Part II PT, Forecast Revisions: We moved our 2020 revenue/EBITDA from $1,601M/$37.1M to $1,456M/$34.0M awaiting confirmation of strengthening demand and deliverability given the impact of COVID-19 on customer access and supply availability. Consequently, we reduced our PT to $2.40/shr from $2.50/shr previously. We see continued strength in Pivot provided services, the potential for Intel related SmartEdge deployments and higher product sales as potential catalysts.
Pushing the Edge: Management discussed edge applications where COVID-19 is seen to drive demand for new data-intensive applications such as thermal cameras where we wait for announcements in the near future. We believe the focus on edge applications extends to working with Intel for Smart Edge deployments. We would expect announced pilots and/or deployments working with Intel to be a positive catalyst for the shares. The Company had previously highlighted the growth opportunities around SaaS, cybersecurity, AI, and cloud support. Acquisitions in these areas would have the potential to build service scale, bring reference accounts, strengthen sales reach, and thus further accelerate the move to service provisioning. With successful execution, these moves support positive revaluation considerations moving forward.
Results: PTG reported Q220 revenues of $332.1M (-27.8% y/y/-11.9% q/q) significantly underperforming compared to EWP estimates at $436M (-5.2% y/y/+15.7% q/q). Within the segments:
Product sales were reported at $281.9M (-30.7% y/y/-13.9% q/q) which was ~$100M below our estimates at $382.2M (-6.0% y/y/+16.7% q/q). The decrease can be attributed to the $71.5M y/y decline in contracts from major customers, a $41M non-recurring revenue from a non-major customer in Q219 and over $30M of revenue slipped from Q220 to Q320 with customer delays and product shipment delays related to COVID-19. The decline was partly softened by a favorable fx effect of $10.3M. Major customers in Q120 represented 10.0% of the revenue compared to 9.6% in Q120 and 22.8% in Q219. Notably, sales to non-major customers declined by 15.8% on the quarter to $298.9M from $355.2M while sales to major clients declined by 68.2% to $33.3M from $104.7M.