Allot - Q4 2022
February 28, 2023
Transcript
Operator (participant)
Ladies and gentlemen, thank you for standing by. Welcome to Allot's fourth quarter 2022 results conference call. All participants are at present in listen only mode. Following management's formal presentation, instructions will be given for the question and answer session. As a reminder, this conference is being recorded. You should have all received by now the company's press release. If you have not received it, please contact Allot's investor relations team at EK Global Investor Relations at 1-212-378-8040 or view it in the new section of the company's website at www.allot.com. I would now like to hand over the call to Mr. Kenny Green of EK Global Investor Relations. Mr. Green, would you like to begin, please?
Kenny Green (Investor Relations)
Thank you, operator. I'd like to welcome everyone to Allot's fourth quarter and full year 2022 results conference call. I'd like to welcome all of you to the conference call, and I'd like to thank Allot's management for hosting this call. With us on the line today are Mr. Erez Antebi, President and CEO, and Mr. Ziv Lichtman, CFO. Erez will provide an opening statement and summarize the key highlights of the quarter. We will then open the call to the question and answer session, and both Erez and Ziv will be available to answer your questions. You can all find the financial highlights and metrics, including those we typically discuss on the conference call in today's earnings press release. Before we start, I'd like to point out the safe harbor statement.
This conference may contain projections and other forward-looking statements regarding future events or the future performance of the company. These statements are only predictions, and Allot cannot guarantee that they will, in fact, occur. Allot does not assume any obligation to update forward-looking statements. Actual events or results may differ materially from those projected, including as a result of the impact due to the COVID-19 pandemic, changing market trends, delays in the launch of services by our customers, reduced demand, and the competitive nature of the security services industry, as well as others identified in the documents filed by this company with the Securities and Exchange Commission. With that, I'd now like to hand the call over to Erez Antebi, CEO. Erez, please go ahead.
Erez Antebi (President and CEO)
Thank you, Kenny. I'd like to welcome all of you to our conference call and thank you for joining us today. Our fourth quarter revenues reached $33 million, 20% lower than comparable revenues last year. Our full year 2022 revenues were $122.7 million, 16% lower than our comparable full year revenues in 2021. In December 2022, our CCaaS ARR was $9.2 million, 33% higher than our CCaaS ARR in September 2022, and 77% higher than our CCaaS ARR for December 2021. Our total ARR, including support and maintenance, grew 10% year-over-year and reached $51.7 million for December 2022. 2022 was a challenging year for us.
The transition of the business into CCaaS recurring revenue model has proven to be slower than we originally anticipated. In addition, we had some headwind on our core DPI business. While we don't expect those challenges to disappear in 2023, we continue to make progress in this transition. I remain optimistic on the fundamentals and the future. During today's call, I will discuss the challenges we are facing, the opportunities we see, and why I am confident in the future. As discussed in our previous earning call, we implemented cost-cutting measures that also included reduction of our workforce. We intend to continue with the policy of tight control of our expenses in order to reduce our loss in 2023, and we reiterate what we stated previously, that we remain committed to reach profitability for the full year 2024.
I would like to move to discuss our different product lines. I would like to start by discussing our traffic management and analytics business addressed by our Allot Smart product line. The main use cases we see today in CSP continue to be in traffic management, congestion management, quality of user experience, especially for video, policy and charging control, and digital enforcement. As governments look to fight crime and terrorism, we see a growing interest globally in being able to block illegal activities such as drug trafficking, child pornography, and terrorism. We have solutions that address these issues, and we are seeing growing interest in our products. Many CSPs today are reexamining the composition of their networks. This may be because they are moving to 5G or because they need to replace end-of-life products or other reasons.
As they do so, we see multiple opportunities globally where CSPs currently using our competitor's product are considering a change. We are working closely with quite a few such CSP to win their trust and business, becoming their next choice for DPI. Most of these processes are through a competitive bidding process and some are potentially negotiated deals. In addition, we are working on expanding deals that we won before. Specifically, during the fourth quarter, we won two competitive bids, one in EMEA and one in APAC, where we will replace an existing DPI system provided by a competitor of ours. In addition, we also won two projects in EMEA to install a DPI system for new customers that did not have such a system before.
While we continue to see in our pipeline a similar combination of replacement opportunities and new deals, and while we remain excited about these opportunities, we also recognize that we are facing several challenges that continue to make it more difficult for us to provide a definite forecast. First, as discussed in previous earnings calls, it is taking us longer to close DPI deals than in the past. I believe this has to do with the general economic environment and tighter expense control by CSPs. Second, the total number of DPI bids for CSPs we are seeing is not growing. Third, in the enterprise markets, we believe the growth we saw as a result of the Broadcom deal has peaked, and we do not expect further growth in this market. We have a strong pipeline of large deals for the year.
We believe that the DPI market remains solid and that we can continue to gain market share. The three dynamics I discussed previously and the potential lumpiness of large deals make it challenging to predict the timing of wins and revenue recognition for our DPI business. We do not expect to see growth in our DPI segment for 2023. We also do not believe that the contraction will be more than 5%-10% in 2023. I would like to point out one item with respect to our account receivables. As you might have noticed on our financial statements, our account receivables grew by $11.6 million during 2022. A majority of this growth came from sales to retailers in Africa and Latin America who are late on their payments to us.
We learned that the cash flow of these retailers was impacted by a failure to receive payments from end customers, which in turn affected their ability to meet the payment terms to which they agreed with us. We have assessed the late payments and determined that the payments remain collectible. I want to turn your attention now to what we see in our cybersecurity business and how the market is developing. As I have said in previous calls, Allot is transforming into a cybersecurity company, and this is where we see most of our future growth coming from. We are engaged worldwide with CSPs that are looking to provide their customers with network-based CCAs. As we look at the market, we see that the direction and momentum of operators interested in launching network-based security services continues to be very positive.
We see that in many markets, the various operators provide services that are on par on speed, coverage, and reliability. As they look for differentiation, network-based security is emerging as an important element. This is even more important since network security is a service native to the operator's network and is directly coupled to the access network itself. There are several tier one operators who have reached the conclusion that providing network-based security to their customers is of significant importance to them, and they are discussing with us how to do so. The largest signed CCaaS opportunity for Allot with a tier one operator is the contract we signed with Verizon Business, which we discussed in the previous earning call. During the fourth quarter, we signed two additional CCaaS deals, one in Latin America and the other in APAC. Both will utilize our HomeSecure product.
In addition, we are in contract negotiations with several other operators globally, where we were awarded deals but have not yet signed the contracts. On top of that, we are in serious discussions with additional operators where an award has yet to be provided. As we discussed in previous calls, and as I will address in more detail later in the call, we have changed our strategy for the Allot Secure business. We are putting more emphasis on strategic accounts that can have high revenue impact, while in small to medium deals we are looking for some customers' assurance in setting minimum revenue thresholds. While this approach might affect the number of deals we sign, it will allow us to get to profitability sooner. Our MAR of all new deals signed in 2022 was $191 million.
As we mentioned several times in the past, MAR is proving to be not a good enough metric for predicting short-term revenues. We have decided it is not beneficial anymore as a metric for our future business. We are no longer using it internally to measure new deals. As a result, this is the last time we are reporting MAR. We recently reviewed some of the deals we previously signed and have not yet launched. After reviewing these deals, we decided to cancel some of the contracts because we no longer believe the investment in them is justified. These project cancellations with 6 CSPs total approximately $45 million of MAR.
We are continuing to examine a few additional contracts to see if they can be turned into real revenues or if we should cancel the contracts as well. We remain excited about our CCaaS opportunity as we have a differentiated, scalable solution for CSPs. During the fourth quarter, we launched 3 new CCaaS services. 2 are using our DNSSecure product, and one for Far EasTonein Taiwan, is using our NetworkSecure product. Our CCaaS revenues for the third quarter were $2.2 million, and the CCaaS ARR at the end of the third quarter. Sorry, I take that back. Our CCaaS revenues for the fourth quarter were $2.2 million, and the CCaaS ARR at the end of the fourth quarter was $9.2 million, a significant growth from the third quarter.
As of December 30, 2022, we have 27 signed customers. Unfortunately, only 14 have started to generate revenues, and most of them are relatively small operators, and most of them launched the service only to a portion of their subscriber base. As we have discussed previously, our main challenge today in our CCaaS business is to translate the contracts we sign into revenues. The first challenge is to launch the service. This process involves many stakeholders on the CSP side, technical, operational, marketing, purchasing, and more. They all have multiple other tasks and priorities. Often, integration of our products with different internal IT systems is required. During 2022, we increased our efforts to assist in those processes, and in some cases, we managed to help and expedite the process.
As we discussed in the previous earnings call, we unfortunately concluded that while in some cases we managed to speed up things, overall, our ability to positively impact the launch date is very limited. As a result, we changed our approach, and we will focus our future efforts of speeding up launches mainly on a few targeted larger opportunities that we believe can contribute significantly to revenues. A major challenge we have is the marketing aggressiveness of the CSP when launching the CCaaS service. Aggressive go-to-market approaches can include, among others, proactively offering the service in every customer interaction, bundling the security offering in the price plan for some or all of the customers, et cetera. The willingness of the CSP to commit to an aggressive go-to-market approach in the contract is, to a degree, an indication of how strategic this service is to them.
These discussions sometimes take time and further delay the launch, but I think they are very important to our long-term success, as well as to the CSP success in this field. Bringing all the above into account and in line with what we discussed in the previous earnings call, we changed certain elements of our approach to the market. One, going forward, we are shifting our focus from quote-unquote "land grab" for market share and number of CSPs to CSPs with revenue potential in the next couple of years. This means we will focus on CSPs that have a significant revenue potential, even at the expense of market share. As a result, we are no longer focusing our sales people on NAR targets, rather, their time is being spent with specific accounts. Two, we are approaching the CSPs as partners, not as customers.
We will push very hard to have CSPs we engage with contractually commit to an aggressive go-to-market. CSPs of medium size that will not commit to an aggressive go-to-market approach, and small CSPs, regardless of their planned go-to-market approach, are offered commercial terms where our revenues are not dependent on their marketing success. We expect some of these CSPs may agree to this, and some will not. I expect these changes will reduce the number of new CSPs we eventually sign up. It will allow us to focus our resources on the smaller number of CSPs that we see more strategic value in the CCaaS service, and that will ultimately drive profitable revenue growth for Allot. As I look at the deals we have done and those that are in the pipeline, I am convinced that the size of the market remains huge.
While I am disappointed with the current pace at which our revenues are materializing, I remain confident in our ability to achieve our long-term goals. Looking ahead, I want to summarize our expectation for 2023. As I stated, we have already implemented some cost-cutting measures, and we will continue to implement more. As a result, we believe our net cash reduction and our operating loss for the year will be between $15 million-$20 million. We remain committed to reach profitability for the full year 2024. This will be achieved by some revenue growth, mainly on the CCaaS business, but also through tight expense control. We expect CCaaS revenues for the whole of 2023 to be between $11 million and $13 million.
We expect the CCaaS ARR for December 2023 to be between $15 million-$20 million, and our total ARR, including support and maintenance, to be between $56 million and $63 million. We expect our total revenues for the full year 2023 to be between $110 million and $120 million. Regarding Q1, we call the Q1 as seasonally a weak quarter for revenues, and we expect the first quarter revenues to be approximately $20 million. Given the lumpiness of the VPI business that we mentioned earlier, we do expect notably higher quarterly revenues as we move through 2023, especially in the second half. Our strategy remains the same.
While we believe that our V-VPI business has limited growth potential, we think we can maintain a similar revenue business through new use cases and winning competitor accounts. However, the lumpiness of the business makes it difficult to forecast over short timeframes. Our CCaaS business is where we see our significant future growth. While our CCaaS revenues are being recognized later than we would have liked and later than we expected, I remain convinced of the large potential of this business and I'm confident that it will grow significantly in the coming years. I have full faith in our company, our team, and our products, and I believe the actions we are taking make these goals achievable. Now I would like to open the call for questions and answers, and Viva and myself will be available to take your questions. Operator?
Operator (participant)
Thank you. Ladies and gentlemen, at this time, we will begin the question and answer session. If you have a question, please press star one. If you wish to cancel your request, please press star two. If you are using speaker equipment, kindly lift the handset before pressing the numbers. Your questions will be pulled in the order they are received. Please stand by while we pull for your questions. The first question is from Eric Martinuzzi of Lake Street. Please go ahead.
Eric Martinuzzi (Senior Research Analyst)
Yeah. I had a question regarding the traffic management analytics of the VPI side of the business. Last quarter, we talked about, you know, the CapEx deals slowed down, and you gave us some additional color in your prepared remarks, just that the, you know, it's taking longer to close because of the economic environment, you know, the number of deals in the pipeline is not growing, and then, you know, the Broadcom deals will have been peaked. I'm just curious to know if, you know, is the overall industry in contraction or is it just a temporary macro blip? Because it seems like a service that carriers would need to provide, would have to provide, and would need to upgrade over time.
Erez Antebi (President and CEO)
I don't believe the overall market is in contraction. Obviously, it's very hard for me to measure this, you know, on a quarter-by-quarter basis, I don't believe so. I think it's mainly really the timing and how long it takes to close the deals and then recognize the revenue, and that's delaying our revenues. I don't think it's an overall contraction in the market size.
Eric Martinuzzi (Senior Research Analyst)
Okay. Then for the the support and maintenance ARR forecast, I noticed that at the midpoint of your 2023 expectation, it is potentially a step down versus 2022. What's behind that contraction?
Erez Antebi (President and CEO)
It's not really a reduction in the numbers. In the ARR for December 2022, it was $42.5. Now we take a range between $41-$42. You know, there could be some currency fluctuation and other fluctuation, depends on the timing, the customer renew the contract. Generally speaking, it's a stable market.
Eric Martinuzzi (Senior Research Analyst)
All right. The regarding the CCaaS ARR, that came in about where you expected for Q4. I know you said you expected a good $9 million or better, and it came in at $9.2 million. Was there any a particular carrier that came through for you, or was it strength across the install base?
Erez Antebi (President and CEO)
I don't think there was a specific area that came through that made the difference. It was basically across the installments, I would say.
Eric Martinuzzi (Senior Research Analyst)
Okay. I understand you're kinda trying to put more wood on fewer arrows on the penetration here in 2023. Have you changed the sales compensation plan in 2023 on the CCaaS side of the house?
Erez Antebi (President and CEO)
Like I mentioned, we have to an extent. For example, we're no longer giving the sales people NAR targets, but rather we're just. We're focusing them on a smaller number of accounts. Basically, sales people that are going after new accounts, are given named targeted accounts to go after. It's, you know, the compensation plan is built around whether they win or hopefully they win, right, these specific accounts. It's not an NAR metric anymore. It makes a difference.
Eric Martinuzzi (Senior Research Analyst)
Understand. Last question from me. Can you remind me of the terms on the convertible debt that you had? Is there any interest associated with that?
Erez Antebi (President and CEO)
It's a zero interest.
Eric Martinuzzi (Senior Research Analyst)
A zero interest. Got it. All right. Thanks for taking my question.
Operator (participant)
The next question is from Nehal Chokshi of Northland Capital Markets. Please go ahead.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Yeah, thank you. During the prepared remarks or as you said that in the 4th quarter you won 2 competitive bids against a competitor, presumed that's likely Sandvine or Procera. I presume the point of that statement is that you don't believe Allot is in market share in the DPI market. Is that correct?
Erez Antebi (President and CEO)
That is correct.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Okay. Just to be clear, you know, I mean, isn't there typically within the course of every quarter deal wins against these competitors and also usually some losses? I mean, isn't that par for the course of the quarter?
Erez Antebi (President and CEO)
I'm sorry, I missed the first part of your question. Could you repeat that, please?
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Yeah. Are there deal wins against these competitors pretty much every quarter? Isn't that kind of par for the course there?
Erez Antebi (President and CEO)
Not every quarter, no. Of course, every year, yes, but not every quarter. I can tell you that, you know, sometimes we, you know, sometimes there's a competitive bid where our competitor's DPI system is installed, and we are unsuccessful in unseating them. It's a big issue to unseat a competitor from an existing operator. I don't remember them unseating us or any of our competitors unseating us for quite a long time. I think, you know, I think that demonstrates how well we are performing in the competitive environment.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Got it. That's very helpful. Okay. Then moving to the CCaaS, you had a very solid incremental ARR of $2.1 million. Can you divvy that up between existing CSPs adding customers and new CSPs being onboarded?
Erez Antebi (President and CEO)
Zeke, do we have that breakdown? I'm not sure. Unfortunately, we don't provide the breakdown.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
I'm sorry, I didn't hear that.
Erez Antebi (President and CEO)
Unfortunately, we don't provide this kind of breakdown.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Okay. All right. I guess what I'm trying to drive at is that once you have a CSP onboard, what kind of expansion rate are you seeing that, from that CSP in the form of rate at which they're adding customers? That's what I'm trying to get teased out. Any information you can share with that?
Erez Antebi (President and CEO)
I think it depends very much on the operator itself and what their go-to-market is. Once they've launched, we start working with them obviously, before they launch, but even at, even after they launch, we continue to work with them to try and get to new plans of how they go about the market, which channels they use, what sort of pricing plan they have, what sort of incentives they give their salespeople in the event that that's relevant, et cetera, et cetera. Based on that, we measure together with them if the new adds that they are able to bring to the network are reasonable or satisfactory in our opinion or not good enough, We need to change further. Now, we're never happy.
We always want it to be higher. Working with the operators in this way gives us the ability to measure not only what they did, what they've achieved so far, but what they should be able to achieve in the coming six, nine months, whatever, and what they should do potentially in order to increase that. That's part of our day in, day out work with these operators.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Okay. Very good. Given the range of incremental ARR for calendar 2023 of $6 million-$11 million, how do you expect that profile of incremental ARR to layer through calendar 2023? I.e., is it gonna be linear, $1.5 million per quarter? Is it gonna be more back-end loaded or some other profile? Can you give me thoughts as far as how that will layer through?
Erez Antebi (President and CEO)
Most of the increase is expected to be in the second half of the year because it depends on the timing of the new launches and so on. Most of it will be in second half of the year.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Okay. All right. Did I hear correctly that you're guiding to 1 2 23 to $20 million in revenue? Did I hear that correctly?
Erez Antebi (President and CEO)
This is correct.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
20?
Erez Antebi (President and CEO)
This is correct.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Okay. All right. Are there any seasonality elements that we should be mindful of when we think about our full year model there?
Erez Antebi (President and CEO)
No, not something, specific.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Okay. That's fine. This $20 million, I mean, that's a big year-over-year drop. It sounds like macro pressures are increasing. Is that a fair statement?
Erez Antebi (President and CEO)
I think that's a fair statement. Again, I think they're contributing more to delays than anything else.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Yeah. Understood. Okay. Thank you.
Operator (participant)
The next question is from Matt Dezort of Needham & Co. Please go ahead.
Matt Dezort (Senior Equity Research Analyst)
Hi, guys. This is for Alex. I guess just following on to that last question. Could you talk a little bit more about the canceled contracts, why you decided to remove those, and if we should expect further reductions in the future, and how we'll have visibility to that?
Erez Antebi (President and CEO)
These are several contracts that were signed a while ago, and the operators have not launched the service for a variety of different reasons. You know, we really went one by one and made an assessment both on our own and talked to senior management of the operators to figure out, okay, are they motivated enough to do this, and what do we expect? On these specific ones, we came to the conclusion that we would have to spend too much energy and push too hard, and at the end of the day, probably gain too little revenue for this to be worthwhile. We decided basically to walk away from these deals.
Like I said, we're examining, a few other deals, a small number of other deals that, yeah, from my perspective, the jury is still out whether or not we can turn them around into a revenue-producing, profitable, worthwhile, service or not. As we examine them, and if we come to a conclusion that we will need to, you know, to cancel, 1 or 2 additional ones, we will let you know like we did this, like we did here.
Matt Dezort (Senior Equity Research Analyst)
Great. Just going back to unwinding of the MAR calculation. Could you just talk a little bit about thought process behind that, the shifting focus on sales reps and any friction or opportunities that you may have had seen so far from that front?
Erez Antebi (President and CEO)
I'm not sure I fully understood the question. You mean why would we decide to stop using it as a metric for sales people? Or...
Matt Dezort (Senior Equity Research Analyst)
Yeah, both internally and externally. My understanding was going to be the two, yeah, about sales reps, but no longer the case.
Erez Antebi (President and CEO)
Look, we invented, if you like, the MAR metric a few years ago because we thought it would present a good metric to measure the long-term revenues or revenues at all that could be achieved from a certain operator. It turned out, as we discussed several times in previous earnings calls, that while it could be a good indication for long-term potential for the first, I don't know, for the first few years, it's not a good indication for the short-term revenue because it doesn't bring into account the timing of the launch. It does not bring into account how aggressive the launch will be in terms of go-to-market.
It does not bring into account how into which segments of the operator's customer base the service is being launched, et cetera. When we looked at it again this year and figured out, okay, where do we want our sales people to focus on, we came to the conclusion irrespective of the MAR, right? We came to the conclusion we want them to focus on a relatively smaller number of opportunities that have a higher probability of generating significant revenues. Now, once you do that, then there is no point in just giving them a number to meet, like an MAR number or like, you know, if they're selling DPI system, you need a CapEx number, a certain booking number.
Rather we want to pinpoint them and tell them, "Okay, you're a salesperson in country X. These are the two or three deals that we expect you to go after, and we expect you to win one of them." It's not go after whichever operators you want and sign them on a contract. We're telling you which operators we want you to go after. That means that the MAR is no longer a relative, a reasonable metric to measure the salespeople by, because we're giving them much more concrete instructions on which operators to go after. Since we're not going to measure it internally, then there's no point in measuring it externally as well. Hello?
Operator (participant)
The next question is from Marc Silk of Silk Investment Advisors. Please go ahead.
Marc Silk (Founder and Portfolio Manager)
Thanks for taking my questions. You mentioned some CCaaS deals that were signed at the end of the year and into this year. Are those recent deals part of the new strategy or, as far as, you know, what you've been talking about?
Erez Antebi (President and CEO)
I would say that one of them is. One of them has been in the pipeline for a very long time, so I can't tell you, I can't attribute a new strategy to it. It just finally closed.
Marc Silk (Founder and Portfolio Manager)
After one in the pipeline, you're gonna basically say, you know, is it just gonna be like the old thing or is it gonna be like, you know, this is we need a commitment to go to, go to market? That is kind of my point.
Erez Antebi (President and CEO)
We, I think we have even though we don't, in this case, we don't have contractual commitments on the go-to-market, but I think we have a very good understanding how the go-to-market's going to happen. We spent a lot of time on negotiating that and getting that down to a very good understanding that we're satisfied with.
Marc Silk (Founder and Portfolio Manager)
I'm trying to figure out how you get to profitability in 2024, and I know you mentioned continued cost cutting. You know, you talked about CCAS expectations, but I think the investors who are on the sidelines, and myself as well, need more concrete maybe points in 2023. What should we be looking for this year, deal signed in 2023 that relate to revenue in 2024, you know, as far as the DPI and CCAS?
Erez Antebi (President and CEO)
Look, I think what we should be looking for in 23 is we should be looking for, especially in terms of CCaaS, one is a new deal signed, but more importantly, new launches of deals that we have already signed or are about to sign and that will start showing some revenue in 23, but should show significant revenue in 24. I think that's the main one I would look for. Of course, we look for DPI deals and to see. You know, we measure whether or not we're able to increase our backlog by the end of the year or not. Ziv, do you want to add to that?
Ziv Leitman (CFO)
Not much. Generally speaking, we will have three sources to getting profitability. As we said, one is expense control, the other one is the CCaaS, and the third one, from the CapEx deal, we can expect maybe an increase of a few percentages. Hopefully, we'll be able to bring more business in 2023, and not necessarily all of it will be recognized in 2023. These are the sources for our plan to be profitable in 2024.
Marc Silk (Founder and Portfolio Manager)
Okay. On the traffic management, which is gonna be flat or down 5% or 10%, I know a lot of it has to do with the waves, et cetera. It sounds like your biggest opportunity is in 5G or in, you know, replacing an incumbent. I know it's hard to say now, but are you expecting more acceleration in 2024 in that area?
Erez Antebi (President and CEO)
I think you are right that it's hard to say now. I would hope. I can't even say expect. I am, at this point, I'm hoping that 5G standalone networks start getting deployed at a much larger scale than they have so far. These networks have been talked about, and these new core networks for 5G have been delayed and delayed in many places. When they start, when they finally start being deployed, I think it will generate significant new opportunities for DPI. Now, will that happen in 2024? I'm hopeful that it will do, but I've at this point, I cannot say that I know or estimate even that it will. I'm hoping it will.
Marc Silk (Founder and Portfolio Manager)
All right. A general question. Would you say there's more potential in DPI now than there might have been, you know, four or five years ago, mostly 'cause of the 5G opportunity?
Erez Antebi (President and CEO)
Yeah. I would say not yet. The 5G opportunity is still not materializing. I think that once it will materialize, it will create. It should create a growth in the market and opportunity. Yes. At some point, it will materialize. I don't know the timing of it.
Marc Silk (Founder and Portfolio Manager)
Okay. The point I'm getting to, it's frustrating when one of your competitors got bought out several years ago at almost 3x revenue, which just that difference alone gets your stock price above $7. You know, a piece of the parts, it seems that, you know, maybe people don't believe you're gonna get to profitability. Let's hope you can do it, and good luck.
Erez Antebi (President and CEO)
Thank you.
Operator (participant)
The next question is from Rory Wallace of Outerbridge. Please go ahead.
Rory Wallace (Founder and Managing Partner)
Hi, Rory Wallace and Ziv Leitman. Sort of a tale of two divergent businesses here on this call. I'm wondering if we start with the DPI business first. You made comments that you don't think that this market is in contraction and that you're not losing market share, but the business was about $140 million two years ago, and it's gonna be around $100 million based on the guidance you put out this year. I wonder if you can just sort of help us think through what could be going on. I think you provided some decent explanation already, but just to give us comfort that the reason this decline's happening isn't because there's some sort of, you know, really secular issue with the DPI space.
Ziv Leitman (CFO)
When you compare the number to two years ago, there are a few reasons why now the revenue is lower. The first one is that, two years ago, we had revenue from 5G Network. As was explained by Erez in the previous conference call, this product is relevant for 5G networks. I mean, 5G core networks. Since we don't have so many of them, we said that only in the future we see more opportunity. This is number one. The second reason that, two years ago, we had a relatively large CapEx deal from security, which is not part of our strategy. We like all the security deal to be in the CTAS business model. Two years ago, we had a few deals of CapEx.
This is the second reason. The third reason is the currency fluctuation, which the euro, some other currency were stronger two years ago than the current rate. As we said, because of the war in Europe, there are a few billions of dollar of deals that were hopefully just postponed and not cancelled. The delay that Erev was speaking about.
Rory Wallace (Founder and Managing Partner)
Okay. Then-
Ziv Leitman (CFO)
In addition, what Erev discussed before, the enterprise business that now the revenues are lower than 2021.
Rory Wallace (Founder and Managing Partner)
Yes, sure. On that-
Ziv Leitman (CFO)
altogether, there are like seven reasons for the revenue reduction. It's not just one reason.
Rory Wallace (Founder and Managing Partner)
Got it. With the enterprise business, I think that's been running around $5 million or $6 million a quarter. Are you expecting that to be dramatically lower this year? I know you said the Broadcom impact has peaked, but I'm trying to understand this, especially this $20 million guidance for Q1, because if I take the maintenance run rate that you have, which is around $10 million a quarter, and then, you know, kind of layer in some enterprise and CTAS, it looks like the CSP, the sort of lumpy CSP deal business is being guided to basically zero for Q1.
I wanna understand if, A, my methodology is correct, and B, is that reflective of you trying to provide us an outlook that is going to be appropriate and conservative, or is this really that, there's no CSP business that's gonna ship this quarter?
Ziv Leitman (CFO)
Basically, your logic is correct, which means the CSP business, which is expected for Q1, is relatively low.
Rory Wallace (Founder and Managing Partner)
Got it. Your backlog and bookings were flat for the year. You know, I think, you know, roughly unchanged, maybe plus or minus 1% or 2%.
Ziv Leitman (CFO)
Yeah. Booked to bill was around one.
Rory Wallace (Founder and Managing Partner)
Book-to-bill was 1. Q1 revenue is being guided down 33%. I'm just trying to understand, you know, a little bit better sort of what... There was a call back in Q3 where there was a preliminary outlook that was given for 10% growth, give or take. You know, obviously the BPI business is now being guided down 10%, which is impacting the outlook. I just want to understand, did something change dramatically in the last 90 days, or maybe are you know... Anything you can add to kind of give us more color?
Ziv Leitman (CFO)
Go ahead. I would say it's mainly related to the general business environment and the delays that we see in the market. It's not because we see that we are losing market share. We are not losing market share, as far as we know. Just the general business environment, everything takes more time, and we see delays in projects. This is the main reason. We think that in Q1, the amount of deals that we will be able to recognize revenue are relatively low with the CSP.
Rory Wallace (Founder and Managing Partner)
Okay. In terms of the resellers and the accounts receivable, that you called out being up $10 million, is that something that's with, you know, relatively large and solvent customers? You know, are you expecting that you'll be able to collect those down in the first half of the year and start to bring that working capital back in line?
Ziv Leitman (CFO)
We are expecting to collect, those amounts in the coming months.
Rory Wallace (Founder and Managing Partner)
Okay. Switching to more, you know, positive subject matter, but with the CTAS business, it was encouraging to see the 30% sequential growth. I was wondering how much of that came from Taiwan Far EasTone? I know it launched pretty late in the quarter, so did it really impact that run rate materially, or is that really not in this quarter?
Erez Antebi (President and CEO)
There was an impact of FTC, but, and I don't know what is the significant. There was an impact.
Nehal Chokshi (Managing Director and Senior Equity Research Analyst)
Okay.
Erez Antebi (President and CEO)
It's not the reason for the entire impact.
Rory Wallace (Founder and Managing Partner)
Got it. With, sort of the large deals that you've won, the tent pole projects, you know, from Verizon to the Vodafone HomeSecure to some of the other tier ones that you've announced, do you have good confidence that some of these deals are launching this year, and that, you know, we'll be able to actually see, these networks running and use the products ourselves in some cases if we're in the U.S. or Canada and, you know, wanna actually, try these products? I think it would be, you know, very positive for shareholders and for the broader company to actually get some exposure via, obviously Verizon launching or some of these other tier ones launching. Do you think that's something we can actually expect in 2023?
Erez Antebi (President and CEO)
You know, we would like them to launch everything tomorrow morning, obviously. They have their own plans, and because it's a competitive environment and this is a new service that they plan to launch, unfortunately we can't share what their plans for launch are, neither the timing nor pricing or anything like that. We'll just have to wait and see.
Rory Wallace (Founder and Managing Partner)
Okay. Thanks a lot.
Operator (participant)
If there are any additional questions, please press star one. If you wish to cancel your request, please press star two. Please stand by while we poll for more questions. There are no further questions at this time. Mr. Antebi, would you like to make your concluding statement?
Erez Antebi (President and CEO)
Yes. Thank you, operator. I want to thank everyone for joining the call, and I want to thank you for your support in Allot, and I look forward to seeing you in the next conference call or before, perhaps meet you someplace. Thank you very much.
Operator (participant)
Thank you. This concludes the Allot fourth quarter 2022 results conference call. Thank you for your participation. You may go ahead and disconnect.