholders. We're optimistic about our potential in our initiatives and we're looking forward to realizing the full benefits over time. We are committed to keeping our shareholders informed with meaningful updates And I'd like to thank everyone who joined our call today.

Speaker 2

Thank you. Have a great day.

Operator

Thank you. This does conclude today's teleconference. We thank you for your participation. You may disconnect your lines at this time.

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