Earnings Call Transcript - KRNT Q2 2020

Operator, Operator

Greetings, and welcome to Kornit Digital Second Quarter 2020 Earnings Conference Call. At this time, all participants are in a listen-only mode. A question-and-answer session will follow the formal presentation. As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Kelsey Turcotte of the Blueshirt Group. Please go ahead.

Kelsey Turcotte, Host

Thank you, operator. Good afternoon, everyone and welcome to Kornit Digital's second quarter 2020 earnings conference call. Before we begin, I would like to remind you that forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995 and other U.S. Securities laws will be made on this call. These forward-looking statements include but are not limited to, statements relating to the company's objectives, plans, strategies, statements of preliminary or projected results of operations, or our financial condition and all statements that address activities, events or developments that the company intends, expects, projects, believes or anticipates will or may occur in the future. Forward-looking statements are subject to known and unknown risks and uncertainties and are based potentially on inaccurate assumptions that could cause results to differ materially from those expected or implied by the forward-looking statements. The company's actual results could differ materially from those anticipated for many reasons, and I encourage you to review the company's filings with the Securities and Exchange Commission, including the company's quarterly report on form 6-K, filed at May 19, 2020, which identifies specific risk factors that may cause actual results or events to differ materially. Any forward-looking statements made on this call are made as of today, and the company undertakes no obligation to publicly update or revise any forward-looking statements, whether as a result of new information, future events or otherwise except as required by law. Additionally, the company will be making reference to certain non-GAAP financial measures on this call. The reconciliation of these non-GAAP measures to the most directly comparable GAAP measures can be found in the company's earnings release published today, which is posted on the company's Investor Relations site. Before I turn the call over to Ronen Samuel, Kornit's Chief Executive Officer, and Guy Avidan Kornit's Chief Financial Officer, I would like to invite you to a virtual fireside chat next Tuesday, August 18 at 10:30 A.M. Eastern Time to further discuss Kornit's acquisition of Custom Gateway and the related market opportunity. This is an RSVP only event. For further information, please go to the Investor section of Kornit's website. At this time, I would now like to turn the call over to Ronen. Ronen?

Ronen Samuel, CEO

Thank you, Kelsey. Good evening, and thank you for joining us on this afternoon's earnings call. I hope you and your families are all safe and healthy. Before Guy and I share with you in more detail the results of the quarter, I'd like to highlight the exciting announcement we made earlier today with the acquisition of Custom Gateway, a leading global provider of cloud software workflow solutions enabling on-demand fulfillment. This strategic acquisition accelerates our organic development and strengthens our value proposition for brands, retailers and fulfillers in this fascinating area of digital transformation. Our industry is at an inflection point; the online channel is booming across B2C and B2B environments, and traditional retail channels are transforming how they operate in order to remain relevant to consumers while solving the massive inventory inefficiencies. Disruptive moments like this, driven by changing consumer habits, create a perfect storm for the accelerated adoption of agile, digital, and sustainable on-demand textile production. The combination of Custom Gateway's software workflow portfolio with Kornit's existing and future technologies will bring to the market a unique end-to-end solution for on-demand production. Together, we will revolutionize how global brands and fulfillers transform the supply chain into sustainable on-demand production to meet consumer needs. We have partnered with Custom Gateway for several years now and have seen the synergy between the two organizations firsthand in shared strategic accounts like Printful, DTG2Go, and Fanatics. Custom Gateway has over 300 customers globally, including leading brands and retailers like the UK's largest fashion retailer, Next. This is an extremely important next step for us in transforming the textile industry, and we are pleased to welcome the Custom Gateway team to Kornit. Turning to our second quarter results, I am very proud of how well the team executed. We delivered total revenue of $37.4 million, net of $842,000 in warrants related to global strategic accounts, which represents sequential growth of approximately 44% in Q2 compared to Q1, 2020. This strong result reflects the positive momentum we started seeing in late April, as production sites reopened and customers started to respond to the surging demand coming mostly from online channels. We believe that Kornit is in the midst of a sharp V-shaped recovery. Our visibility into the second half of the year is as strong as ever, and we remain very confident in the business outlook not only for the second half of 2020, but into 2021 as well. For the second half of 2020, we now expect to deliver year-over-year revenue growth in the low teens and a positive operating profit for the full year. This is an increase from the high single-digit year-over-year revenue growth we forecasted on our first quarter call and reflects the significant and building momentum we have in the business. Despite the continued impact of COVID on regular daily routines in certain territories, our global operations are fully operational in line with the safety guidelines of the relevant local authorities. Travel restrictions have been eased in many places, allowing our sales and service personnel to support customers on-site when needed. All our manufacturing and R&D sites in Israel are fully staffed. Regionally, we had exceptionally strong performance in North America across both new and existing customers. We are also seeing continued growth in Central and Latin America and believe this region will become increasingly strategic in the coming years, as brands and retailers look to nearshoring and onshoring as a necessary evolution in their existing supply chains. While there continue to be a lingering impact from COVID in Europe and Asia, the megatrend propelling our industry is similar to those serving as a tailwind in the U.S., and we expect increased demand from these regions as we move through the year. To that end, we are accelerating investment in both regions as we build a larger direct touch presence in the UK, Germany, and Japan in conjunction with local partnerships. This infrastructure will allow us to accelerate growth in support of our global strategic accounts as they expand into new territories. From a system perspective, it was another excellent quarter for the Atlas, which is proving to be a huge success across both new and existing customers. Our customers are making significant investments in the Atlas to create new capacity for on-demand fulfillment, in many cases deploying multiple systems. At the same time, demand for Vulcan Plus is strong, with new customers engaging in active conversations with us, and follow-on orders placed in the quarter. These follow-on orders are particularly impressive given the Vulcan Plus was just introduced to the market in the first quarter of 2020. Finally, the Poly Pro. As we shared earlier this year, we expect to release significant technological enhancements to the Poly Pro during the first half of next year. We are very encouraged by the building pipeline of customer excitement about its unique capabilities. On the direct-to-fabric side, the Presto continued to perform beyond our expectations, with new and existing customers, and we believe we have the best technology in the market to capture a huge opportunity for sustainable on-demand manufacturing in the fashion and home décor market. On the operational and service side, our teams globally are focused on customer excellence, delivering on the numerous large-scale implementations we have in place with customers like TSC, Printful, Spoonflower, DTG2Go, Spreadshirt, and many others, which will not only generate revenue for the second half, but will also drive growth in ink and supplies in 2021 and beyond. Some of those projects we identified with regional and strategic accounts in our first quarter call are proving to be significantly larger than we had anticipated, as our customers experience a steep growth in orders for on-demand proximity short-run production. Our partnerships with our global strategic accounts continue to be very strong, and we are successfully working with them on their ambitious growth plans while expanding globally. We are also seeing good progress with leading global brands on the way to transforming the supply chain into on-demand production for both B2C and B2B business models. These are exciting times for Kornit and for the entire textile industry. The market is shifting strongly in our direction, and we are ready to execute on the massive opportunity ahead of us. Before I turn the call over to Guy, I would like to personally invite you to a virtual fireside chat we are hosting for our investor community on August 18, at 10:30 A.M. Eastern Time to discuss the vision beyond the acquisition of Custom Gateway in more detail, as well as more details on our execution plan. Now, I will turn the call over to Guy for a closer look at the numbers.

Guy Avidan, CFO

Thanks, Ronen, and good evening, everyone. Before beginning the financial overview, I would like to remind you that the following discussion will include GAAP financial measures as well as non-GAAP pro forma results. Our second quarter non-GAAP pro forma results reflect adjustments for the following items: stock-based compensation expenses, which totaled $2.5 million; total amortization expenses relating to the acquisitions of intangible assets in the amount of $141,000; and non-cash deferred tax benefit in the amount of $71,000. Adjustments related to the COVID-19 pandemic this quarter are non-cash inventory adjustment of $222,000 and warehousing expenses of $100,000. As the company has significant operating lease liability in foreign currencies, we incur foreign exchange gains or losses from the re-evaluation of these liabilities. These gains and losses may vary from period to period and do not reflect the true financial performance of the company. This quarter, foreign exchange gains associated with ASC 842 were $528,000. A full reconciliation of our results on a GAAP to non-GAAP basis is available in the earnings press release issued earlier today and on the Investor section of our website. Second quarter revenue, net of the $842,000 non-cash warrants impact, was $37.4 million, a decrease of 17.4% compared to the prior year period, and an increase of 42.8% sequentially. From a year-over-year perspective, we saw very healthy demand for our systems on the part of customers serving the online market in the U.S., offset in part by headwinds in the fashion and apparel market due to the COVID-19 pandemic. Service revenues for the second quarter were $5.6 million net of a $120,000 warrants impact, accounting for 14.9% of total revenues, a decrease of 14.8% compared to the prior year period and an increase of 45.8% sequentially. The amount attributed to the non-cash impact of warrants in the second quarter was $842,000 or 2.2% of revenues, compared to $974,000 or 2.1% of revenues in the second quarter of 2019, and $564,000 or 2.1% of revenues sequentially. As Ronen mentioned, it was a particularly strong quarter in the Americas, with 66.5% of total revenues coming from that region, 24% from Europe, the Middle East and Africa, and 9.5% from the Asia Pacific region. In the second quarter, we had one customer contribute more than 10% of total revenues, while the global strategic customer contributed 8.8% of total revenues. Our top 10 customers accounted for 59.3% of our total revenues, compared to 44.5% in the prior year period. Moving to profitability, non-GAAP gross margin in the quarter net of warrants impact was 44.1%, compared to 47.7% in the prior year period, and 33% sequentially. Non-GAAP gross margin in the first half of 2020 reflects COVID-19-related impacts on revenues. Given our expectation that revenue growth will reaccelerate in the second half of this year relative to the first half, we expect non-GAAP gross margin to revert to pre-COVID levels of 50% in the second half of the year, excluding the impact of warrants. On a GAAP basis, gross margin in the quarter was 42.2% compared to 44.3% in the prior year period, and 30.6% sequentially. Moving to our OpEx items, I'll discuss these on a non-GAAP basis, which exclude non-operating charges previously mentioned and highlighted in our GAAP to non-GAAP reconciliation included in today's press release. As Ronen discussed in his prepared remarks, we expect that we are in the early stages of a V-shaped recovery driven by our customers' need to transition from analog printing to digital. The systematic change in the textile industry, which we have anticipated for some time now, has been further accelerated by COVID and represents significant market opportunity for Kornit. Accordingly, each of the following line items reflect the headcount investment to build the infrastructure necessary to support the growth opportunities ahead of us. We ended the quarter with 574 employees, a year-over-year increase of nine employees and a sequential increase of only nine. Looking forward, Custom Gateway and other workflow activities will bring approximately 60 additional employees this year, and we welcome them to Kornit. Adjusted research and development was 17.8% of sales, or $6.7 million compared to 11% of sales, or $5 million in the prior year period. Additional R&D costs are attributed to headcount additions. Sales and marketing expenses in the quarter were $7.4 million, or 19.9% of sales, compared to $8.7 million, or 19.2% in the prior year period. The decline in sales and marketing expenses this quarter is mainly attributed to the absence of trade shows and reduced travel expenses. General and administrative expenses in the second quarter were $4.9 million, or 13.2% of sales, compared to $3.8 million, or 8.3% in the second quarter of 2019. As evidenced by today's acquisition of Custom Gateway, we continue to be active in evaluating M&A opportunities, and some of the hiring and expenses increase in G&A have been done to bolster our business development and integration capabilities to support these initiatives. Non-GAAP net loss for the second quarter was $1.3 million or $0.03 per share net of a $0.02 warrant impact. GAAP net loss was $4.6 million or $0.11 per share on a basic basis, compared with net income of $1.9 million or $0.05 income per share for the prior year period. Our non-GAAP financial income this quarter was $1.1 million, as a result of accrued interest on our cash investment. Our GAAP financial income this quarter was $0.6 million. Turning to adjusted EBITDA, for the second quarter of 2020, adjusted EBITDA was negative $0.9 million compared to positive adjusted EBITDA of $6.5 million for the prior year period. Net cash used in operating activities was $9.2 million this quarter, mainly due to a $6.8 million increase in account receivable, and an $8.4 million increase in accounts payable offset by a $4.3 million decrease in inventory, compared to the net cash used in operating activities of $4.4 million in the prior year period and $13.1 million net cash used in the first quarter of 2020. Cash balances, including bank deposits and marketable securities at quarter end, were $237.4 million, compared to $247.5 million as of March 31, 2020. The decrease in cash balances was primarily driven by the year-over-year decrease in revenues and associated net loss, as well as cash used in operating activities of $9.2 million, as previously discussed. Turning to our view on the third quarter and the second half of 2020. We expect revenues to be in the range of $53.5 million to $57.5 million, and non-GAAP operating income to be in the range of 8% of revenues to 11% of revenues. As has been our practice in the past, these numbers assume no impact of fair value of issued warrants in the third quarter of 2020. Before I turn the call back to Ronen, I would like to highlight the following. First, for the second half of 2020, we currently expect low teens year-over-year revenue growth, as compared to the second half of 2019 without warranty impact. Second, as I briefly mentioned, we expect gross margin to revert to pre-COVID levels of 50% in the second half of 2020. Third, total acquisition consideration of Custom Gateway in the third quarter of 2020 is $16.9 million. And finally, for the entire year, we expect to deliver positive operating profit reflecting our commitment to both growth and profitability.

Ronen Samuel, CEO

Thank you, Guy. With that, we are ready to open the call for questions.

Operator, Operator

At this time, we will be conducting a question-and-answer session. Your first question comes from the line of Tavy Rosner with Barclays. Please proceed with your question.

Peter Zdebski, Analyst

Hi, this is Peter Zdebski on for Tavy. Congratulations on the great quarter. You saw one of the highest top 10 customer concentrations in some time, close to 60%. I see that only about 2% to 3% of that growth was your global customer. How much of the rest could we attribute to growth in interaction with the branded accounts? And then I have a follow-up?

Ronen Samuel, CEO

Good question. Now, what you can see here is that some of that growth is coming from big projects that we discussed early in Q1 that materialized during Q2. We see some of the existing customers that are really growing rapidly during Q2, and also in the second half of the year. We see interesting developments with some new customers that are entering digital and are making significant investments into the Atlas and even into the Vulcan Plus.

Peter Zdebski, Analyst

Okay. Thank you. And then could you comment or give us some color on how you've seen the consumables trend in the second quarter and so far in the third quarter? How customer consumption has trended or recovered?

Guy Avidan, CFO

So Peter, as you know, we're not really breaking down between ink and other consumables for the systems in the quarter. As Ronen mentioned in his prepared remarks, we had very strong demand for systems this quarter.

Peter Zdebski, Analyst

Thank you.

Operator, Operator

Your next question comes from the line of Jim Suva with Citigroup Investment Research. Please proceed with your question.

Jim Suva, Analyst

Thank you very much. Can you help me understand a little bit about, you talked about increased distribution as well as geographic reach. And yet you also announced an acquisition which appears to be a little more software-oriented. Are you kind of expanding both efforts geographic and the integration of software? Or is one a little bit higher priority than the other? And then I may have a follow-up. Thank you.

Ronen Samuel, CEO

So, those are two different topics. In terms of the acquisition of Custom Gateway, this is a strategic acquisition of technological capabilities that Kornit was looking for a few years already. This is by far the best technology that we found out there. The aim of this technology is to enable brands and fulfillers to do on-demand manufacturing in textiles, primarily for apparel and the home décor market. This is super strategic. We are engaging with many brands that are looking at moving online to shift to on-demand manufacturing. This software capability, together with Kornit technology, will enable them finally to do real on-demand manufacturing, eliminating a lot of waste and delivering the products to customers within a short time. So this is one aspect. Of course, we will continue to invest in the workflow side. There are a lot of internal investments within R&D and inorganic that we are looking towards on top of the acquisition of Custom Gateway. Regarding the expansion or investment in the UK, Germany, and Japan, those are major territories where we see a benefit to move more into direct contact with our customers. In some of those countries, like the UK and Germany, we already have our service organization. We are investing more now in sales and business development. Some of our biggest strategic accounts are moving and investing in both Japan, UK, and Germany and expect to receive the same level of both presales and post-sales directly from Kornit. This is one of the drivers for this investment. We see a big potential both in Asia Pacific and Japan and definitely in Europe, in Germany and UK. This is why we decided to invest more in those territories.

Jim Suva, Analyst

Great. And then my second question is, with COVID and the challenges with small and mid-sized businesses, are you finding it useful to be a little more generous or flexible, like with payment terms or the way you used to do business before or after? Just I know a lot of small and mid-sized businesses have cash flow challenges now versus prior. Thank you.

Guy Avidan, CFO

So the short answer is yes, and we're looking at our customers as our partners and we are talking with them about their future business. Based on their business plans and forecasts, we increased credit terms with some of our customers.

Jim Suva, Analyst

Thank you so much for the details and clarification.

Guy Avidan, CFO

Thank you.

Operator, Operator

Your next question comes from the line of Brian Drab with William Blair. Please proceed with your question.

Brian Drab, Analyst

Hey, Ronen. Hey, Guy. Thanks for taking the questions. The top 10 customers, I'm just wondering if you can say anything more about the difference between the group of top 10 customers in the second quarter of 2020 versus the second quarter of 2019? Has there been much change in that top 10? And were there any major brands in the top 10 in the second quarter of 2020?

Guy Avidan, CFO

Well, we cannot really be specific, but let's say most of the big names last year are participating in the top 10 this year regarding the brands part, we cannot answer this question.

Brian Drab, Analyst

Okay. And then, looking at the revenue margin guidance implies you're going to start stepping OpEx back up in the third quarter. I think, just my first rough pass calculations. I was wondering, is that primarily related to the hiring you mentioned? And that would be divided primarily between sales and marketing and G&A? And should both of those line items see increases on a dollar basis in the third quarter sequentially?

Guy Avidan, CFO

Yes, we said that we have a plan to grow and obviously we are increasing OpEx. Most of our OpEx and most of the increase is attributed to additional headcount.

Brian Drab, Analyst

Okay. That's going to be in R&D and G&A?

Guy Avidan, CFO

Predominantly R&D. We discussed that in the previous quarter. We're still investing in growing R&D and as well as mainly in sales and marketing, much more than in G&A.

Brian Drab, Analyst

Okay. All right. I'll save the rest of my questions. Thanks a lot.

Ronen Samuel, CEO

Thank you.

Operator, Operator

Your next question comes from the line of Patrick Ho with Stifel. Please proceed with your question.

Patrick Ho, Analyst

Thank you very much. And congrats on the nice quarter and the acquisition of Custom Gateway. Maybe Ronen, first off with the acquisition itself, it obviously seems like you're expanding your software capabilities and the workflow solution. Is that the focus primarily with this acquisition? Or does it also help smaller shops in terms of their inventory management and even on their supply chain?

Ronen Samuel, CEO

Excellent questions. There are two main pillars here or main targets for the acquisition. One, as I mentioned, is to enable the on-demand production for the brands. This is the one pillar. The other target is really to enable our customers of the fulfillers for small to medium-sized fulfillers to scale up the production. So, automate the production flow from order entry to sending out the products to customers.

Patrick Ho, Analyst

Great, that's really helpful. And maybe as my follow-up question, you actually had a very strong service this quarter, given all of the disruption out there in the world today. One, what have you had to do to change your ability to service customers, given some of the restrictions still in place, more of the social distancing? What actions have you taken to ensure that your customer solutions are still working and your ability to grow that business over time?

Ronen Samuel, CEO

So first, right now, at least in Europe and in North America, our teams are traveling and flying around and visiting customers. What we have done supporting a customer is remote support. We opened remote support around the clock, following the sun remote support. We actually managed to support customers; more than 90% of the cases are being sold in the remote support, and the rest we are doing by sending our engineers on-site. There's a lot of training that we are doing. We encourage customers to have on-site kits so they don't need to wait for spare parts to arrive and so many other activities that the team is doing to enable the customer to be more self-sufficient.

Patrick Ho, Analyst

Great. Thank you very much.

Operator, Operator

Your next question comes from the line of Jim Ricchiuti with Needham & Company. Please proceed with your question.

Jim Ricchiuti, Analyst

Thank you. Just wanted to go back to the investments you're making in the UK, Germany, and Japan and see if we can understand a little more about what are the main drivers for that. Is this investment really based on discussions you've had with your customers more recently that require this investment? Or is this just a case of you're feeling a little better about the business environment, you knew these are investments you had to make, and now is the right time to make them.

Ronen Samuel, CEO

It's a combination. From one direction, of course, we see our top accounts, strategic accounts entering and growing within the UK, Japan, and Germany. We work with them day-to-day. On the other hand, we see existing customers going very fast in those territories. We see big potential to grow into new accounts. We just released the Vulcan Plus, the Atlas, and the Presto; we are investing in new technologies, taking into more high-end technology that is more productive with more solutions. This requires better engagement from Kornit, and we believe this will bring better value to our customers and we will be able to accelerate growth. On top of that, we believe there will be benefits on the gross margin side.

Jim Ricchiuti, Analyst

Okay. And with respect to new customers, if I heard you correctly, it sounded like you had healthy demand from existing customers. But I heard you say that you've also sold Atlas and Vulcan Plus into a new customer or maybe it was customers during the quarter that contributed significantly to revenues. Can you tell us the type of customer this is, Ronen? Is this a brand? Is this someone in the supply chain?

Ronen Samuel, CEO

I'll give you one example of the customers; it’s actually a screen printer. So, really moving from the analog world, they had a breeze, a small digital breeze. We started to see that the business is moving into short runs into on-demand, and they decided to invest in multiple Vulcan Plus. So, it's a big jump for a relative new customer from only being a breeze. They are going to grow very fast; they are a big analog screen printer.

Jim Ricchiuti, Analyst

Thank you. And last question. Just maybe you also talked about Poly Pro and significant enhancements that you're planning for the first half of 21. Is there any more color you can provide on that? Because it sounded like you were fairly satisfied with where you were with that technology. What could this be? Is this potentially introducing this into a larger type of piece of equipment?

Ronen Samuel, CEO

So, we addressed it a bit in the previous call. While we have the technologies that can print on polyester, we are actually the only digital technology that can print on polyester on dyed polyester and overcome the dye migration. We released this product a year ago and have seen huge success with multiple systems deployed by customers. During this process, we found out that we still have some limitations. In some cases when you're using polyester that is brushed polyester, the print quality is not good enough. But polyester is becoming more of a trend right now, so we are developing solutions to enable a customer to print on dyed polyester as well as brushed polyester to cover a wider range of materials. This is part of the solution, and there are other areas of the solutions that we are bringing to the market in the first half of 2021. Of course, we are planning to expand the portfolio around this important market segment.

Jim Ricchiuti, Analyst

Okay, thank you for clarifying that for me. Thanks.

Ronen Samuel, CEO

Thank you.

Operator, Operator

Your next question comes from Chris Moore with CJS Securities. Please proceed with your question.

Chris Moore, Analyst

Hey, good afternoon, guys. Yes, just maybe a little bit longer-term perspective. I know, given COVID, things are obviously still quite dynamic. Last call, you talked about the longer-term $500 million run rate goal, and likely, it sounded like it will get pushed a bit. Just curious at this point in time, do you have enough visibility to kind of reframe the timing? And secondly, just given the kind of where we are in this inflection, wondering if the mix that you were thinking about that 60 to 40, kind of systems to ink and consumables, is that still likely the mix when we do get to that $500 million, or what's gone on in the market that may have changed that a little bit?

Ronen Samuel, CEO

Thanks for the question. So, first of all, we are in the midst of a very, very sharp V-shape and we are very confident about the momentum we have in the business. We are very confident about the focus that we gave for H2 regarding growth, and actually more than that, we are very bullish about 2021. We have a very good line of sight on big projects that are going on already in H2 and coming into the beginning of 2021. In terms of business momentum, I would say we have never been in such a great situation, and it's fueling propelling mainly because of the e-commerce boom and the rapid growth in penetration over the last three months, equal to the penetration for the last 10 years. Within e-commerce, the biggest segment is apparel, which is the fastest growing segment, and a lot of it is moving into digital and on-demand manufacturing. This is where the growth is coming from. Now regarding the long-term prospects, I would say that we feel very, very confident in delivering what we promised more than 1.5 years ago to our investors. We aim to deliver the $500 million run rate business during the year 2023, in Q4 2023, to deliver $125 million.

Chris Moore, Analyst

Got it. I appreciate that.

Ronen Samuel, CEO

Regarding your second question, we believe that the split between ink and system will be very, very similar to what we see today. The potential in the market is still huge. We don't want to see ink growing significantly more than the 40%, which would mean that system sales are going down. We still want to see even in three and five years from now, the system and services at the 60% range and supply in the 40% range. This is how we base our model.

Chris Moore, Analyst

Got it, very helpful. I appreciate it. I'll jump back in line.

Operator, Operator

Your next question is a follow-up from Brian Drab with William Blair. Please proceed with your question.

Brian Drab, Analyst

Just one question that I know a lot of people will be wondering about, as they look at the guidance. Has Custom Gateway been generating material revenue? And is that incorporated into the third quarter guidance? Can you say anything about what level of revenue they generate?

Guy Avidan, CFO

So, as I mentioned, the acquisition of Custom Gateway is a technological acquisition. The revenue is not material to Kornit, but yes, it was taken into account in our guidance.

Brian Drab, Analyst

Okay. Ronen, can I just say, I don't want to push back too hard on that. But, as you look at your total revenue, you guys are at a third quarter run rate, over $200 million revenue company. So not material to some people means less than 5% or something. Could this be a $10 million a year kind of business? Or is that too high like any more of a framework like more or less than $10 million or something like that you could share?

Ronen Samuel, CEO

No, it's less than that.

Brian Drab, Analyst

Okay. All right. Okay, thanks very much.

Ronen Samuel, CEO

Thank you.

Operator, Operator

Ladies and gentlemen, we have reached the end of the question-and-answer session, and I would like to turn the call back to Mr. Ronen Samuel for closing remarks.

Ronen Samuel, CEO

So thank you for joining today’s call, and we appreciate your continued interest in Kornit. We look forward to speaking to many of you throughout the quarter and to host you during the virtual fireside chat next Tuesday to discuss the acquisition of Custom Gateway and our strategic vision. We are very excited about the future of Kornit and the acquisition, and we wish you all good luck, be healthy, and good night. Thank you very much.

Operator, Operator

This concludes today's conference. You may disconnect your lines at this time. Thank you for your participation.