Quantum - Earnings Call - Q1 2026

Executive Summary

• Q1 FY2026 revenue of $64.286m declined 11% YoY and was down from Q3 FY2025; gross margin compressed to 35.3% on higher inventory provisions and import tariffs, driving adjusted EBITDA to -$6.5m and adjusted EPS to ($1.58). Versus S&P consensus, revenue ($70.069m*) and EPS (−$0.435*) both missed materially as tariffs and EoL inventory provisioning weighed on profitability (see Estimates Context).
• Management guided Q2 FY2026 revenue to $61m ± $2m, non-GAAP OpEx to $27m ± $2m, adjusted EPS of ($0.26) ± $0.10, and adjusted EBITDA ≈ breakeven, signaling aggressive cost actions flowing through despite modest top-line outlook.
• Balance sheet/liquidity actions: revolver fully repaid and terminated; ~$83m raised via SEPA with Yorkville; term debt $104.3m; net debt trimmed to ~ $66.8m; company expects progress on term-debt restructuring before next call.
• Governance/controls backdrop: CFO resigned; Q1 10-Q filing was delayed (Nasdaq notice) and company is finalizing a Q3 FY2025 restatement expected to reduce revenue by ~$3.9m; management reiterated no indication of fraud.

What Went Well and What Went Wrong

• What Went Well

  • Executed liquidity and deleveraging steps: revolver balance taken to $0 at quarter-end and facility terminated; cash and restricted cash increased to $37.5m; net debt reduced >40% vs FY2025 end through SEPA proceeds.
  • Clear cost-down trajectory: non-GAAP OpEx was ~$30.0m in Q1 with Q2 guided to ~$27m ± $2m; Q2 adjusted EBITDA targeted at breakeven as restructuring benefits materialize.
  • Commercial/product focus sharpened under new CEO: push to re-accelerate DXi (all-flash dedupe launch), reinvigorate StorNext (Ethernet IP), and expand ActiveScale cold storage positioning for AI-era archiving; channel restructuring underway, especially in APAC.
  • Quote: “We are strengthening our financial foundation, sharpening sales execution, deepening our partner ecosystem and innovating across our portfolio… I’m confident in our path” — CEO Hugues Meyrath.

• What Went Wrong

  • Top-line and profitability underperformed: revenue fell to $64.286m and gross margin dropped to 35.3% on higher inventory provisions and import tariffs; adjusted EBITDA negative $6.504m.
  • Consensus miss: Q1 revenue and EPS (adjusted) were below S&P Global consensus; only two estimates contributed, but the magnitude of the miss was significant (see Estimates Context).
  • Controls/filing overhang: delayed 10-Q led to Nasdaq notice; pending restatement of Q3 FY2025 revenues (~$3.9m decrease) maintained uncertainty, though no fraud indicated; CFO resignation adds transition risk.

Transcript

Operator (participant)

Good afternoon and welcome to Quantum Corporation's Fiscal First Quarter 2026 Financial Results Conference Call. At this time, all participants are in a listen-only mode. At the conclusion of today's conference call, instructions will be given for the question-and-answer session. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference call is being recorded today, Wednesday, September 10th, 2025. I would now like to turn the call over to Tara Ilges, Quantum's Vice President of Corporate Affairs. Tara, please go ahead.

Tara Ilges (VP of Corporate Affairs)

Good afternoon, and thank you for joining today's conference call to discuss Quantum's First Quarter Fiscal 2026 financial results. With me on today's call are Hugues Meyrath, Quantum's CEO, and Laura Nash, Chief Accounting Officer. Following management's prepared remarks, we will open the call to questions from analysts. Before we begin, I would like to remind you that comments made on today's call may include forward-looking statements. All statements other than statements of historical fact should be viewed as forward-looking, including any projections of revenue, margins, expenses, Adjusted EBITDA, Adjusted Net Income, cash flows, or other financial, operational, or performance topics. These statements involve known and unknown risks and uncertainties that we refer to as risk factors. Risk factors may cause our actual results to differ materially from our forecast.

For more information, please refer to the detailed descriptions we provide about these and additional risk factors under the risk factors section in our 10-Qs and 10-K filed with the Securities and Exchange Commission. The company does not intend to update or alter forward-looking statements once they are issued, whether as a result of new information, future events, or otherwise, except where required by applicable law. Please note that today's press release and management statements during today's call will include certain financial information in GAAP and non-GAAP measures. We will include definitions and reconciliations of GAAP to non-GAAP items in our press release. With that, it's my pleasure to turn the call over to Quantum CEO Hugues Meyrath.

Hugues Meyrath (CEO)

Thank you, Tara, and good afternoon to everyone. Thank you for joining us on our first fiscal quarter and business update conference call. I'm pleased to be joining you for my first investor call as Quantum CEO. It's an exciting time to lead the company as I believe Quantum is on the cusp of a new chapter in its transformation journey. With over 30 years of experience in the networking and data storage industry, as a supplier to Quantum, an employee, a competitor, and a board member, I've interacted with this company from every angle, and my career spans from my early beginnings in the disk drive and tape drive business as a supplier to Quantum to holding executive roles at EMC's backup and recovery services, as well as Juniper Networks and Brocade.

This knowledge and direct experience gave me a unique perspective to step into the role and begin taking decisive action toward our goal of improving our financial position and sales execution. Before diving deeper into the business and go-forward strategy, I'd like to first turn the call over to our Chief Accounting Officer, Laura Nash. Laura has been with Quantum since 2019, initially serving as our controller before being named Chief Accounting Officer in 2023. She'll walk through a brief overview of our recently reported financial results, and then I'll talk more about the steps I've taken since my appointment to improve our go-to-market strategies and operational initiatives. Laura, please go ahead.

Laura Nash (Chief Accounting Officer)

Thank you, Hugues. Good afternoon to those joining us on the phone and webcast. I will provide an overview of the company's GAAP and non-GAAP financial results for our First Fiscal Quarter 2026, ended June 30th, 2025. Before I begin, I would like to emphasize that all comparisons to financial figures in prior periods reflect the company's recent restatement of financial results, as well as certain revisions to immaterial misstatements of previously published quarterly financial results for Fiscal Year 2025. Revenue in the quarter was $64.3 million, compared to $61.3 million in the Fiscal Fourth Quarter of 2025 and $72.3 million in the prior year First Quarter. The decrease in revenue primarily reflects a shift in product mix as we've continued to transition towards a higher-value business.

Backlog at the end of the First Quarter was approximately $10 million, which is at the higher end of our target run rate of $8 million-$10 million. GAAP gross margin for the First Quarter was 35.3%, compared to 39.6% in the Fourth Quarter and 37.4% in the Fiscal First Quarter of 2025. The sequential and year-over-year decrease in gross margin is primarily attributable to an increase in our inventory provisions for certain end-of-life product, in addition to import tariffs incurred during the quarter. This was partially offset by improvements in operational efficiency in our service organization. GAAP operating expenses for the First Quarter were $35.3 million, compared to $35.8 million in the prior quarter and $43.9 million in the year-ago quarter.

The $8.6 million year-over-year decrease in operating expenses primarily reflects the significant non-recurring accounting and legal expenses incurred in the year-ago quarter associated with the company's previously completed restatement of financial results for the prior fiscal years ended March 31st, 2022, and March 31st, 2023. Operating expenses on a non-GAAP basis for the First Quarter were $30 million, compared to $29.4 million in the Fourth Quarter and $30.8 million in the year-ago quarter. While the company did realize savings due to restructuring plans executed in Fiscal 2025 and the First Quarter of 2026, these savings were largely offset by increases in the cost of compliance relating to auditing and legal fees.

GAAP net loss in the first fiscal quarter was $17.2 million, or a loss of $1.87 per share, compared to a net loss of $7.7 million, or a loss of $1.26 per share in the previous quarter, and a net loss of $19.9 million, or a loss of $4.15 per share in the year-ago first quarter. The reduction in GAAP net loss compared to the year-ago quarter was largely driven by the aforementioned cost of restatement. Non-GAAP loss for the first quarter was $14.5 million, or a loss of $1.58 per share, compared to a net loss of $12.3 million, or a loss of $2.01 per share in the prior quarter, and a net loss of $7.6 million, or a loss of $1.59 per share in the same quarter a year ago.

The higher non-GAAP net loss for the quarter reflected a combination of lower revenues coupled with the increased inventory provision and increased import tariffs previously discussed. Adjusted EBITDA for the First Quarter was a -$6.5 million, compared with a -$3.9 million in the Fiscal Fourth Quarter and a -$2.2 million in the prior year quarter. The lower adjusted EBITDA for the Fiscal First Quarter was primarily a result of factors that contributed to the previously mentioned higher net loss. Turning to an overview of debt and liquidity at quarter end, cash, cash equivalents, and restricted cash at the end of the First Fiscal Quarter were approximately $37.5 million. Total outstanding term debt at quarter end was $104.3 million.

During the quarter, the company utilized proceeds from the sale of shares through its existing standby equity purchase agreement with Yorkville Advisors to pay down the full outstanding balance of its previous revolving credit facility. As a result, there was no outstanding balance on the revolving credit facility as of June 30th, and the company subsequently terminated this credit facility on August 13th, 2025. At the end of the quarter, the company's net debt position was approximately $66.8 million, representing a reduction of more than 40% from the net debt position at the end of Fiscal 2025. Now turning to the company's outlook for the Fiscal Second Quarter of 2026. Revenue for the Second Quarter is expected to be approximately $61 million, ±$2 million.

We expect a significant reduction in Second Quarter non-GAAP operating expenses to approximately $27 million, ±$2 million, reflecting the anticipated realized benefits from our most recent cost reduction actions. As a result, non-GAAP adjusted net loss per share for the Fiscal Second Quarter is anticipated to be -$0.26, ±$0.10 per share, based on an estimated 13.3 million shares outstanding. Adjusted EBITDA for the Fiscal Second Quarter is expected to be approximately break-even. With that, I'll now hand the call back to Hugues.

Hugues Meyrath (CEO)

Let me now outline our path forward and areas of operational focus. Since my appointment in early June, I've been dedicating a significant portion of my time to conducting in-depth reviews of the business operations with our internal teams, as well as meeting with key customers and partners. Quantum has a solid foundation of high-value assets with a tangible opportunity to improve sales distribution and execution as part of a bolder product-first approach. The company's solutions and roadmap are very well aligned with growth trends in AI, media and entertainment, data protection, and long-term archiving. I believe in operating with transparency, honesty, and urgency. I expect the same from our team. We need to be clear about the work ahead, honor our commitments, and move quickly to deliver results. That's the standard I hold myself to and the standard I expect across the organization.

In my first 90 days, we've taken critical steps. We established a new board operating plan. We raised funds to improve our financial position, reduced operating expenses, and right-sized the organization to align with current revenue and growth. These were not easy decisions, but they were necessary to stabilize the company and strengthen its financial position to improve EBITDA results and achieve positive cash flow. We've also strengthened our executive team and board with accomplished leaders who bring the expertise we need to guide this next chapter. As a first step, I recruited Tony Craythorne as Chief Revenue Officer. Tony brings more than 25 years of executive sales and marketing experience across the U.S., Europe, and Asia at companies that include Index Engines, Zadara, Komprise, Brocade, and Hitachi Data Systems. Having worked with Tony before, I know he brings discipline and energy to scaling sales organizations.

We also appointed Gregg Pugmire as Vice President of Americas Sales. Gregg has more than 30 years of experience delivering high-impact solutions across storage, cloud, and software. His customer-first leadership style makes him the right person to lead our sales execution across the U.S., Canada, and Latin America. We added two highly accomplished board members. Tony Blevins brings over 20 years of experience in supply chain management and operations at Apple and IBM. And Tony was named the 2022 Captain of Industry by the International Institute of Industrial and Systems Engineering. Jim Clancy brings more than 30 years of sales leadership in data protection and cyber recovery at Dell and EMC and will help us refine our sales and go-to-market model. With these additions, our board is now aligned with each part of the business, including R&D, finance, sales, operations, and supply chain, bringing greater oversight and guidance.

As you likely noted, we recently terminated our outstanding revolving credit agreement after paying down the outstanding balance. In addition, we continue to make progress with our current lenders with respect to potential transactions to restructure our remaining outstanding term debt. We expect we will be in a position to announce something more definitive before our next earnings call. As a key step towards this goal and to improve overall liquidity, we've raised approximately $83 million in new capital from the previously announced standby equity purchase agreement through our partner, Yorkville Advisors. This has been a highly successful partnership and equity vehicle, providing immediate access to capital in support of our ongoing operations while also strengthening our balance sheet. With this stronger foundation in place, our attention is now squarely on product and sales-level execution.

In sales, this means sharpening our discipline, using metrics and numbers to guide decisions, and building a culture of accountability. We are restructuring teams to align with our growth model and ensure every part of the sales process, from forecasting to customer support, operates with precision and discipline. At the same time, we're placing a greater focus on our channel partners. We are giving more attention to our top partners in each region, helping them cross-sell and upsell across the portfolio and providing stronger incentives. We're also bringing in new partners that specialize in data protection and cybersecurity, key areas of growth for us. And we already made swift changes in APAC, adding new distributors in South Asia, India, and China to expand our reach, strengthen support, and drive increased sales in fast-growing markets.

As we build momentum, our portfolio remains one of the greatest strengths, and we're focusing our resources on the solutions where we deliver the most differentiated value. This quarter, we launched two new DXi T-Series models that deliver the industry's first 1U all-flash deduplication appliances, offering up to 480 terabytes and built for fast recovery. These extend our award-winning T-Series line and position us to capture share in a multi-billion-dollar backup market. At the same time, the explosion of AI and data growth is fueling unprecedented demand for cold storage and long-term archiving at the lowest possible cost. Quantum is uniquely positioned to meet this need. We provide not only the fastest primary storage for AI and media and entertainment workflows, but also the lowest-cost archiving solutions used today by most of the world's largest hyperscalers.

ActiveScale Cold Storage and the Scalar i7 Raptor tape library give customers unmatched price performance and scalability, anchoring our long-term archive strategy and meeting the data challenges of the AI era. We are also turning our attention to StorNext, reinvigorating one of Quantum's most trusted solutions and the gold standard in media and entertainment for performance, scalability, and reliability. Customers can now connect however they prefer, Ethernet IP or Fibre Channel, without sacrificing performance. Our Ethernet-based parallel client delivers aggregate read performance of up to 90 gigabytes per second, making StorNext one of the most capable shared storage systems for modern creative workflows. Just as important as the products themselves is how we develop them. We're building a tighter cycle of feedback between sales and product so that the voice of customers and their specific use cases flow directly into development.

This ensures we're targeting the right markets, aligning our roadmap with real-world demand, and delivering solutions that drive adoption and revenue. That closed loop of listening, building, and executing will be central to how we operate going forward. In closing, our focus both inside and outside the company comes down to three things: integrity, ownership, and urgency. We will do what we say we will do, take full responsibility for our commitments, and move quickly to achieve results. The decisive steps we've taken in my short tenure are only the beginning. We are strengthening our financial foundation, sharpening sales execution, deepening our partner ecosystem, and innovating across our portfolio. While there is more work to do, I'm confident in our path and our ability to deliver long-term value for our customers, partners, employees, and shareholders.

With that, I will now turn the call over to the operator for the Q&A session.

Operator (participant)

Thank you. At this time, we will conduct our question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate that your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we pull for questions. Our first question comes from Eric Martinuzzi with Lake Street Capital Markets. Please state your question.

Eric Martinuzzi (Senior Research Analyst)

He was curious to know if there was a change in strategy at all planned. I noticed you went through kind of the product mix that we're all familiar with. You talked a little bit about the DXi and the tape libraries. Any change in emphasis or go-to-market with products such as Myriad or ActiveScale, or is it kind of, "Hey, this is the product portfolio. Let's go out and sell what we've got"?

Hugues Meyrath (CEO)

Thank you for the question, Eric. Well, first, we have to sell what we have, right? I mean, DXi has been in the portfolio for a long time, so is ActiveScale Cold Storage? I do believe we have tons of opportunities with DXi. As you can see, like Jim Clancy joined the board from the Dell side and has plenty of experience with Data Domain. So we're going to push DXi hard the next few quarters because we feel we're underperforming and there's an opportunity for us. ActiveScale Cold Storage, I think, is a great product as well. People will need very affordable solutions for long-term data retention. So we feel like it's also a place where we can do a lot more. Tony and I, Tony Craythorne and I spend a lot of time on the road talking to channel partners and customers.

And StorNext, the last two, three years, has been underinvested into, so we're heading over to IBC in Europe, but we're making changes to StorNext. We're pushing the Ethernet IP version of StorNext right now, which is very demanded. So we feel like StorNext requires more investments and a push in the Ethernet IP side of the business. And we feel that's closer to what the channel partners and customers want. So these are some of the immediate things we're going to do. In the longer term, you can expect to see us refine the portfolio and the solutions. So it's a little bit early to go there, but if not, let's go focus on those.

Eric Martinuzzi (Senior Research Analyst)

Got it. And you mentioned some of the management changes as well as the changes on the board. Are we filling other open positions that you're looking to fill as far as your direct reports go?

Hugues Meyrath (CEO)

We've changed a lot right now, so there may be a tweak or two, but I don't expect some radical changes going forward at this point. We've tried to be very swift in the changes we've made so we don't disrupt the business too much. It's a lot to change a management team. It's sometimes a little bit confusing for some of the customers or partners, but the reception was very, very warm. I think everybody was very collaborative, and everybody's on Quantum's camp, so I feel very confident that we're on the right path right now, and we have a very strong management team.

Eric Martinuzzi (Senior Research Analyst)

Okay. And then last question for me is on the operating expense. You mentioned a recent restructuring. So bridge me from the $30 million of Non-GAAP operating expense that we had last quarter to the $27 million midpoint. Did all of that change take place July 1? So we're going to see 30 become 27 kind of overnight, or is there a chance this kind of rolls into Q3, Q4?

Hugues Meyrath (CEO)

Yeah. I mean, I've already answered that, but we've made a lot of changes. There are some restructuring expenses. Some of the headcount is also transitioning out over a few months, so she can help with more details on that.

Laura Nash (Chief Accounting Officer)

Yes, absolutely. So there have been certain restructuring events that have happened in fiscal Q1 as well. Those, coupled with the changes that happened in early July, are expected to materialize in fiscal Q2 to a large extent, which is causing the expected changes in our operating expenses. Also, there are some additional costs we incur during our fiscal Q1, which are not likely to repeat in our fiscal Q2, but are in a more run-rate business.

Eric Martinuzzi (Senior Research Analyst)

Got it. Thanks for taking my questions, and good luck.

Laura Nash (Chief Accounting Officer)

Thank you.

Hugues Meyrath (CEO)

Thank you.

Operator (participant)

Your next question comes from Nehal Chokshi with Northland Capital Markets. Please state your question.

Nehal Chokshi (Managing Director)

Yeah. Thank you. And good to see that your overall debt's been reduced, the revolvers specifically, and that your net debt significantly reduced here through the use of SEPA. For the term debt that you do have, can you remind us what's the interest rate on it and how much of that is paid in kind?

Laura Nash (Chief Accounting Officer)

We make full.

Nehal Chokshi (Managing Director)

We make full.

Laura Nash (Chief Accounting Officer)

Yeah. Thank you. Sorry. Thank you for your question. Yes. We make full disclosure of that in our 10-Q, and that will be included in our footnote for the 10-Q.

Nehal Chokshi (Managing Director)

Okay, and is that filed now, the 10-Q?

Laura Nash (Chief Accounting Officer)

Excuse me. Sorry. Can you repeat the question?

Nehal Chokshi (Managing Director)

Has the 10-Q been filed for the June quarter yet?

Laura Nash (Chief Accounting Officer)

The 10-Q will be filed shortly.

Nehal Chokshi (Managing Director)

Got it. Okay. And then I think Eric asked this question, but I'm going to ask it in a slightly different way. Based on the EBITDA guidance, which is going to improve from a -$6.5 million from the June Q to which we're going to break even for the September quarter on a midpoint $3 million QoQ revenue decline, does that presume basically a flatter gross margin QoQ?

Laura Nash (Chief Accounting Officer)

Yes. So we do have certain one-time expenses in our current gross margin, including the inventory provision for certain end-of-life product. While the expected impact of tariffs we are anticipating will continue, we're expecting a gross margin more in line with our fiscal Q2 2025 in our guidance. However, we would like to caution that does depend on our revenue mix. As we see increases in hyperscaler activity, that does impact our gross margin as well as the macroeconomic environment.

Nehal Chokshi (Managing Director)

Okay. And it sounds like the actual non-GAAP OpEx, you're expecting that to be about flatter QoQ as well from June Q to September quarter?

Laura Nash (Chief Accounting Officer)

From June quarter to September quarter, we are expecting a decline in our OpEx. This is due to the realization of the restructuring activities that happened early in the quarter, as well as some run-rate expenses that are seen in Q1 that we are not expecting to occur in Q2.

Nehal Chokshi (Managing Director)

Okay. So that's like what about a $6 million-$9 million Q to Q decline in OpEx then?

Laura Nash (Chief Accounting Officer)

From a GAAP OpEx perspective, we have not guided that number. However, from a non-GAAP perspective, we're anticipating approximately a $3 million decline.

Nehal Chokshi (Managing Director)

Great. Thank you. Okay. All right. And then what is the typical seasonality for a September quarter? And any reasons for any divergence from what is typical seasonality?

Laura Nash (Chief Accounting Officer)

I'll take that one. So thinking about our seasonality, we experience our peak ordering in our fiscal Q3. We do see some strong business in our fiscal Q2. However, we believe that the guidance we have put out is accurate, and we are not expecting any deviations from kind of our normal experience.

Nehal Chokshi (Managing Director)

Okay. I feel like from fiscal year 2018 to fiscal year 2023, typically fiscal Q2 was up QoQ, and that may have had a lot to do with federal vertical buying. I'm not sure. Is that correct?

Laura Nash (Chief Accounting Officer)

Yes. We do see the Fed year-end hitting in our fiscal Q2. That is correct.

Nehal Chokshi (Managing Director)

Okay. But from your lens of perspective, that doesn't typically produce an overall Q2 increase in revenue?

Laura Nash (Chief Accounting Officer)

That does depend quarter over quarter and year over year. So as I said, we're expecting the guidance that we've put out to be accurate.

Nehal Chokshi (Managing Director)

Yep. Absolutely. I would expect that as well. Okay. And then I'm sure this will be disclosed in the 10-Q, but if you could disclose it now, the segment data?

Laura Nash (Chief Accounting Officer)

Yes. That will be provided out in Q2. That will be in our footnote 12.

Nehal Chokshi (Managing Director)

Okay. All right. Hughes, you mentioned that you want to be pivoting to areas in the market where you believe Quantum delivers the most value. Can you detail what are those areas where you believe Quantum has the most differentiated products here?

Hugues Meyrath (CEO)

Yeah, for sure. First, like I said earlier, I do feel like we have a given right to play in the DXi space because we actually invented data dedupe. So I think we took it for granted for a long time and just left this asset on the line for a bit. But with our recent products that have a 1U flash-based, extremely fast, both from backup and instant recovery, I feel like we have a great solution. I would say the tape market is interesting, right, and ActiveScale cold storage as well. We've been behind a lot of the hyperscalers. And I do believe that going forward, you can look at AI, you can look at the media entertainment space. Everybody's going to go see a lot of data growth in the next two, three years. And people are concerned about the spend.

From what we can see, people are looking back at tape with a different eye right now. We have different technology for tape. We have erasure coding. We have all types of security behind it. We can present tape as a pool of storage through ActiveScale Cold Storage, which makes it very easy to use. When I was talking to all the channel partners and customers, unexpectedly, ActiveScale Cold Storage became this really interesting topic to everybody that's struggling with cost right now. I think that's something we need to put some strong execution behind. We have great customers at Quantum.

Unfortunately, I can't give the list of all the customers, but if you watch TV, if you have a favorite sports team, a TV show, a movie, or if you store files in the cloud, everybody's using Quantum one way or another, and you just don't know it, right? So I feel like we have a strong story. We have great customers. We need to figure out how to upsell and cross-sell through those great customers we have. And with the restructuring in sales and the team, we're now super motivated to go to those customers and ask for a fair share of the business. So I feel really optimistic about that.

Nehal Chokshi (Managing Director)

Okay. Great. Thanks for that detail there. On that first area that you talked about of the deduplication space, backup space, you guys have been out with your all-flash product, I think, for more than a year now. And if I recall, Quantum executives were pretty excited about initial demand indications there. Did that not transpire, or it's transpired, but it's just too small to be driving the top line here?

Hugues Meyrath (CEO)

Yeah. I think as we're going through the process right now, what we're finding out is our lead generation all the way to the conversion is not that great. We have to change the process, so we've consolidated sales and marketing right now into one group, so I think it's important right now that you don't have a sales and marketing finger-pointing. We're going to change the way we do lead generations. We've changed the sales compensation programs because there are gaps, and we can get excited, but if the salespeople don't get paid or the incentives are in the wrong places, then it just doesn't work as well, and we also have, frankly, to go build an enterprise channel for DXi, right? Quantum's been focused in North America mainly on media entertainment, so we're going to need new partners, and we're going to have to train them.

The whole flow, the whole process, anyway, from leads to sales compensations to partners to partners' best and everything is being retooled right now between Gregg Pugmire and Tony Craythorne.

Nehal Chokshi (Managing Director)

Okay. Great. Thank you for taking all my questions.

Operator (participant)

Thank you. And there are no further questions at this time. So with that, we will conclude today's conference. Thank you for connecting, and all parties may now disconnect. Have a good day.