Acorn Energy : Q2 2023 Earnings Conference Call

2

PRESENTATION

Operator

Good morning, and welcome to the Acorn Energy 2023 Second Quarter Conference Call. At this time, all participants are in a listen-only mode. After some prepared remarks, we will conduct a question-and-answer session. As a reminder, today's conference is being recorded.

I will now turn the conference over to Tracy Clifford, CFO of Acorn Energy and COO of OmniMetrix, its operating subsidiary. Ms. Clifford, please begin.

Tracy Clifford

Thank you and welcome, everyone, to today's call. As a reminder, many of the remarks that follow and answers to questions may be forward-looking. Such statements are subject to various risks and uncertainties.

For example, the operating and financial performance of the company in 2023 and future years is subject to risks associated with disruptions to business operations and customer demand, from the company executing its operating strategy, maintaining high customer renewal rates and growing its customer base as well as from changes in technology, the competitive landscape, and the financial and economic environment.

Forward-looking statements are based on management's beliefs and the assumptions made using information currently available information pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995.

There are no assurances that Acorn or OmniMetrix will be able to achieve management's growth goals in 2023 or in future periods. The company undertakes no obligation to disclose revisions to such forward-looking statements to reflect events or circumstances occurring after today.

A full discussion of risks and uncertainties that may affect the company is included in our 10-K under risk factors as filed with the SEC. A reconciliation of non-GAAP financial metrics to corresponding GAAP measures is provided in today's press release and available in the Investor Relations section of the company's website at acornenergy.com.

I'll now turn the call over to Jan Loeb, CEO of Acorn and our OmniMetrix operating subsidiary. Jan.

Jan Loeb

Thank you, Tracy. Good morning and thank you, everyone, for taking time and joining this call, today.

Acorn achieved excellent topline growth, consolidated profitability, and positive cash flow in the second quarter. It was our second consecutive quarter of monitoring revenue growth, which is important because it demonstrates that we have returned to a monitoring growth trend following the negative impact of wireless carriers sunsetting their support for 3G monitoring technology.

Monitoring revenues grew 10% in the second quarter, building on a 3% growth in the first quarter. We expect this trend to continue over the balance of the year and beyond.

Because our realized gross margin on monitoring revenue is about twice that of our hardware, its growth has an outsized impact on our bottom line performance. Also, we consider margin

Acorn Energy, Inc.

Thursday, August 10, 2023, 11:00 AM

3

revenues to be annual recurring revenues, or ARR, because typically, over 90% of monitoring service plans renew upon their expiration.

Our Q2 performance also benefited from strong demand from large C&I customers, or commercial and industrial customers, for our TrueGuard back-up generator monitors, contributing to a 39% increase in hardware revenue in the period.

Overall, revenue growth of 22% allowed us to cover our public company overhead costs and achieved a consolidated net profit in Q2 versus a net loss in Q2 2022.

On a cash basis, our growth was even better as cash basis revenue grew--rose 33% to $2.1 million in Q2 2023 compared to $1.6 million in Q2 2022 and has increased 9% for the first half of 2023.

We said on our last call that we expected this year to return to a more normal business pattern with Q1 likely our weakest quarter and sales building into Q2 and Q3. Our performance has followed this pattern, so far, and supports our belief that we can achieve our 20% annual cash basis revenue growth goal for the full year 2023.

If we meet our growth goal, we'd also expect to achieve positive cash flow and profitability on a consolidated basis for the full fiscal year 2023.

We have a growing base of commercial and industrial, what we call C&I customers that are facing rising labor and fuel costs, increasing environmental pressures, along with budget constraints and return on investment requirements.

Our solutions provide benefits in each of these areas, making us an ideal partner for a broad array of businesses.

Our customers are, increasingly, attracted to the carbon footprint reduction and benefits of remote monitoring, providing them a prudent path to minimizing the environmental impact.

We believe this trend, combined with our compelling ROI, supports our business development efforts. This C&I effort was very visible in this past quarter when our residential generator dealers were significantly down in sales.

One of the leading generator manufacturers reported that their residential product sales were down 44% in the second quarter, and their C&I product sales were up 24%, compared to their second quarter of 2022.

We are bullish that we will see a rebound in the residential segment and the demand in the C&I segment will continue to increase.

We have a number of newer solutions that we believe have excellent prospects. One is our remote AC mitigation disconnect solution, or RAD, for gas pipelines.

Pipelines generally have devices installed to protect them from corrosion caused by AC voltage created by overhead power lines. These devices need to be periodically disconnected and reconnected for inspection, which is typically a manual process.

Acorn Energy, Inc.

Thursday, August 10, 2023, 11:00 AM

4

Our RAD product connected via cellular satellite network remotely disconnects and reconnects these devices, eliminating the need for human involvement. The RAD solution significantly reduces company expenditures, increases employee safety and delivers meaningful environmental benefits by reducing truck rolls.

We also had a very--we also made very good progress on our Demand Response program for standby generators, which is in partnership with CPower Energy. The program compensates generator owners, as well as OmniMetrix, for enabling grid operators to turn on backup generators to help manage energy loads during peak demand.

OmniMetrix provides the enabling technology and reporting required to allow backup generators to be turned on remotely to provide additional power for Demand Response programs. This added source of power helps grid operators to better meet peak demand and avoid rolling brownouts or blackouts.

Generator demand response programs are available for C&I and residential customers that have deployed new enhanced energy efficient generators. We're working with our base of generator dealers who will market this program to their customers. As this is a brand new capability, there was a fair amount of back-end work and software development that needed to be accomplished between OmniMetrix and CPower.

We have now validated these systems to work together. This development plus our proven connectivity to our monitor generators now allows us to sign up dealers and their customers.

It will take time to educate our dealers and their customers on the value and financial benefits of their participation in Demand Response programs, but we believe this provides a compelling win- win opportunity for generator owners to serve their community, while also generating income to offset the cost of their generator installation in the long run.

Importantly, we expect that the addition of the main response to our monitoring and control solutions will enable us to double our value proposition, revenue and profitability from each demand response customer, as compared to our traditional monitoring end points.

Though it's too early to estimate the pace of Demand Response's adoption, we do expect it to be an important driver for long-term growth in revenue and profitability. It's important to recognize that DR revenue is very similar to our monitoring revenue and that it is an accretive annual recurring revenue stream.

We continue to see secular trends that will drive demand for our solutions in the future. For example, the United States has an aging power grid and a lack of investment in continuously dispatchable conventional power supplies by fossil fuels and nuclear power in favor of environmentally favorable but intermittent power supplies, such as wind and solar.

At the same time, we anticipated a dramatic increase in electricity demand from population growth and usage of electronics and electric products, most importantly, electric vehicles, which are projected to represent 50% of new vehicle sales by 2030.

As a result, we expect continued stress on energy grids to meet peak power demands as well as challenges in managing through power outages created by increasingly harsh weather patterns. We believe these trends provide a very sound backdrop for the growth of our business in the coming quarters and years.

Acorn Energy, Inc.

Thursday, August 10, 2023, 11:00 AM

5

To further expand our market reach, in May, we hired a West Coast sales manager to pursue opportunities in this market which, historically, has not been a big market for backup power generators given its relatively mild weather.

However, given the impact of extreme events causing power outages such as forest fires, interest in backup generators has been gained traction, and we now believe it represents a very attractive opportunity for growth. The West Coast sales manager has already initiated a number of sales orders and is generating a lot of interest for potential future business.

Acorn closed Q2 2023, with $1.6 million of cash, no debt and cash flow positive business in the quarter in six months. We believe the company is well positioned for organic growth and also to explore other opportunities to further build shareholder value.

We continue to evaluate potential growth and value-creating opportunities. We are very disciplined in this effort in order to ensure that we remain aligned with our current lines of business and focus on creating shareholder value.

Our strategic and value discipline create a high hurdle for us to meet in executing on external growth opportunities. But we believe protecting the value we have created is our first priority in this process.

With that, I'll pass the call back to Tracy for her review of the financials and provide her insights on our operations. Tracy.

Tracy Clifford

Thanks Jan. In addition to our press release, we also filed our 10-Q this morning with the SEC. Now, I'll provide an overview of our results, before we open the call to your questions.

The numbers that we'll discuss are consolidated on a GAAP basis, except cash basis revenue, which is a non-GAAP measure that we reconcile to GAAP revenue in our press release.

Q3 '23, revenue rose 22% to $2.0 million, driven by a 39% increase in hardware revenue, primarily for TrueGuard generator monitors, both for C&I and residential customers. We've seen strength in our business across the board and, particularly, from large national customers for remote monitoring and control of backup generators. Through the first six months, revenue increased 10% to $3.7 million, reflecting the strength.

We've noted before that currently, we record the majority of our hardware sales as deferred revenue in accordance with GAAP and amortize it ratably into revenue, over a three-year period.

Similarly, we defer monitoring revenue and amortize it over the term of the monitoring plan, which is typically one year. The cash value of hardware sales and monitoring services, however, begins at the time of shipment and collected in accordance with payment terms within 30 to 90 days. The current accounting treatment results in a deferred revenue balance, which reached a record level of $6.4 million in the second quarter, up from $5.6 million a year ago.

Internally, we focus on cash basis revenue because it gives a more quantitative measure of year- over-year sales trends and is the primary indicator of future GAAP revenue to be recognized.

Acorn Energy, Inc.

Thursday, August 10, 2023, 11:00 AM