Earnings Call Transcript - CRDO Q3 2023

Operator, Operator

Good afternoon, and thank you all for joining us today on our Fiscal 2023 Third Quarter Earnings Call. Joining me today from Credo are Bill Brennan, our Chief Executive Officer, and Dan Fleming, our Chief Financial Officer. I'd like to remind everyone that certain comments made in this call today may include forward-looking statements regarding expected future results, strategies and plans, future operations, and markets in which we operate, and other areas of discussion. These forward-looking statements are subject to risks and uncertainties that are discussed in detail in our documents filed with the SEC. It's not possible for the company's management to predict all risks, nor can the company assess the impact of all factors on its business, or the extent to which any factor or combination of factors may cause actual results to differ materially from those contained in any forward-looking statement. Given these risks, uncertainties, and assumptions, the forward-looking events discussed during this call may not occur, and actual results could differ materially and adversely from those anticipated or implied. The company undertakes no obligation to publicly update forward-looking statements for any reason after the date of this call to conform these statements to actual results, or to changes in the company's expectations except as required by law. Also, during this call, we will refer to certain non-GAAP financial measures, which we consider to be an important measure of the company's performance. These non-GAAP financial measures are provided in addition to and not as a substitute for or superior to financial performance prepared in accordance with US GAAP. A discussion of why we use non-GAAP financial measures and reconciliations between our GAAP and non-GAAP financial measures is available in the earnings release we issued today, which can all be accessed using the Investor Relations portion of our website. With that, I'll now turn the call over to our CEO. Bill?

Bill Brennan, CEO

Thank you, Dan. Good afternoon, everyone, and thank you for joining the call. During this call, I'll discuss Credo's fiscal year '23 third quarter results and our updated outlook, along with the industry trends and customer engagements that have us optimistic about our future growth. Credo is a pure-play high-speed connectivity company. We built our first solutions for the Ethernet market. Our current portfolio of high-performance and low-power connectivity solutions includes active electrical cables (AEC), integrated circuits (ICs), SerDes Chiplets, and intellectual property (IP). All of our product and IP solutions leverage our unique application-specific SerDes portfolio, enabling us to deliver optimized, secure, high-speed solutions with better power efficiency and cost. Our connectivity solutions address both electrical and optical applications at port speeds currently ranging from 50 gigabits per second up to 1.6 terabits per second. Our customers include hyperscale data center operators, networking equipment OEMs and ODMs, optical module manufacturers, and others in the Ethernet ecosystem. While we primarily serve the Ethernet market today, we continue to expand into other standards-based markets as the need for higher speed and more power-efficient connectivity increases exponentially. For Q3, Credo reported revenue of $54.3 million, representing a 6% sequential growth and a year-over-year growth of more than 71%. Additionally, we reported non-GAAP gross margin of 59.3%. Both revenue and gross margin were within our guidance for Q3. Prior to giving an update on our progress with our business, I would like to briefly discuss the 8-K we filed two weeks ago. We filed the 8-K because our largest customer reduced their near-term demand forecast for our products. We continue to believe the reduction is due to reasons unrelated to our performance, and that we've maintained our sole source position at this customer. This reduction in forecast, along with the overall macroeconomic headwinds in the market, will impact our revenue in Q4 and fiscal 2024. We strongly believe the fundamental connectivity technology trends remain consistent across the data infrastructure market. The need for speed, power efficiency, and collaborative problem-solving is ever-increasing. Our long-term financial model remains unchanged, and we remain optimistic about our growth opportunities, given our ongoing engagements in several advanced programs with our largest customer and other hyperscalers, as well as 5G carriers. Now moving on to an update on our overall business, beginning with AEC. During Q3, our growth was driven by our AEC solutions, a product category we pioneered and which continues to gain broad industry acceptance. Our growing list of AEC customers are migrating to AECs for short in-rack cable solutions for various reasons, including the limitations of alternative solutions and the unique tailored feature set of our products. As data center and other network operators migrate to higher speed lane rates of 50-gig or greater, AECs offer better signal integrity and physical attributes compared to DACs, and our AECs offer compelling benefits over AOCs across power, cost, and reliability. Additionally, our AECs offer functionality our customers can use to innovate on rack architectures for servers in both compute and AI/ML applications, as well as for disaggregated switch racks. Industry analysts expect AECs to become a multibillion-dollar market within four or five years, as AECs become the most prevalent solution for in-rack connectivity. While we'll be shipping reduced volumes to our largest AEC customer in the near term, we continue to engage with them on future programs on the roadmap for both compute and AI server racks and we remain confident in the strength of this relationship. I'm happy to report that Credo has begun the early stages of the production ramp with our second hyperscale customer. Although the detailed timeline of their volume ramp is still developing, we expect a meaningful contribution in fiscal 2024. We're also deeply engaged in developing advanced AEC solutions with this customer for their next-generation server rack and switch rack applications as they move to 100-gig single lane speeds. Additionally, we continue to make progress with other customers as well. We're in flow with two additional hyperscalers for switch rack and AI server rack applications, using both 400-gig and 800-gig AECs. While hyperscalers remain our primary focus, we're engaged in meaningful opportunities with other data center operators and 5G carriers. Regarding our progress on optical solutions, Credo also leverages our differentiated SerDes technology to deliver disruptive solutions to the optical market. In this category, we deliver a breadth of products across DSPs, laser drivers, and TIAs for 50-gig through 800-gig port applications. We've seen success thus far, securing wins with both optical module manufacturers as well as with hyperscalers directly through joint development models. While the time to achieve our volume production revenue ramp has shifted in the current environment, we continue to play the role of disruptor in the optical market. Our initial success has come with optical DSPs for the 200-gig and 400-gig port markets, and we're confident our recently introduced Dove 800 optical DSP provides considerable differentiation. Enabled by our superior SerDes technology, we remain confident we will gain share over time due to our compelling combination of performance, power, and cost. Credo will have a strong presence at the OFC conference in San Diego next week where we'll be showing several demonstrations with our Dove 800 family products. I look forward to seeing many of you there. Moving to our Line Card PHY solutions, Credo continues to extend our leadership in the Ethernet Line Card PHY market across hyperscalers and networking OEMs and ODMs. Our solutions include MACsec PHYs for high security applications needing encryption, as well as retimer and gearbox solutions at 50-gig and 100-gig lane speeds. Our recently announced 1.6T screaming Eagle Line Card PHY, which is a long-reach DSP retimer and gearbox, highlights our performance and power leadership in this product category. I will note that we've delivered the most power-efficient Line Card PHY solutions in the market using the 12-nanometer process. As we move to 5-nanometer, we expect to achieve a 40% decrease in power, forcing our competition to move to 3-nanometer to compete and as a result creating significant time to market and cost advantages for Credo. I would now like to give an update on our SerDes IP licensing and SerDes chiplet business. Our Q3 results were bolstered by revenue attributable to our lead consumer electronics customer and 56-gig Ethernet licensing. While our IP business is variable due to recognition rules and the IP sales cycle, our customer funnel is robust. Here too we have confidence in our growth prospects due to customer feedback. Customers have shared that our 5- and 4-nanometer 112-gig SerDes IP offers a 40% to 50% power advantage compared to the competition depending on the reach of their application. This again highlights our N minus one process advantage, which means to achieve the power efficiency of Credo's 5- and 4-nanometer IP solutions, customers would need to move to 3-nanometer if considering our competition. Finally, regarding the SerDes chiplet opportunity, market trends including the advancement of the UCIE consortium suggest that the SerDes chiplet market will become a meaningful long-term opportunity for us. Our leadership position in the SerDes chiplet market is evidenced by our multiple production revenue wins in this category including with Tesla and Intel. In summary, Credo remains laser focused on the large opportunity afforded us by our differentiated solutions in a market that's demanding higher speeds and better power efficiency. Our N minus one process advantage gives us a distinct advantage across multiple competitive axes, but maybe most importantly in power. Power efficiency is increasingly important and Credo can help our customers lower electricity consumption through the use of all of our products. Clearly, we're disappointed about the adjustment in the near-term outlook given the disruption with our largest customer. However, the feedback from that customer as well as from other customers and the additional developments I just discussed fuel our optimism about our growth prospects in the future. We remain committed to close customer collaboration, continued innovation, and the expansion of our solution portfolio to address the ever-increasing needs for higher bandwidth and more power-efficient connectivity solutions. At this time, I'll turn the call over to our CFO, Dan Fleming, who will provide additional details. We'll then open the line for questions. Thank you.

Dan Fleming, CFO

Thank you, Bill, and good afternoon. I'll first review our Q3 fiscal 2023 results and then discuss our outlook for Q4 of fiscal 2023. As a reminder, the following financials will be discussed on a non-GAAP basis unless otherwise noted. In Q3, we reported revenue of $54.3 million within our guidance range, up 6% sequentially and up 71% year-over-year. Sequential growth was driven by continued traction in our IP business, which reached $12.6 million in Q3, up 285% sequentially and up 145% year-over-year. IP remains a strategic part of our business, but as a reminder, our IP results may vary from quarter-to-quarter driven largely by specific deliverables to pre-existing contracts. While the mix of IP and product revenue will vary in any given quarter over time, our revenue mix in Q3 was 23% IP, above our long-term expectation for IP, which is 10% to 15% of revenue. We continue to expect IP as a percentage of revenue to come in above our long-term expectation for the current fiscal year. Our product business generated $41.7 million of revenue in Q3, down 13% sequentially and up 56% year-over-year. Year-over-year growth in product revenue was driven principally by AEC growth. With a strong IP result this quarter, our team delivered gross margin of 59.3% within our guidance range and up 438 basis points sequentially. Our IP gross margin generally hovers near 100% and was 98.2% in Q3. Our product gross margin was 47.6% in the quarter, down 496 basis points sequentially and down 585 basis points year-over-year due principally to revenue mix. Total operating expenses in the third quarter were $25.7 million, below the midpoint of our guidance and up 41% year-over-year, considerably below our 71% year-over-year revenue growth. Our OpEx increase was driven by a 53% year-over-year increase in R&D as we continue to invest in the resources needed to deliver innovative solutions. Our SG&A was up 26% year-over-year as we built out public company infrastructure. We delivered non-GAAP operating income of $6.7 million in Q3, an improvement of $5.3 million year-over-year and up 97% sequentially. Our operating margins were 12.3% in the quarter, an improvement of eight percentage points year-over-year and up 569 basis points sequentially due to top line growth that resulted in higher gross profit. We delivered net income of $7.5 million in Q3, an increase of $5.1 million year-over-year and up 208% sequentially. Cash flow used by operations in the third quarter was $2.3 million, a decrease of $4 million year-over-year and a decrease of $4.1 million sequentially due largely to an increase in inventory. CapEx was $6.9 million in the quarter, driven by production mask spending. Free cash flow was negative $9.2 million, a decrease of $8 million year-over-year and a decrease of $5.3 million sequentially. We ended the quarter with cash and equivalents of $233 million, a decrease of $7.5 million from the second quarter. This decrease in cash was a result of capital expenditures and working capital investments. Our accounts receivable balance decreased 16.6% sequentially to $43.2 million, while day sales outstanding decreased to 72 days, down from 92 days in Q2. Our Q3 ending inventory was $50.3 million, up $2.5 million sequentially. Now turning to our guidance. We currently expect revenue in Q4 of fiscal 2023 to be between $30 million and $32 million, down 43% sequentially at the midpoint. We expect Q4 gross margin to be within a range of 56% to 58%. We expect Q4 operating expenses to be between $26 million and $28 million. We expect Q4 weighted average diluted share count to be approximately 163 million shares. And finally, we expect fiscal year 2024 revenue to be flat compared to fiscal year 2023. And with that, I will open it up for questions.

Toshiya Hari, Analyst

Hi, good afternoon. Thank you so much for taking the question. I had two, if I may. The first one is on your largest customer. Bill, I just want to better understand what's driving the change in the near-term outlook here? Is it simply a push in the customers' timeline and projects, or are you seeing cancellations from them? Is it an inventory dynamic? I think in your prepared remarks you mentioned that you're confident that you're still sole source there. But any risk of a fundamental change of their infrastructure going forward?

Bill Brennan, CEO

Sure. So clearly, this is a complex customer that we're working with. We fundamentally believe it's a combination of two things. One is inventory that they're working through. I think there's a change in behavior coming off of the supply constraints that we saw over the past few years. And I think they're bringing their inventory levels down to more of a normal level. This is combined with other pockets of inventory that were built up within our supply chain. So I think that's the first factor. The second factor is really that they've seen pushouts in key programs, additional programs that use our AECs. There have been delays of qualification and pushouts due to various factors. I will reiterate that we have nothing to suggest that we're no longer a sole source position with this customer. We feel pretty confident about that. And we feel pretty confident that there are no technical issues with our products. So I think it really boils down to inventory as well as new SKU push-outs and delays.

Toshiya Hari, Analyst

Got it. And then as my second question on the fiscal 2024 outlook, maybe for Dan or Bill for that matter. So you're guiding to a flattish revenue outlook. Prior to the 8-K, I think the Street was modeling somewhere in the low $300 million range for revenue. So clearly, there's been a pretty significant change there. Can you sort of break out the individual sub-components, if you will? The drivers of that change the largest customer, the dynamics that you just talked about if it's a push. I guess I would think and I would hope some of that revenue materializes in the second half of fiscal 2024. But how are you thinking about that? Bill, you talked about your second AEC customer ramping in fiscal 2024. And then, obviously, you have a robust Line Card business, IP business as well. So can you talk through the individual components as you think about fiscal 2024?

Dan O'Neil, Analyst

Certainly. Let me start by discussing our largest customer. In our upcoming filing, you will see that they accounted for 52% of our revenue in Q3, which is an increase from 44% in the previous quarter. This indicates that our relationship with this customer is still growing. However, the recent forecast reduction alters that growth trajectory. Two weeks ago, we mentioned that about two-thirds of the FY 2024 reduction was tied to this largest customer, while the remaining third was a result of increased caution we are applying across the board due to prevailing macroeconomic conditions. Therefore, our largest customer remains significant for FY 2024. We also anticipate the second hyperscaler will ramp up throughout the year. Currently, we feel confident with the analyst estimates for the entire fiscal year 2024.

Toshiya Hari, Analyst

And sorry, one quick follow-up to that, Dan. The one-third of the fiscal year 2024 cut, are you baking in conservatism in your IP business as well, or is that primarily the product side outside of your largest customer?

Dan O'Neil, Analyst

You should consider it just kind of across the board.

Quinn Bolton, Analyst

Hey, guys. I wanted to follow up on questions around your largest customer. I guess at the end of the day, do you think the opportunity set for AECs has changed at that customer, meaning that the steady state revenue you thought you would get to say six months ago, do you still think you can get there? And I guess a related question, it seems like there may be some confusion in the application of your cables. What percent of your largest customers' servers today are connected with InfiniBand for AI applications versus Ethernet for just standard compute applications or instances?

Bill Brennan, CEO

Let me answer the second part first. The – so the applications as we understand it, where our AECs are being used is in the compute portion of their server deployments. And so that would line up with Intel and AMD processors as well as the NICs that connect those servers. From the standpoint of InfiniBand, there's not really an opportunity for us there. InfiniBand is a slightly different protocol. Our AECs are not built to support InfiniBand. From a pure speed standpoint, of course the speeds are something we would be able to negotiate, but there are specifics related to the protocol that are just not something that we've qualified. If you wanted to speculate in the future about could we build InfiniBand cable? Yes, we could. But right now the way that we view it, the market is a pretty closed market and it's not something that we're spending cycles on. And Quinn, will you repeat the first part of your question?

Quinn Bolton, Analyst

Just – I've got a follow-up on InfiniBand but let me come back to the first part of the question, which just six months ago, if you had an internal estimate of what you think AECs could reach at a steady state, an annualized revenue opportunity at that customer, has that changed given the customer forecast or the push-out and SKUs that you mentioned?

Bill Brennan, CEO

Well, I think the way that I look at that is two ways. I look short-term and then I look long-term. And I would say, short-term look, I mean, we were – our confidence was bolstered by the backlog I had at hand and the forecast that I had at hand. Clearly, we're learning that things can change. And I don't think this is something fundamental with the change in strategy on deployments. And so the way that I felt about it maybe three to six months ago, was that our opportunity would be pretty aligned with the server deployments for the near-term compute portion of their spend. And so from the standpoint of how that will change over the kind of the short to mid-term, look that's really something that they're planning right now, but I don't think there's a fundamental shift in strategy. And then the other way that I answer the question is really long term. And I would say that I’ll go back to the fundamentals and say that there are two main reasons why our AECs are being adopted at any given customer. And that's first of all functionality we're able to build innovative functionality into our solutions, which is why our first customer ramped, quite frankly. The white cable, the switch cable that we're selling plays a role that no other cable solution in the market could accomplish. The other reason that we're seeing conversion is speed and we've talked about this as lane rates go faster, DACs become obsolete, DACs being passive copper cables. And there's a fundamental advantage with AECs when we're talking about just a pure head-to-head competitive situation with AOCs. We're at a much lower cost, much lower power solution. And maybe reliability is the most important thing. We're 10 times at a minimum more reliable than an AOC. And so the way I see it playing out at our largest customer is that over time, our opportunity will really expand as they move from just compute to factoring in more of an AI spend. I see all of the server racks, whether they'd be compute or AI, long term will be a really robust opportunity for us as speeds move from 25-gig to 50-gig and then ultimately 100-gig per lane where I think we'll see a very strong correlation between deployments and the AEC TAM.

Quinn Bolton, Analyst

Bill, to follow up on that, what percentage of the AI racks today are connected with Ethernet compared to InfiniBand? It seems like you're not engaged with InfiniBand, and since AI is currently using it, an architectural change might be necessary. Also, Dan, my numbers might be off, but it appears that despite your shift towards AECs, the product gross margins for AECs seem to have declined over the last couple of quarters, even though AECs have increased significantly. I would have expected some volume benefits from the ramp in AECs. Can you clarify what's happening with AEC margins? It appears that even with the shift to AECs, their margins have decreased in recent quarters.

Dan O'Neil, Analyst

Let me begin by addressing your question about product margins. As I mentioned earlier, the revenue mix in Q3 played a significant role. A larger portion of our overall revenue came from AEC, which has a lower gross margin compared to our corporate average, thus reducing some of the benefits we would typically gain from scaling. Additionally, while product margins have improved significantly over the previous six quarters due to increased scale, our overall product revenue actually saw a slight decline sequentially in Q3, which dampened some of the anticipated gains. Lastly, it's important to note that our forecast for fiscal year 2024 has recently decreased. This change affects calculations like inventory reserves, leading us to expect a greater reserve position than in previous quarters. All these factors combined contributed to the sequential decline in product margins.

Quinn Bolton, Analyst

Got it. So it sounds like there might have been some higher inventory reserves in the January quarter due to the forecast change that we may have overlooked. Okay, great. And then Bill, do you have a sense of what portion of the AI infrastructure today is InfiniBand versus Ethernet?

Bill Brennan, CEO

I can't be specific about that, but I can tell you my thoughts are that I think first mover has been InfiniBand from a protocol perspective. But I can tell you there's an extremely robust pipeline of Ethernet applications for the AI space.

Tore Svanberg, Analyst

Yes. Thank you. Bill this is a bit of a longer-term question, but it's kind of like due to recent events. So you're vertically integrated, you sell the whole system in AEC. Could that have led to your larger customer perhaps building a little bit more inventory? And as you think longer term is there a strategy to selling semiconductors and perhaps then outsourcing the manufacturing of the cable or the sale of the cable that is?

Bill Brennan, CEO

I believe that our model wouldn't significantly affect the amount of inventory held by anyone. We're just one of many components being sourced for the racks that are being constructed, and I don't see any unique situation for Credo. Our model typically doesn't lead to that. Regarding the second part of your question, as we've discussed previously, it was essential for us to take ownership of the entire system. Looking back four or five years, building a vertical organization responsible for the AEC definition, development, engineering, qualification, and support after production was crucial for our success with our customers, including our first multiple customers. It's important for us to maintain ownership of the entire system in the long term. Initially, we thought about selling semiconductors to companies that manufacture passive copper cables, expecting they could bring a highly complex solution to market, but we quickly changed our strategy. While there might be an alternative model in the long term where we sell complete AEC solutions, we have also considered a reference design model on a case-by-case basis if volumes support it. However, our role in developing and supporting the solution will remain unchanged. We will continue to back the design, certify it, and support it during production as we do now. We've contemplated this thoroughly, and while selling a chip to a copper cable company is not a viable scenario, we will manage a shift in the business model to eliminate full margin stacking, which will unfold in the future.

Tore Svanberg, Analyst

That’s really helpful. And my second question is could you just give us a timeline update on going from 12 to 5-nanometer? You mentioned it a little bit when you talked about the Line Card PHYs, but if you look at the different business units, obviously, IP is different right? But when should we expect products in 5-nanometer across the various product lines?

Bill Brennan, CEO

So, this is something that we're actively in flight on today. And we've got 5-nanometer developments really across the board for all of our product segments. The tape-outs will occur in the upcoming quarters and we'll have products probably within the next 12 to 18 months.

Tore Svanberg, Analyst

Very good. Just one last question. I think there's a lot of focus on AEC, but you did highlight the chiplets IP, especially with some non-communications customers. How should we think about that business for fiscal 2024? Will that actually grow with the others declining?

Bill Brennan, CEO

Well, I would say that our IP business remains something that's strategic to us. We don't see it growing beyond our long-term model, which has been stated at 10% to 15% of our revenue. There's no change in that. Short-term we'll probably outperform that based on the reduction in the product forecasts that we're giving. But I don't think there's any fundamental shift in the way we're looking at that business. I think that we see in the future that we will have success in advanced processes and high speeds. I think we will have success with other protocols as well, because we offer really unique solutions for those markets.

Tore Svanberg, Analyst

I guess I was talking more specifically about Chiplets. So it sounds like that's probably more of a fiscal 2025 driver, but will you have any growth at all in fiscal 2024?

Bill Brennan, CEO

I believe it is indeed a driver for fiscal 2025. The turning point will be the UCIe Chiplet market as it starts to grow. The concept is that as PCIe lane rates increase from 32 to 64, we will begin to enter the market, which directly correlates with UCIe Chiplets as well.

Suji Desilva, Analyst

Hi, Bill. Hi, Dan. So first question really to understand the AEC at the lead customer, can you give us a rough idea how many programs you're in kind of ballpark to understand if the impact was uniform across those programs, or whether certain programs that are impacting others weren't?

Bill Brennan, CEO

So I think as we look at the number of different rack SKUs that we're involved in it's probably on the order of four to five. And the different SKUs, there's different components that change within the SKUs from the servers and mix that they're using to the Nick-to-ToR that they're using, but our AECs are consistent. I don't think there's anything that I could point to that would suggest there's something fundamental that's changing. The first SKUs ramped. And I think the other high-volume SKUs that were planned have been delayed.

Suji Desilva, Analyst

All right. Thanks, Bill. And then, the other question as you guided fiscal 2024 along with the fourth quarter, wondering if you could kind of give us some sense of the linearity or shape of the quarters and the recovery? Would it be more back-end loaded or perhaps a linear recovery from the current inventory digestion? Thanks.

Dan O'Neil, Analyst

From a revenue perspective, we anticipate a steady progression throughout the year. We expect our lowest point to be either in Q4 or Q1, with Q4 guidance at $30 million to $32 million. If Q1 is similar, achieving flat year-over-year indicates strong sequential growth throughout the year. We expect to end the year with a high revenue rate.

Vivek Arya, Analyst

Thanks for taking my question. So I think in fiscal 2023, AECs are roughly, I imagine about 40%, 45% of the sales mix. I don't know if I'm perfectly right, but it's probably in that ballpark. How much do AECs represent of the mix in fiscal 2024, roughly?

Dan Fleming, CFO

Yes. So we haven't given specific guidance on that. But a lot of that really depends on the shape of the curve from the second hyperscaler. But right now, to get to flat year-over-year, I would expect it to be down a little bit, but that could change as we kind of get closer to entering FY 2024 and give more specific guidance.

Vivek Arya, Analyst

All right. When considering the second half of fiscal 2024 growth compared to the first half, is the major contribution coming from the AEC ramp at the second hyperscaler, or are there other areas in the non-AEC segment of the business that could also see significant year-on-year growth during that period?

Dan Fleming, CFO

Yes. So the short answer to that is yes. It's largely AEC related. We'll be at a lower point in Q4 and Q1 and that recovers throughout the year.

Vivek Arya, Analyst

Got it. And my quick follow-up Dan is if let's say your revenues next year are sort of flattish, what happens to gross margins and OpEx that you're roughly thinking about for fiscal 2024?

Dan Fleming, CFO

Yes. So the way we've looked at gross margin, we expect it to relatively be flat year-over-year. And the reason we say that or how we get there is we – if you look at all the different things that are changing, we lose scale versus our prior expectations right, for FY 2024, which obviously is negative to margin in terms of expansion by scale. However, AEC has come down versus what we had originally thought. Again, that's favorable to overall margin. And even though the remaining let's say one-third of the reduction is kind of across the board, things like IP to become a larger percentage of the overall revenue mix. So those favorable revenue mix things really offset the loss of scale, is our expectation. So FY 2024 we would expect to be similar to FY 2023 gross margin. So OpEx, we guided the midpoint of our guidance for Q4 was $27 million. So a couple of things to bear in mind there is that we have an annual focal process that's calendar-year based. So that's kind of – our Q4 number should be kind of our all-in OpEx from a headcount-related perspective as we're kind of maintaining our overall headcount and not adding incremental heads through the year. So there will be some variability quarter-over-quarter we would expect. But our Q4 guide should be pretty consistent on average throughout the remainder of fiscal year 2024.

Karl Ackerman, Analyst

Yes. Hi. This is Karl Ackerman at BNP Paribas. Thanks for taking my questions. Two if I may. Bill and organic, I guess could you discuss, whether the qualification ramps of your AEC offering at the previously announced three other hyperscalers has been impacted at all from the design considerations or the pause at your largest customer?

Bill Brennan, CEO

I think they're largely, unrelated. I don't see any kind of correlation between the two. What's happening in our largest customer is a function of their own planning. The second customer that we're in the early stages of ramping, the situation there is that I think the overall plan is coming together. The sequence that they go through, it seems similar with these large hyperscalers is there's a group of engineers that are responsible for developing and qualifying it given the SKU, and when that qualification is complete, that SKU becomes available for different businesses to pick up and deploy. We've made it through the qualification portion with our second customer. And now, I think the detailed forecast is going to be coming together over the next several months. And so as we look at that program generally, we think that it can drive volume, but we don't want to be overly aggressive in how we're planning. And that's, why we've kind of stepped back a bit and put a more conservative look on it until we've got really good visibility.

Dan Fleming, CFO

Yes. We don't foresee any significant obsolescence risk in our inventory at this time. I mentioned that we have increased our reserve, which is simply a mathematical calculation regarding our inventory. Regarding the impairment, there was a $2.4 million impairment tied to a program we terminated during the quarter. We've been very lucky with the success of many of our investments over the years. However, in this instance, we decided to pivot towards a different product with a higher return on investment, which can occur from time to time. You can expect us to maintain strict fiscal discipline as we assess the various returns on investment for the products we pursue. Ultimately, this approach will guide us toward our long-term financial goals.

Bill Brennan, CEO

All right. Well, I'd like to thank everybody for joining the call. I appreciate all the questions. And with that, we'll end the call. Thank you very much.

Operator, Operator

This concludes today's conference call. You may now disconnect.