ROC 2026年第2四半期決算説明会：売上高は前四半期比でほぼ倍増、粗利益率は90%に到達

主要な要点

• 2026年第2四半期の売上高は前年同期比2%増の510万ドルとなり、政府の契約活動の改善に支えられて前四半期比でほぼ倍増しました。
• 既存の政府契約を大幅に拡大するオプションが行使されたことで、R&D受託売上高は41%増の300万ドルに増加しました。
• 売上総利益は460万ドルに増加し、売上総利益率は高粗利益率の売上構成や売上原価の低下により、80%から90%へ拡大しました。
• 前年度の大型導入が完了したことを受け、ROC Watchからの売上高が87%減少したため、製品売上高は26%減の210万ドルとなりました。
• ROC SDKの売上高は84%増の約160万ドルとなりました。ROC ABISは723%増の約20万ドル、ROC Enrollは125%増の約10万ドルとなり、ROC Evidenceは初の商用売上高を計上しました。
• ROCは80万ドルの純損失（1株当たり0.04ドル）を計上しました。当四半期末時点の現金同等物は1,190万ドル、運転資本は1,480万ドルで、有利子負債なしで終了しました。

主要財務データ

事業および業績の動向

当四半期の成長の主因は政府予算による事業でした。経営陣によると、2025年後半から2026年初頭の減速傾向を経て、契約活動は完全には正常化していないものの、正常な状態に向けて回復しつつあるとのことです。またROCは、顧客との対話、見積依頼、提案募集（ソリシテーション）の増加も報告しました。

開示された製品別売上高では引き続きROC SDKが最大で、約160万ドルを計上しました。ROC ABISの成長は複数の新規顧客での導入を反映したものであり、ROC Enrollは南アフリカにおけるMTNの身元登録・認証運用の拡大による恩恵を受けました。

ROC Evidenceは、社内計画を前倒しして初の商用売上高を計上しました。ROCは、デジタルフォレンジックの専門知識と政府関係に強みを持つ戦略的パートナーであるZTCの買収を予定しており、製品機能の拡張を図る見込みです。経営陣は2026年第3四半期末までに買収を完了させる予定です。

ROC Watchは、特定のミッション向け政府大規模導入が完了したため、前年同期比で厳しい比較に直面しました。経営陣は前年同期を売上高の一時的な急増と表現し、今後の導入時期は政府の評価、予算割り当て、契約執行に依存すると述べました。

同社はまた、米国国立標準技術研究所（NIST）のベンチマーク結果を強調し、評価対象となった潜在指紋検索速度で最速を記録したほか、難度の高い複数の指紋画像カテゴリでトップクラスの認証精度を達成したと述べました。経営陣は、第三者機関による性能実証が政府の調達決定を後押しし得ると説明しています。

経営陣による見通し（ガイダンス）

ROCは公式な財務見通し（ガイダンス）を提示しませんでした。経営陣は、政府機関が9月30日までに2026年度予算を執行すべく動いているため、2026年後半について楽観的な見方を示しました。一部の発注はインテグレーターを経由し、第4四半期にテクノロジープロバイダーへ届く可能性があります。

同社は、Vision AIポートフォリオ全体でより大規模かつ長期的なプログラムの獲得を目指しています。経営陣は足がかりとなる「橋頭堡」案件の獲得を年間数百万ドル規模の複数年契約と定義し、こうした顧客の確立が2026年の主要な目標であると述べました。

経営陣は、第2四半期の売上総利益率90%を四半期の巡航速度（ランレート）として扱うべきではないと警告しました。粗利益率は、ソフトウェアライセンス、サービス、ハードウェア、およびR&D受託売上の構成比によって変動します。

リスクと注視事項

• 政府からの受注や導入スケジュールは予測が困難であり、四半期ごとの売上変動を引き起こします。
• 政府の調達活動は改善したものの、経営陣によれば完全な正常化には至っていません。
• 製品売上高は、マイルストーンのタイミングや、ROC Watchのような特定プロジェクト向け大規模導入による前年同期の反動減の影響を受けやすい状態が続いています。
• 人員、エンジニアリング、製品開発、インフラへの投資により営業費用が増加し、当四半期の純損失要因となりました。
• パイロットプログラムからより大規模な継続的契約への移行には時間がかかる場合があります。経営陣は、ROC ABISの導入には約12〜18ヶ月のペースが妥当であることに同意しつつ、いくつかの案件がすでに進行中であると言及しました。
• 売上総利益率は、契約および製品の構成比に応じて大幅に変動する可能性があります。

アナリスト質疑応答の主なポイント

経営陣によると、連邦政府機関は9月30日までに2026年度の残予算を執行するべく動いているとのことです。下期の活動が強まる可能性がある一方、契約締結には時間がかかる可能性があり、一部の資金は第4四半期にインテグレーターを経由してROCへ届く可能性があります。

ROC ABISについて、経営陣は初期の2件の導入実績がより大規模な連邦政府案件を目指す上での実績となるものの、目標とする橋頭堡案件の獲得にはまだ至っていないと述べました。ROCは年間数百万ドル規模の複数年契約を目指しています。

ROC Watchについて、経営陣は売上高の減少を、異例な大規模導入のあった2025年第2四半期後のタイミングの問題と説明しました。同社はパイロット運用や見積提出、その他の機会を引き続き追及していますが、正式な売上見通しは示していません。

流動性について、経営陣は人員やハードウェアインフラに対する初期投資計画の大部分はすでに完了していると述べました。1,190万ドルの現金、1,480万ドルの運転資本を持ち無有利子負債であることから、同社は流動性の状況に懸念はないとしています。

決算説明会トランスクリプト全文

決算説明会の完全なトランスクリプト

経営陣による説明

Operator

Thank you. and welcome to the ROC Second Quarter 2026 Earnings Conference Call. All participants will be in a listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, please press star, then 1. withdraw your question, please press star then 2. As a reminder, this conference is being recorded. I would now like to turn the conference over to Jules Abraham with Core IR.

Please go ahead.

Unknown Speaker

Thank you, Betsy, and good afternoon, everyone. We thank you for joining ROC's second quarter 2026 financial results call. Presenting on today's call are Scott Swan, ROC's CEO, and Cody Barnes, ROC's CFO. Brendan Clare, ROC's co-founder and chairman of the board of directors, and David Ray, ROC's head of capital markets and general finance. will also be available during the question and answer portion of the call. Before we begin, I remind everyone that this call may contain certain statements that constitute forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These include remarks about management's future expectations, beliefs, estimates, plans, and prospects. statements are subject to a variety of risks, uncertainties, and other factors that could cause actual results to differ materially from those indicated or implied by such statements. Such risks and other factors are set forth in the company's quarterly report on Form 10-Q, followed with the Securities and Exchange Commission, and it does not undertake any duty to update such forward-looking statements.

Additionally, during today's call, certain non-GAAP measures will be discussed. The presentation of this additional information should not be considered in isolation, or as a substitute for results prepared in accordance with U.S. DAP. Now, my pleasure to turn the call over to ROCK's CEO, Scott Swan. Scott.

B. Swann

Thank you, Jules. Good afternoon, and thank you for joining ROC's second quarter 2026 earnings call. The second quarter marked ROC's first full quarter operating as a public company, and it was reflected measurable progress in two areas we outlined on our first quarter call. We've seen improving government contracting activity and broad commercial adoption across the ROC product portfolio. pleased to report sequential growth nearly doubling our revenue compared to the first quarter. We've also successfully monetized the entire RockVision AI platform ahead of our plan. Second, quarter revenue was $5.1 million. as I mentioned, nearly double first quarter revenue, primarily driven by a 41% increase in R&D contract revenue, which more than offset the decline in product revenue attributed to the completion of a ROC watch deployment recognized in prior year period. In May, we said government procurement activity was appeared to be improving with awards and revenue to follow incrementally through the remainder of 2026. The second quarter provided initial evidence that funding and program activity are actually beginning to return to normal and develop.

Additionally, we advanced our newer ROC products across the Vision AI platform. ROC SDK, ROC ABUS, and ROC Enroll each generated strong year-over-year revenue growth, and ROC Evidence produced its first commercial revenue. These developments indicate early progress on the path to growth we've outlined. However, that does not mean growth for the business will follow strictly a linear trajectory. Government awards and deployment schedules are unpredictable and they create quarterly variability. However, we believe the second quarter performance demonstrates that the underlying government procurement activity level has increased. The contract awards that we target are beginning to be executed and a go-to-market strategy is advancing.

Taking a closer review of ROC's government-driven activity, R&D contract revenue increased to approximately $3 million from $2.1 million in the prior year quarter. This initial contract revenue growth is encouraging, but activity has still not returned to a normalized rate. program timing remains variable and business activity is informed by appropriations, procurement schedules, and the timing of individual awards. That being said, we believe ROC is well positioned to capture growth opportunities through the second half of this year. Importantly, the value of these programs extends beyond the initial contract revenue. Government funded work allows Rock to demonstrate its technology in expanding operating environments that deepen our customer relationships and position us to pursue expanded programs with our vision AI solutions. Our overall strategic growth objective for our R&D contract business is straightforward, converting research and successful mission deployments or proof of concepts that lead to larger, longer-duration recurring revenue, and ultimately establishing ROC's American-built technology at the identity infrastructure of the R&D contract. of my customers. Turning to our product segment, overall product revenue declined year over year due to the completion of a significant RockWatch deployment, which was recognized in prior year quarterly revenue.

To be clear, this was a profoundly successful project for ROC. Under the construct, the ROC WAP solution was selected for an initial short-term contract period with a strict timeline and tailored to a really highly sensitive mission for a government agency. But based on rigorous intelligence results, it validated that mission and that critical utility, and RockWatch outperformed customer expectations, and that deployment was subsequently expanded and ultimately completed successfully with high customer satisfaction. This RockWatch mission is an important example of contract economics because certain rock product programs are revenue may be concentrated in particular periods depending on program and deployment milestones. Excluding the RockWatch year-over-year comparison, the broader product portfolio showed strong progress. Rock SDK revenue increased 84% to approximately $1.6 million, supported by growth and new customers. Rock Avis revenue increased 723% off of marginal base in the prior year quarter.

The current ABUS revenue contribution was a result of our early go-to-market process to advance these initial customer programs to commercial deployment, and we are continuing discussions with our consequential potential BCHED customers. Our newest product brought to market rock evidence, JRA's first commercial revenue, following an early deployment completed ahead of the original commercialization timeline. Rock and roll revenue increased 125%, also from a small base, reflecting continued adoption by our key enterprise customer, MTN, in South Africa, as it activates an expanded rollout plan for identity enrollment and verification. Our commercial growth model remains consistent across our Vision AI platform. We introduce rock products with a defined use case. our performance and successfully expand across additional users' workflows, locations, and products. The ultimate objective is to secure beachhead customers that require capacity to deliver multi-year identity intelligence programs with ROX technology. and support for a recurring repeatable revenue stream. Before shifting away from a product performance, I'd like to touch on our digital evidence growth strategy.

During the quarter, we pursued a strategic initiative designed to enhance a ROC evidence product. As announced in June, we entered into an agreement to acquire ZTC, a legacy strategic partner of ROC. Consolidating ZTC into Rock's business and operations was a natural next step in our collaboration with this uniquely skilled engineering team. We see this as a strategic acquisition intended to build a robust version of RockEvidence with VTC's additional digital forensic capabilities, their domain expertise, and government-customer relationships. We have already made a lot of progress on aligning our companies in advance of closing the transactions. integration across our engineering products business development is well underway and showing promising results with the business operation integration to be completed quickly upon closing. We will provide further details once the transaction is complete with greater visibility into the financial profile and full scale of the integrated company. We anticipate closing the transaction by the end of the third quarter.

I'd like to spend a moment to revisit Rock's differentiator. It's not simply that we are American-built. It's that we combine this US ownership and development with technical performance, build it by top-tier performance and independent industry benchmarks. We believe that combination is increasingly relevant to national security, public safety, and critical identity infrastructure. Our commercialization efforts are also supported by this independent validation as a key consideration in both government and commercial procurement processes. During the quarter, ROC achieved NIST results, including the fastest latent fingerprint search speed in the evaluation of latent fingerprint technologies benchmark, and leading identification accuracy results across multiple friction-rich image and features for fingerprint technology evaluation. Now, these results matter because our customers require this objective evidence of accuracy, speed, and scalability, and they frequently support their acquisition decisions.

We also continue to strengthen the platform and organization as we deepen our public market heritage. We appointed Dr. Kathleen Kiernan, former assistant director for the ATF Office of Strategic Intelligence and Information to our board of directors. We also added Stephen McQueen, former director of the FBI's Threat Screening Center as a senior advisor establishing our Homeland Security and Intelligence Market Strategy. Additionally, a ROCWARX suite of solutions received its development, testing, and evaluation designation under the Department of Homeland Security Safety Act and were named Facial Recognition System of the Year in the 2026 AI Breakthrough Awards. As a newly public company, our mandate is to deliver on the objectives within our control to our shareholders. And we acknowledge that our credibility we built as we demonstrate execution against our express strategic priorities. In the first quarter, we said government activity was beginning to improve.

In the second quarter, R&D contract revenue increased materially. We indicated that we were advancing RockAvis and RockEvidence toward commercial use. In the second quarter, RockAvis revenue expanded. We covered multiple new customers and RockEvidence generated revenue. generated its first commercial revenue ahead of our internal plan. We invested in talent across product development, business development, and deployment capacity, as well as investing in our AI ML algorithm development engine. Our technology hardware and processing infrastructure drive durable growth and scale. Our responsibility now is to convert those investments into larger customer programs for a more durable revenue profile and scale.

With that, I'll turn the call over to Cody Barnes, our key financial officer.

Cody Barnes

Thank you, Scott, and good afternoon, everyone. I will now provide a brief overview of our financial results for the second quarter into June 30, 2026. Total revenue for the second quarter of 2026 was $5.1 million, compared to $5 million in the second quarter of 2025, an increase of approximately $0.1 million, or 2%. Product revenue was $2.1 million compared to $2.8 million in the prior year quarter, a The decrease of $0.7 million was 26%. As Scott said, the decrease in product revenue was due to the completion of a significant RockWatch deployment recognized in the prior year quarter. Rock watch revenue in the second quarter decreased 87% year-over-year. This was partially offset by higher revenues for Rock SDK, Rock ABIS, Rock Enroll, and Rock Evidence.

Rock SDK revenue was approximately $1.6 million, up 84% year-over-year, reflecting continued customer adoption of our foundational software platform. Rock ABIS revenue increased 723% year-over-year to approximately 0.2 million, driven by multiple new customer deployments. Rock enrolled revenue grew 125% to approximately 0.1 million, reflecting the planned expansion of our MTN deployment. And Rock Evidence generated its first commercial revenue during the quarter. ROC R&D contract revenue was $3 million compared to $2.1 million in the second quarter of 2025, an increase of $0.9 million, or 41%. The increase reflected revenue recognized from an exercise of an option to significantly expand an existing government R&D contract. Importantly, this award reflects improving government contracting activity following the slower award environment experienced in late 2025 and early 2026.

Gross profit increased to $4.6 million in the second quarter of 2026 and $4 million in the second quarter of 2025. The gross margin expanded to 90% from 80% in the prior year quarter. improvement reflected the quarter shift to higher margin revenue mix with lower cost of sales. We believe this reflects the strength of our software-driven revenue model and the efficiency of our Vision AI platform. Notably, margin will fluctuate depending on the revenue mix of software licenses, services, hardware, and R&D contract revenue. Operating expenses are $5.3 million in the second quarter of 2026, compared to $3.2 million in the second quarter of 2025. Selling, general, and administrative expenses increased to $3.3 million, primarily driven by our continued investment in growth, reflected in higher personnel-related costs across engineering and product development. development and operations. Research and development expenses increased to approximately $2 million.

The increase from the prior year reflects continued investment in engineering, product development and platform enhancement. Net loss for the second quarter of 2026 was 0.8 million, compared to net income of 0.6 million in the second quarter of 2025. basic and diluted loss per share was $0.04, compared to basic and diluted earnings per share of $0.04 in the prior year period. As of June 30th, 2026, we had $11.9 million in cash, approximately $14.8 million in working capital, and no outstanding debt. We believe the post-IPO balance sheet provides the flexibility to continue executing our current strategic growth plan against product development, deployment capacity, customer acquisition, and the infrastructure required to support larger, longer-duration programs. With that, I'll turn the call back to Scott.

B. Swann

Thank you, Cody. In closing, our second quarter results showed progress, but they also clearly indicate there is work to do in executing against our stated plan. goal remains establishing beachhead contracts for all of our products and expanding those relationships both within the product line and across the Vision AI platform. Our priorities are to convert government funded activity into larger production programs, advance RockAbus and RockEvidence customers into expanded deployments and grow existing customer relationships across additional rock products. Completing the ZC transaction will further accelerate product development capabilities and our ability to serve new and existing customers. The core opportunity for ROC is market recognition as the leading American-built identity technology infrastructure for national security and law enforcement customers, which generates long-duration customer relationships and high-margin revenue. We're encouraged by the progress made during this quarter. We also understand that credibility will be established as we demonstrate sustained execution with contracts secured, deployments completed, customers expanded, and financial performance delivered. That is the long-term value proposition of ROC.

We appreciate the continued support of our dedicated shareholders, customers, our partners, and our employees, and we look forward to providing updates on our developments. I would like to now hand the call to the operator to begin the questions and answers session. We will now begin the question and answer session.

Operator

To ask a question, please press star then 1 to join the question queue. If you are using a speakerphone, please pick up your handset before pressing the keys. If at any time your question has been addressed and you would like to withdraw your question, please press star then 2. Once again, to ask a question, please press star, then 1. At this time, we will pause momentarily to assemble our roster. The first question today comes from Yi-Fu Lee with Benchmark. Please go ahead.

質疑応答

Yi Fu Lee

Hello, Scott and the RANCHO. Thank you for taking my question. Congrats on a strong QO, nearly doubling revenue quarter over quarter while boosting golf margin to 90%. So Scott, I just want to start with the macro environment, especially as it relates to the government recovery. Obviously, R&D revenue grew 41% year-on-year. I think you clocked in at $4.9 million, which is pretty much nearly the entire balance of 2025, right, in R&D revenue. Can you describe what you are seeing, Scott, in terms of the government side, the recovery? I know you mentioned that it's not that linear, the recovery. But as we all know, September is the fiscal government year end.

I just wanna get your thoughts on how you characterize the funding environment. I know in your prepared remarks, you say it's a little bit slower in terms of approval. Just wanna get your thoughts on that just to start off the conversation, Scott.

B. Swann

Thank you, Lee. As we're coming off a fiscal year in 2025 that was operating the entire year in a continuing resolution and a record government shutdown, it did set the stage for a slow half of the year. large part because the money for government agencies hadn't made it to where they needed to get to this particular point. that would execute against that money. The revenue is a good indicator. The award of the R&D contract is a good indicator that the government is back in more of a normal operation. But there are several other indicators that we really pay a lot of attention to. Those are increases in the number of employees in interaction, additional quotes and pricing and solicitations. And we're seeing all those signals from the government right now that they are moving toward their milestones of having to obligate their FY26 monies by.

Yi Fu Lee

September 30th of this year. Got it, Scott. Thanks for that. So but would you would you characterize any possibility of a budget flush like a budget flush that we're accustomed to? I know I know like three years ago, like in the SAS software space, you know, the government needs to spend that money before fiscal year. Would you anticipate any sort of that coming just because there's still a lot of money left?.

B. Swann

There's certainly a lot of money left within the government. I think those that are doing business with government agencies will see stronger performance in the second half of the year. It takes time for them to move that money to a contract and get that awarded to particular vendors. The key for government agencies is that they have to obligate that money by September 30th, and that sometimes can go to thermal like integrators that can subsequently award that money to technology providers like us. So I think that will trickle into Q4 in some respects for some government contractors. All that said, the government is setting on some very large budgets that they need to execute before September 30th. or to obligate before September 30th. And I think that there is a lot of energy toward that within the government agencies right now, and we're seeing all those signals with our customers.

Yi Fu Lee

Got it, got it, Scott. The next topic is really the pipeline conversion. I'm sure a lot of investors are wanting an update and you provide a great update. Let us start off with the ABIS contract first, right? You did two pilot programs in the past. a quarter. You know, can you help us understand from these pilot programs to long-term deployment? You know, we just want to understand the journey to get to from initial pilot to full commercialization deployment. You know, how long does it take to, for these projects to scale up? Cause I remember during the IPO process, research process, mentioned, and you have two pilots going on, can you give us a sense of the ramp up on those? Sure.

B. Swann

Yes, you know, early in the deployment of your new product capabilities, a few things happen. First of all, you know, the first adopters get the best deals. We work very closely with them to make sure the products are truly ready for market, and that helps us to really ensure that we have that scalability movement. moving forward, we successfully worked with two of our customers this year to provide them with deployments. As we move forward into our next set of deployments, we would be looking at larger opportunities, depending on the agencies. some of the agencies are smaller in size and could be smaller opportunities. But as we start approaching larger federal agencies and having AVIS opportunities in that particular space, we'll have those credentials under our wind column of already have proven out the technology. And that's what I believe where we'll see our longer term durable revenue with repeating.

Yi Fu Lee

year after year revenue to rock but any timeline like yes i know two of them and pilot program are we are we should we think the cadence is like 12 18 months uh to fully ramp uh you know these eight a-biz projects up.

B. Swann

That is about the cadence, but do note that we're not starting from zero. We've been working several of these, so we have already been working specifically for capture in many, many different APHIS and APHIS market spaces now. And as I set out at the beginning of our IPO, our key focus is on the market. for this year is to establish our beachhead wins in each one of our product lines. Those two early ABUS wins this year, they don't constitute what we consider beachhead wins. Beachhead wins to us are multimillion dollar contract, multimillion dollars per year contracts. tracks that have multi-years associated with them. And we're looking to establish that, not just in the APHIS-ABIS market, but across a few of our product lines this year.

Yi Fu Lee

Got it, got it. And then like just to balance things out for investor, I know you mentioned that watch, you know, there's a completion of the launch deployment. So we've seen some headwinds this quarter. Just want to get your, you know, help investor understand, you know, about the cadence of watch deployment going forward, whether the expanding custom base will create opportunities for more recurring revenue. Seems like there's some lumpiness on the watch side. Can you give us a little bit more color on how to think about watch?.

B. Swann

Yes, I think this is just timing. I think as you look at the particular project that gave us a spike last year, that was a very mission-related project that we were very successful in delivering that particular project. You know, as I mentioned, in the government budget cycles, it's a very, very, very, very takes time for the valuations, the money to get to the agencies and the actual obligation and execution of those funds to a contractor. So we've been very active in various pilots and opportunities and quotes and activities within the Rockwatch portfolio. So our focus this year is scaling. RockWatch, as well as establishing a major beach customer in RockWatch as well.

Yi Fu Lee

But would you anticipate, let's just say, like the second half, how would the watch, you know, will there be any headwinds on the over the comparisons, I guess?.

B. Swann

because of this roll off with the contract? You know, I won't provide any formal guidance moving forward. I will say that we're fostering, you know, several opportunities And I believe that we're really focused on the growth of our various product lines, and I anticipate that the Q2 of 2025 was a bit of a spike in Rockwash performance in comparison to what we'll see as we move forward.

Yi Fu Lee

within 2026. Got it. Got it. Thanks for that. And then, and then, Scott, on the rock evidence, right, I love these two questions together. GTC, you talked about how, you know, the strategic, you know, impetus to buy ZTC, ZTC to accelerate data for the evidence product and we see some wins at the US Drug Enforcement Administration. You know it started last quarter but I think you guys make good headway into that. How would you characterize ZTC will help you you know accelerate let's just say the evidence style of your portfolio?.

B. Swann

Yes, they're a key partner in this. We would have been working with them even had we not moved forward toward an acquisition. They have decades of experience in working in the digital evidence space. And our ability to help them focus more toward a product mindset and working toward a product in the digital evidence space is already paying dividends. As I mentioned, we have already made great strides in this. the integration of ZTC into ROC on the engineering and product space. And, you know, those strides have already, you know, been presenting to customers and, you know, giving us good signals of the demand signals that we're seeing from on those that need forensic digital evidence capabilities. So really combining their decades of engineering experience building these products with our product-minded mindset of building out applications is already well underway and something that I think that we'll see. a lot of benefits from in the near term.

Yi Fu Lee

Got it. Makes sense. Makes sense. And then for the technology enhancements, I know you've won some awards in fingerprinting search, whether it be search for accuracy. How should investors think about these, you know, award accolades? You know, it seems like, you know, the rock platform is earning more and more. Like, does this open the door to certain avenues that wasn't able to go into in terms of those awards?.

B. Swann

Yes, it's very important. You know, we oftentimes talk about being one of the only American companies in this space. We're really the only American company that's providing identity technologies across all the various biometric modalities. but we don't win on just being American alone. We really have to prove out our performance and that we are best in industry when it comes to our algorithms. So the recognition that we get from winning these benchmarks and awards is important from the business development perspective, but even more so, some of the government procurement activities are structured to help support acquisition decisions based on how well we perform in these evaluations. So we take them very seriously. We're performing extremely well across the board in all those biometric modalities thanks to our research team. Thank you.

Yi Fu Lee

Got it, got it. And then I'll finish off with the financials, Scott. And I'll ask both of them at the same time is go to market. In terms of the go to market investments, can you give us a status on that? Like how should we think about the team? Are you wrapping up? Is there sufficient resource? And lastly on the financial is, I think you have $11 million, a little bit more than that on your balance sheet. Your timing on fundings, like how much runway you have, and also give us some like color. I know you gave us some qualitative guidance, We've seen some good outperformance, right, in terms of revenue growth this quarter, almost 100%, as well as gross margin, 90%. How should we think of it as we head into the second quarter of this year? And that's it for me. Thank you, Scott and team.

B. Swann

That's right. I'll answer the first part of this question, and I'll hand it over to Cody to take it to the second part. But I would say we deployed capital early. We were prepared to launch that capital to support our growth. We kind of intelligently deployed to make sure that we got people in place quickly and also invested in the hardware resources that we need to accelerate the abilities of our research. team, the majority of that allocation has been already put in place and deployed. To this point now, we'll really be focused in converting those investments into capital. Given the software nature of our business, as we look forward and we are optimistic about the second half of the year, with the margins that we create, we essentially are able to start converting our business into cash also as we move forward. Cody, I would.

Cody Barnes

you have a little more color on the balance sheet. Yes, thanks, Scott. So, yes, I mean, I think on the liquidity side, you know, we ended the quarter with $11.9 million in cash. Yes. 14.8 million working capital and no borrowings outstanding on our facility. The use of cash reflects the investments that we've discussed and been discussing, mainly personnel related, into product development, into our infrastructure and deployment capacity. So just overall, we're very comfortable with our current liquidity profile and balance sheet and will continue to be disciplined with how we allocate. operating capital. I think in terms of just kind of forward looking, we won't provide provide formal guidance. But I'll just kind of emphasize again that, you know, we've been very deliberate with the investments we've made in the first half of the year.

We're obviously encouraged by Q2 results. We're seeing good engagement in the opportunity funnel. And again, the balance sheet's very, very healthy. So I think collectively that sets us up really, really well for the second half. And then just to touch on the gross margin, I wouldn't think about it as a quarterly run rate. You know, gross margin is going to move around based on contract mix. This quarter in particular, we benefited from a higher mix of software license revenue relatively a relatively lower cost of sales associated with R&D contract revenue.

And by comparison, the prior year quarter included a large Rockwatch deployment, which carried some marginal delivery costs that were very unique to that project. So I think we should generally expect some quarter-to-quarter variability in gross margin. And we should definitely look at this, you know, over a longer trailing period.

Yi Fu Lee

Thank you. Got it. Thank you, Cody and Scott, for patiently taking all my questions. Congrats again on a strong 2Q. Talk soon.

Operator

Thank you. As a reminder, if you would like to ask a question, please press star then one to join the question queue. This concludes our question and answer session. I would like to turn the conference back over for any closing remarks. The call has now concluded. Thank you for attending today's presentation. You may now disconnect.

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