Edgar Filing: SIERRA WIRELESS INC

Document

UNITED STATES SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

FORM 6-K

Report of Foreign Private Issuer

Pursuant to Rule 13a-16 or 15d-16 of the

Securities Exchange Act of 1934

For the Month of November 2018

(Commission File. No. 000-30718).

SIERRA WIRELESS, INC.

(Translation of registrant’s name in English)

13811 Wireless Way

Richmond, British Columbia, Canada V6V 3A4

(Address of principal executive offices and zip code)

Registrant’s Telephone Number, including area code: 604-231-1100

Indicate by check mark whether the registrant files or will file annual reports under cover Form 20-F or Form 40-F:



Form 20-F	o	40-F	ý

Indicate by check mark if the registrant is submitting the Form 6-K in paper as permitted by Regulation S-T Rule 101(b)(1):



Yes:	o	No:	ý

Indicate by check mark if the registrant is submitting the Form 6-K in paper as permitted by Regulation S-T Rule 101(b)(7):



Yes:	o	No:	ý

SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned, thereunto duly authorized.



	Sierra Wireless, Inc.

	By:	/s/ David G. McLennan

		David G. McLennan, Chief Financial Officer and Secretary

Date: November 9, 2018

INCORPORATION BY REFERENCE

This Report on Form 6-K is incorporated by reference into the Registration Statement on Form S-8 of the registrant, which was filed with the Securities and Exchange Commission on March 31, 2016 (File No. : 333-210315).

Table of Contents



MANAGEMENT’S DISCUSSION AND ANALYSIS	1
CAUTIONARY NOTE REGARDING FORWARD-LOOKING STATEMENTS	2
OVERVIEW	4
Business Overview	4
Third Quarter Overview	5
Outlook	9
CONSOLIDATED RESULTS OF OPERATIONS	10
SEGMENTED INFORMATION	13
SUMMARY OF QUARTERLY RESULTS OF OPERATIONS	15
LIQUIDITY AND CAPITAL RESOURCES	16
NON-GAAP FINANCIAL MEASURES	19
OFF-BALANCE SHEET ARRANGEMENTS	22
TRANSACTIONS BETWEEN RELATED PARTIES	22
CRITICAL ACCOUNTING POLICIES AND ESTIMATES	22
OUTSTANDING SHARE DATA	24
IMPACT OF ACCOUNTING PRONOUNCEMENTS AFFECTING CURRENT PERIOD	24
IMPACT OF ACCOUNTING PRONOUNCEMENTS AFFECTING FUTURE PERIODS	25
INTERNAL CONTROL OVER FINANCIAL REPORTING	25
LEGAL PROCEEDINGS	25
FINANCIAL RISK MANAGEMENT	26
RISKS AND UNCERTAINTIES	27

CONSOLIDATED FINANCIAL STATEMENTS	38

MANAGEMENT’S DISCUSSION AND ANALYSIS OF

FINANCIAL CONDITION AND RESULTS OF OPERATIONS

The following Management's Discussion and Analysis of Financial Condition and Results of Operations (“MD&A”) provides information for the three and nine months ended September 30, 2018, and up to and including November 9, 2018. This MD&A should be read together with our unaudited interim consolidated financial statements and the accompanying notes for the three and nine month periods ended September 30, 2018 and September 30, 2017, respectively, and our audited annual consolidated financial statements and the accompanying notes for the year ended December 31, 2017 (collectively, “the consolidated financial statements”). The consolidated financial statements have been prepared in accordance with U.S. generally accepted accounting principles (“U.S. GAAP” or "GAAP"). Except where otherwise specifically indicated, all amounts in this MD&A are expressed in United States dollars.

We have prepared this MD&A with reference to National Instrument 51-102 “Continuous Disclosure Obligations” of the Canadian Securities Administrators. Under the U.S./Canada Multijurisdictional Disclosure System, we are permitted to prepare this MD&A in accordance with the disclosure requirements of Canada, which requirements are different than those of the United States.

Certain statements in this MD&A constitute forward-looking statements or forward-looking information within the meaning of applicable securities laws. You should carefully read “Cautionary Note Regarding Forward-Looking Statements” in this MD&A and should not place undue reliance on any such forward-looking statements.

Throughout this document, references are made to certain non-GAAP financial measures that are not measures of performance under U.S. GAAP. Management believes that these non-GAAP financial measures provide useful information to investors regarding our results of operations as they provide additional measures of our performance and assist in comparisons from one period to another. These non-GAAP financial measures do not have any standardized meaning prescribed by U.S. GAAP and are therefore unlikely to be comparable to similar measures presented by other issuers. These non-GAAP financial measures are defined and reconciled to their nearest U.S. GAAP measure in “Non-GAAP Financial Measures”.

In this MD&A, unless the context otherwise requires, references to the "Company", "Sierra Wireless", "we", "us" and "our" refer to Sierra Wireless, Inc. and its subsidiaries.

Additional information about our company, including our most recent consolidated financial statements and our Annual Information Form, is available on SEDAR at www.sedar.com and on EDGAR at www.sec.gov.

Cautionary Note Regarding Forward-Looking Statements

This MD&A contains certain statements and information that are not based on historical facts and constitute forward-looking statements or forward-looking information within the meaning of the U.S. Private Securities Litigation Reform Act of 1995 and Canadian securities laws (collectively, “forward-looking statements”). These forward looking statements may include statements regarding our business outlook for the short and longer term and statements regarding our strategy, plans and future operating performance; the Company's liquidity and capital resources; the Company's financial and operating objectives and strategies to achieve them; general economic conditions; expectations regarding the acquisition of Numerex Corp. ("Numerex"); estimates of our expenses, future revenues, non-GAAP earnings per share and capital requirements; our expectations regarding the legal proceedings we are involved in; statements with respect to the Company's estimated working capital; expectations with respect to the adoption of IoT solutions; expectations regarding trends in the IoT market and wireless module market; expectations regarding product and price competition from other wireless device manufacturers and solution providers; and our ability to implement effective control procedures. Forward-looking statements are provided to help you understand our current views of our short and long term plans, expectations and prospects. We caution you that forward-looking statements may not be appropriate for other purposes.

Any statements that express or involve discussions with respect to predictions, expectations, beliefs, plans, projections, objectives, assumptions or future events or performance (often, but not always, identified by words or phrases such as "outlook", “expects”, “is expected”, “anticipates”, “believes”, “plans”, “projects”, “estimates”, “assumes”, “intends”, “strategy”, “goals”, “objectives”, “potential”, “possible”, or variations thereof, or stating that certain actions, events, conditions or results “may”, “could”, “would”, “should”, “might” or “will” be taken, occur or be achieved, or the negative of any of these terms and similar expressions) are not statements of historical fact and may be forward-looking statements. Forward-looking statements are not promises or guarantees of future performance, they represent our current views and may change significantly. Forward-looking statements are based on a number of material assumptions, including, but not limited to, those listed below, which could prove to be significantly incorrect:


•	our ability to develop, manufacture and sell new products and services that meet the needs of our customers and gain commercial acceptance;


•	our ability to continue to sell our products and services in the expected quantities at the expected prices and expected times;


•	expected cost of sales;


•	expected component supply constraints;


•	our ability to win new business;


•	our ability to integrate the business, operations and workforce of Numerex and to return the Numerex business to profitable growth and realize the expected benefits of the acquisition;


•	our ability to integrate other acquired businesses and realize expected benefits;


•	expected deployment of next generation networks by wireless network operators;


•	our operations not being adversely disrupted by other developments, operating, cyber security, litigation, or regulatory risks; and


•	expected tax rates and foreign exchange rates.

Forward-looking statements are subject to a variety of known and unknown risks, uncertainties and other factors that could cause actual events or results to differ significantly from those expressed or implied in our forward-looking statements, including, without limitation:


•	competition from new or established competitors or from those with greater resources;


•	risks related to the acquisition and ongoing integration of Numerex;


•	disruption of, and demands on, our ongoing business and diversion of management's time and attention in connection with other acquisitions or divestitures;


•	the loss of, or significant demand fluctuations from, any of our significant customers;


•	cyber-attacks or other breaches of our information technology security;


•	failures of our products or services due to design flaws and errors, component quality issues, manufacturing defects, network service interruptions, cyber-security vulnerabilities or other quality issues;


•	risks related to the transmission, use and disclosure of user data and personal information;


•	our financial results being subject to fluctuation;


•	our ability to respond to changing technology, industry standards and customer requirements;


•	our ability to attract or retain key personnel;


•	risks related to infringement on intellectual property rights of others;


•	our ability to obtain necessary rights to use software or components supplied by third parties;


•	our ability to enforce our intellectual property rights;


•	our reliance on single source suppliers for certain components used in our products;


•	our dependence on a limited number of third party manufacturers;


•	unanticipated costs associated with litigation or settlements;


•	our dependence on mobile network operators to promote and offer acceptable wireless data services;


•	difficult or uncertain global economic conditions;


•	risks related to contractual disputes with counterparties;


•	risks related to governmental regulation;


•	risks inherent in foreign jurisdictions; and


•	risks related to tariffs or other trade restrictions.

This list is not exhaustive of the factors that may affect any of our forward-looking statements. Forward-looking statements are statements about the future and are inherently uncertain, and our actual achievements or other future events or conditions may differ materially from those reflected in the forward-looking statements due to a variety of risks, uncertainties and other factors, including, without limitation, those referred to below under "Risks and Uncertainties" and those referred to in our other regulatory filings with the U.S. Securities and Exchange Commission (the "SEC") in the United States and the provincial securities commissions in Canada.

Our forward-looking statements are based on the beliefs, expectations and opinions of management on the date the statements are made, and we do not assume any obligation to update forward-looking statements if circumstances or management’s beliefs, expectations or opinions should change, except as required by applicable law. For the reasons set forth above, investors should not place undue reliance on forward-looking statements.

OVERVIEW

Business Overview

Sierra Wireless is an Internet of Things ("IoT") pioneer that empowers businesses and industries to transform and thrive in the connected economy. Sierra Wireless provides an integrated device-to-cloud solution comprised of embedded and networking solutions seamlessly connected with our IoT platform and connectivity services. Original Equipment Manufacturers ("OEMs") and enterprises worldwide rely on our expertise in delivering fully-integrated IoT solutions to reduce complexity, turn edge network data into intelligent decisions and get their connected products and services to market faster.

We operate our business under three reportable segments: (i) OEM Solutions; (ii) Enterprise Solutions; and (iii) IoT Services. In the fourth quarter of 2017, our former Cloud and Connectivity Services segment was renamed IoT Services.

OEM Solutions

As a leading embedded module vendor, we provide standards-based wireless technologies and support open source initiatives that enable OEMs and system integrators to get their IoT solutions to market faster. We make it simple to embed cellular, Wi-Fi, Bluetooth and Global Navigation Satellite System ("GNSS") technologies, as well as manage devices, connectivity services, and data through our IoT cloud platform. Our OEM Solutions segment includes embedded cellular modules, short range wireless modules, GNSS modules, software and tools for OEM customers who integrate wireless connectivity into their products and solutions across a broad range of industries, including automotive, transportation, energy, industrial, enterprise networking, sales and payment, mobile computing, security, healthcare and others. Within our OEM Solutions segment, our embedded cellular wireless module product portfolio spans second generation ("2G"), third generation ("3G"), fourth generation ("4G") Long-Term Evolution ("LTE") and Low Power Wide Area ("LPWA") technologies. Our broad product portfolio also includes cloud-based remote device and data management capability, as well as support for our embedded application framework called Legato, which is an open source, Linux-based platform.

Enterprise Solutions

Our Enterprise Solutions segment provides networking solutions comprised of cellular gateways and routers that are complemented by cloud-based services and on-premise software for secure device and network management. Our networking solutions address a broad range of vertical market applications within the mobility, industrial and enterprise market segments.

Our AirLink gateways and routers have strong brand recognition with network operators, distributors, value added resellers and end customers. Our products are known for their high reliability and technical capability in mission-critical applications deployed in hostile environmental conditions. These gateways and routers leverage our expertise in wireless technologies and offer the latest capabilities in LTE networking, including FirstNet solutions as well as Wi-Fi, Bluetooth and GNSS technologies. We also provide our customers with AirLink Management Services through our IoT platform and have introduced new advanced reporting and analytics to our portfolio. Our AirLink products and services are sold through worldwide channel partners in a two-tier distribution model. Our Enterprise Solutions team also includes a direct sales force and an expert technical support team which engages with key customers in the various market segments that we serve.

IoT Services

Our IoT Services segment enables the digital transformation of enterprises through integrated IoT cloud and connectivity services. This segment is comprised of three main areas of operation: (i) our cloud services, which provide a secure and scalable cloud platform for deploying and managing IoT subscriptions, over-the-air updates, devices and applications; (ii) our global cellular connectivity services which are subscription-based and include our flexible Smart SIM and core network platforms; and (iii) our managed broadband cellular services, which include a combination of hardware, high speed connectivity and cloud services. These cloud, connectivity and managed broadband services comprise our integrated device-to-cloud strategy and enable worldwide IoT deployments by our customers. Our integrated solution makes it simpler to rapidly build and scale IoT applications while de-risking the deployment process. Sierra Wireless offers a broad array of cloud and connectivity services to connect customers to the mobile network, manage devices and power their IoT services.

In December 2017, we acquired all of the outstanding shares of U.S.-based Numerex in a stock-for-stock merger transaction. This acquisition added a portfolio of managed end-to-end IoT solutions, including smart devices, network connectivity and service applications, addressing a wide spectrum of vertical markets and industrial customers.

We continue to seek opportunities to acquire or invest in businesses, products and technologies that will help us drive our growth strategy forward and expand our position in the IoT market.

Third Quarter Overview

Our revenue of $203.4 million in the third quarter and $592.2 million in the first nine months of 2018 represents an increase of 17.9% and 16.8%, respectively, compared to the same periods of 2017. These increases in revenue were driven by growth in each of our three reportable segments, notably in the IoT Services segment that included three full quarters of contribution from Numerex, acquired in December 2017.

Product revenue was $179.4 million in the third quarter and $521.1 million in the first nine months of 2018, up 11.1% and 9.5%, respectively, compared to the same periods of 2017. Services and Other revenue was $24.0 million in the third quarter and $71.1 million in the first nine months of 2018, up 117.8% and 128.5%, respectively, compared to the same periods of 2017. Services and Other revenue represented 11.8% of our total revenue in the third quarter and 12.0% in the first nine months of 2018, compared to 6.4% and 6.1%, respectively, in the same periods of 2017.

In the third quarter of 2018, compared to the same period of 2017, OEM Solutions segment revenue increased by 7.6% to $148.4 million, Enterprise Solutions segment revenue increased by 22.0% to $32.1 million, and IoT Services segment revenue increased significantly to $23.0 million compared to $8.4 million due to the contribution from Numerex and organic subscriber growth.

Foreign exchange rate changes impact our foreign currency denominated revenue and operating expenses. We estimate that changes in exchange rates between the third quarter of 2018 and the same period of 2017 negatively impacted our gross margin by $0.3 million and positively affected our operating expenses by $0.7 million in the third quarter of 2018, resulting in a net positive impact on operating income of $0.4 million.

Financial highlights for the third quarter of 2018:

GAAP:


•	Revenue was $203.4 million, up 17.9%, compared to $172.6 million in the third quarter of 2017.


•	Gross margin was 33.1% compared to 33.2% in the third quarter of 2017.


•	Earnings from operations was $0.9 million compared to $0.4 million in the third quarter of 2017.


•	Net loss was $1.0 million, or $0.03 per diluted share, compared to net earnings of $1.4 million, or $0.04 per diluted share, in the third quarter of 2017.


•	Cash and cash equivalents were $67.5 million at the end of the third quarter of 2018, a decrease of$6.0 million, compared to the end of the second quarter of 2018.

NON-GAAP⁽¹⁾:


•	Gross margin was 33.1% compared to 33.3% in the third quarter of 2017.


•	Earnings from operations were $10.9 million, up 14.3%, compared to $9.5 million in the third quarter of 2017.


•	Adjusted EBITDA was $16.0 million, up 21.1%, compared to $13.2 million in the third quarter of 2017.


•	Net earnings were $10.5 million, or $0.29 per diluted share, compared to net earnings of $7.7 million, or $0.24 per diluted share, in the third quarter of 2017.

We adopted the new accounting standard for revenue recognition effective January 1, 2018. Our third quarter and first nine months of 2018 financial results reflect the adoption of this new standard and prior periods have been adjusted accordingly. See Note 2 and Note 3 of our unaudited interim consolidated financial statements for more details.

In addition, as of the first quarter of 2018 we have included a breakout of our revenue and cost of sales into product revenue and cost of sales, and services and other revenue and cost of sales. Product revenue and cost of sales includes all revenues and costs associated with the sale of our embedded cellular modules, intelligent routers and gateways, asset tracking , vertical market smart devices, antennas and accessories, and Smart SIMs. Services and other revenue and cost of sales includes all revenues and costs associated with our cloud services, cellular connectivity services, managed connectivity and application services, software licenses, technical support services, extended warranty services, solution design and consulting services.

(1) Non-GAAP financial measures exclude the impact of stock-based compensation expense and related social taxes, acquisition-related amortization, impairment, acquisition-related costs, integration costs, restructuring costs, certain other nonrecurring costs or recoveries, foreign exchange gains or losses on translation of balance sheet accounts, unrealized foreign exchange gains and losses on forward contracts and certain tax adjustments. Refer to the section titled “Non-GAAP Financial Measures” for additional details and reconciliations to the applicable U.S. GAAP financial measures.

Selected Consolidated Financial Information:



(in thousands of U.S. dollars, except where otherwise stated)	2018									2017
	Q3			Q2			Q1			Total			Q4			Q3			Q2			Q1
Statement of Operations data:
Revenue	$	203,426		$	201,903		$	186,878		$	690,727		$	183,533		$	172,560		$	173,416		$	161,218

Gross Margin
- GAAP	$	67,267		$	69,309		$	62,100		$	234,239		$	61,814		$	57,294		$	59,636		$	55,495
- Non-GAAP (1)	$	67,313		$	69,366		62,401			234,723			61,947			57,429			59,744			55,603

Gross Margin %
- GAAP	33.1		%	34.3		%	33.2		%	33.9		%	33.7		%	33.2		%	34.4		%	34.4		%
- Non-GAAP (1)	33.1		%	34.4		%	33.4		%	34.0		%	33.8		%	33.3		%	34.5		%	34.5		%

Earnings (loss) from operations
- GAAP	$	853		$	(5,055	)	$	(9,876	)	$	100		$	(2,939	)	$	390		$	3,994		$	(1,345	)
- Non-GAAP (1)	10,859			10,414			3,803			39,636			9,482			9,501			11,441			9,212

Adjusted EBITDA⁽¹⁾	$	15,988		$	15,639		$	8,977		$	54,653		$	13,940		$	13,204		$	14,941		$	12,568

Net earnings (loss)
- GAAP	$	(1,037	)	$	(11,384	)	$	(8,363	)	$	4,518		$	(3,514	)	$	1,354		$	6,770		$	(92	)
- Non-GAAP (1)	10,514			9,653			3,294			34,519			9,208			7,717			9,814			7,780

Revenue by Segment:
OEM Solutions	$	148,356		$	150,939		$	135,211		$	554,537		$	139,795		$	137,850		$	144,467		$	132,425
Enterprise Solutions	32,068			28,402			29,200			101,535			31,879			26,277			21,661			21,718
IoT Services	23,002			22,562			22,467			34,655			11,859			8,433			7,288			7,075

Share and per share data:
Basic net earnings (loss) per share (in dollars)
- GAAP	$	(0.03	)	$	(0.32	)	$	(0.23	)	$	0.14		$	(0.11	)	$	0.04		$	0.21		$	—
- Non-GAAP (1)	$	0.29		$	0.27		$	0.09		$	1.07		$	0.28		$	0.24		$	0.31		$	0.24
Diluted net earnings (loss) per share (in dollars)
- GAAP	$	(0.03	)	$	(0.32	)	$	(0.23	)	$	0.14		$	(0.11	)	$	0.04		$	0.21		$	—
- Non-GAAP ⁽¹⁾	$	0.29		$	0.27		$	0.09		$	1.05		$	0.28		$	0.24		$	0.30		$	0.24

Common shares (in thousands)
At period-end	36,048			36,095			35,979			35,862			35,862			32,220			32,185			32,157
Weighted average - basic	36,085			36,021			35,912			32,356			33,136			32,200			32,167			31,909
Weighted average - diluted	36,085			36,021			35,912			32,893			33,136			32,735			32,766			31,909

See discussion under “Consolidated Results of Operations” for factors that have caused period-to-period variations.

Other key business highlights for the third quarter of 2018:


•	We launched AirLink® LX40, the industry's most compact cellular router optimized for the IoT, providing secure, managed connectivity out of the box for business-critical IoT enterprise applications.


•	We opened a new Global Service Center in Atlanta, Georgia to support our existing and rapidly growing IoT service customer base. More than 140 employees will be based at the location, monitoring millions of Sierra's connected devices around the world and providing 24/7/365 global customer support.


•	We launched AirLink® Management Service - Advanced Reporting and Analytics providing customers with operational insight for vehicle fleet operations using our secure, cloud-based device management platform.

•

We announced the appointment of Kent Thexton to the position of President & Chief Executive Officer of the Company, commencing November 1, 2018. Mr. Thexton had been serving as Interim Chief Executive Officer since May 31, 2018. Concurrently, Robin Abrams, who had served on the Company's Board of Directors since 2010, was appointed Chair of the Board of Directors, replacing Mr. Thexton who joined the Board in March 2005 and has served as Chair since February 2016. Mr. Thexton continues to serve as a Director of the Company.

•

We announced the appointment of Russell N. Jones, CPA, CA, to the Company's Board of Directors. Mr. Jones is an accomplished business and technology executive, bringing more than 37 years of international operational and leadership experience with leading technology companies, including Canadian e-commerce leader Shopify, Mitel Corporation, Newbridge Networks, Watchfire and Quake Technologies. Mr. Jones replaces outgoing Director Chuck Levine, who stepped down from the Board of Directors effective October 24, 2018.

•

We announced the appointment of Joy Chik to the Company's Board of Directors. Ms. Chik is Corporate Vice President for Identity Division in Microsoft's Cloud + AI group. Since joining Microsoft in 1998, as a software engineer, Ms. Chik has risen as an established leader of some of the industry's most impactful engineering teams. She is a member of the Anita Borg Institute and is also active in charities focused on encouraging women and girls to pursue careers in technology.

•

We announced the appointment of Jason Krause to the position of Chief Operating Officer of the Company. Mr. Krause will be responsible for all aspects of the Company's product and services, including: product portfolio strategy; product management; engineering; supply chain; quality; and global MNVO network and service operations. Prior to Mr. Krause's new position, he was Senior Vice President and General Manager of the Enterprise Solutions business unit, and before that, he was Senior Vice President of Marketing, Strategy, and Corporate Development. Before joining the Company in 2007, he worked at the Boston Consulting Group and held marketing and engineering roles at Altera Corporation. He has an MBA from the Rotman School of Management at the University of Toronto and a BASc in Electronics Engineering from Simon Fraser University.

Outlook

For the fourth quarter of 2018, we expect revenue to be in the range of $200 million to $208 million and non-GAAP earnings per share to be in the range of $0.22 to $0.30. Included in this guidance range for the fourth quarter is an estimated negative impact of approximately $0.03 on earnings per share related to U.S. tariffs.

We believe that the market for wireless IoT solutions has strong long-term growth prospects. We anticipate strong long-term growth in the number of devices being wirelessly connected, driven by key enablers, such as lower wireless connectivity costs, faster wireless connection speeds, new wireless technologies designed specifically for the IoT, new devices and tools to simplify the development of IoT applications, and increased focus and investment from large ecosystem players. More importantly, we see emerging customer demand in many of our target verticals driven by increasing recognition of the value created by deploying IoT solutions, such as new revenue streams and cost efficiencies.

Key factors that we expect will affect our results in the near term are:


•	the strength of our competitive position in the market;


•	the timely ramp up of sales of our new products recently launched or currently under development;


•	our ability to integrate Numerex's business, operations and workforce with ours and our ability to return the Numerex business to profitable growth and to realize the anticipated benefits of the acquisition;


•	contributions to our operating results from the acquisitions we completed in 2015, 2016 and 2017;


•	the level of success our customers achieve with sales of connected solutions;


•	fluctuations in customer demand and inventory levels, particularly large customers;


•	our ability to manage component supply issues when they arise;


•	our ability to attract and retain effective channel partners;


•	the timely launch and ramp up of new customer programs;


•	our ability to secure future design wins with both existing and new customers;


•	the end-of-life of existing customer programs;


•	manufacturing capacity at our various manufacturing sites;


•	our ability to manage component and product quality compliance;


•	fluctuations in foreign exchange rates;


•	general economic conditions in the markets we serve; and


•	seasonality in demand.

We expect that product and price competition from other wireless device manufacturers and solution providers will continue to play a role in the IoT market. As a result of these factors, we may experience volatility in our results on a quarter-to-quarter basis. Gross margin percentage may fluctuate from quarter-to-quarter depending on product and customer mix, average selling prices and product costs.

See "Cautionary Note Regarding Forward-Looking Statements".

CONSOLIDATED RESULTS OF OPERATIONS



	Three months ended September 30									Nine months ended September 30
(in thousands of U.S. dollars, except where otherwise stated)	2018					2017				2018					2017
	$			% of Revenue		$		% of Revenue		$			% of Revenue		$		% of Revenue
Revenue
Product	179,390			88.2	%	161,523		93.6	%	521,127			88.0	%	476,093		93.9	%
Services and other	24,036			11.8	%	11,037		6.4	%	71,080			12.0	%	31,101		6.1	%
	203,426			100.0	%	172,560		100.0	%	592,207			100.0	%	507,194		100.0	%
Cost of sales
Product	124,528			61.2	%	110,131		63.8	%	359,656			60.7	%	319,891		63.1	%
Services and other	11,631			5.7	%	5,135		3.0	%	33,875			5.7	%	14,878		2.9	%
	136,159			66.9	%	115,266		66.8	%	393,531			66.5	%	334,769		66.0	%
Gross margin	67,267			33.1	%	57,294		33.2	%	198,676			33.5	%	172,425		34.0	%

Expenses
Sales and marketing	21,743			10.7	%	17,975		10.4	%	66,234			11.2	%	54,699		10.8	%
Research and development	22,621			11.1	%	21,044		12.2	%	71,477			12.1	%	60,825		12.0	%
Administration	14,998			7.4	%	10,560		6.1	%	47,066			7.9	%	31,525		6.2	%
Restructuring	227			0.1	%	199		0.1	%	4,770			0.8	%	831		0.2	%
Acquisition-related and integration	570			0.3	%	2,077		1.2	%	3,349			0.6	%	3,403		0.7	%
Impairment	—			—	%	—		—	%	—			—	%	3,668		0.7	%
Amortization	6,255			3.1	%	5,049		2.9	%	19,858			3.4	%	14,435		2.8	%
	66,414			32.6	%	56,904		33.0	%	212,754			35.9	%	169,386		33.4	%
Earnings (loss) from operations	853			0.4	%	390		0.2	%	(14,078		)	(2.4	)%	3,039		0.6	%
Foreign exchange gain (loss)	(159		)			1,667				(3,092		)			6,283
Other income (loss)	7					32				70					29
Earnings (loss) before income taxes	701					2,089				(17,100		)			9,351
Income tax expense (recovery)	1,738					735				3,684					1,319
Net earnings (loss)	(1,037		)			1,354				(20,784		)			8,032

Basic net earnings (loss) per share (in dollars)	$	(0.03	)			$	0.04			$	(0.58	)			$	0.25
Diluted net earnings (loss) per share (in dollars)	$	(0.03	)			$	0.04			$	(0.58	)			$	0.25

Revenue

Revenue increased by $30.9 million, or 17.9%, in the third quarter of 2018 and by $85.0 million, or 16.8%, in the first nine months of 2018, compared to the same periods of 2017. This increase was driven by growth in each of our three reportable segments, notably in the IoT Services segment which included contribution from Numerex.

Product revenue increased by $17.9 million, or 11.1%, in the third quarter of 2018 and by $45.0 million, or 9.5%, in the first nine months of 2018, compared to the same periods of 2017. The increase in the third quarter and first nine months was primarily driven by growth in both OEM and Enterprise product revenue. Services and other revenue increased by $13.0 million, or 117.8% in the third quarter of 2018 and by $40.0 million, or 128.5% in the first nine months of 2018, compared to the same periods of 2017, primarily driven by the contribution from Numerex as well as organic growth in subscribers.

Gross margin

Gross margin was 33.1% in the third quarter of 2018 and 33.5% in the first nine months of 2018 compared to 33.2% and 34.0% in the same periods of 2017. In the third quarter and first nine months of 2018, gross margin decreased slightly compared to the same periods of 2017, reflecting unfavorable product and customer mix in our OEM Solutions segment offset by improved sales of higher margin gateways in our Enterprise Solutions segment and cloud and connectivity services in our IoT Services segment.

Gross margin included stock-based compensation expense and related social taxes of $0.1 million in each of the third quarters of 2018 and 2017, and $0.4 million and $0.3 million in the first nine months of 2018 and 2017, respectively.

Sales and marketing

Sales and marketing expense increased by $3.8 million, or 21.0%, in the third quarter of 2018 and by $11.5 million, or 21.1%, in the first nine months of 2018 compared to the same periods of 2017. These increases were primarily driven by higher revenue, costs added as a result of the Numerex acquisition and the unfavorable impact of foreign exchange, partly offset by lower professional fees.

Sales and marketing expense included stock-based compensation expense and related social taxes of $0.8 million and $0.7 million in the third quarter of 2018 and 2017, respectively, and $2.2 million and $1.8 million in the first nine months of 2018 and 2017, respectively.

Research and development

Research and development (“R&D”) expense increased by $1.6 million, or 7.5%, in the third quarter of 2018 compared to the same period in 2017. This increase was mainly driven by costs added as a result of the Numerex acquisition and the unfavorable impact of foreign exchange, partly offset by lower development and certification costs.

R&D expense increased by $10.7 million, or 17.5%, in the first nine months of 2018 compared to the same period of 2017. This increase was mainly driven by costs added as a result of the Numerex acquisition, the addition of R&D resources to support product development underpinning new design wins and the unfavorable impact of foreign exchange.

R&D expense included stock-based compensation expense and related social taxes of $0.7 million and $0.5 million in the third quarter of 2018 and 2017, respectively, and $1.8 million and $1.5 million in the first nine months of 2018 and 2017, respectively. R&D expense also included acquisition amortization of $0.1 million in each of the third quarter of 2018 and 2017, and $0.2 million and $0.4 million in the first nine months of 2018 and 2017, respectively.

Administration

Administration expense increased by $4.4 million, or 42.0%, in the third quarter of 2018 compared to the same period of 2017. This increase was mainly driven by higher consulting fees, added costs as a result of the Numerex acquisition and higher stock-based compensation.

Administration expense increased by $15.5 million, or 49.3%, in the first nine months of 2018 compared to the same period of 2017. This increase was mainly driven by one-time separation costs related to our former CEO's retirement, including higher stock-based compensation expense in connection with accelerated vesting of equity awards, as well as higher consulting fees, added costs as a result of the Numerex acquisition and the unfavorable impact of foreign exchange.

Administration expense included stock-based compensation expense and related social taxes of $1.9 million and $1.5 million in the third quarter of 2018 and 2017, respectively, and $5.8 million and $3.9 million in the first nine months of 2018 and 2017, respectively.

Restructuring

Earlier in 2018, we commenced various efficiency and effectiveness initiatives focused on capturing synergies as we integrate Numerex into our business as well as efficiency gains in other areas of our business. We recorded restructuring costs of $0.2 million and $4.8 million in the third quarter and first nine months of 2018, respectively.

Restructuring cost in the first nine months of 2017 were related to the relocation of our IoT Services customer support operations from Sweden to France and the United States. We recorded restructuring costs of $0.2 million and $0.8 million in the third quarter and first nine months of 2017, respectively.

Acquisition-related and integration

In the third quarter, acquisition-related and integration costs decreased by $1.5 million, or 72.6%, compared to the same period of 2017. Higher expenses in the third quarter of 2017 reflect the Numerex acquisition and accruals of acquisition-related contingent consideration.

In the first nine months of 2018, acquisition-related and integration costs were $3.4 million, consistent with the same period of 2017.

Impairment

No impairment charges were recorded in the first three and nine months of 2018. The impairment charge recorded in the first nine months of 2017 related to an intangible asset recorded on our acquisition of Wireless Maingate AB. The charge was recorded due to the decision to terminate a service offering that was superseded by a more technologically advanced offering in our integrated IoT Services segment.

Amortization

Amortization expense in the third quarter and first nine months of 2018 increased by $1.2 million and $5.4 million, respectively, mainly as a result of higher acquisition-related amortization. Amortization expense for the third quarter and first nine months of 2018 included $4.3 million and $14.1 million of acquisition-related amortization, respectively, compared to $3.8 million and $10.8 million in the same periods of 2017.

Foreign exchange gain (loss)

Foreign exchange loss was $0.2 million for the third quarter of 2018 compared to a gain of $1.7 million in the same period of 2017. In the first nine months of 2018, foreign exchange loss was $3.1 million compared to a gain of $6.3 million in the same period of 2017. The losses in 2018 were primarily driven by a decrease in the value of the Euro compared to the U.S. dollar.

Income tax expense

Income tax expense increased by $1.0 million in the third quarter of 2018 and by $2.4 million in the first nine months of 2018 compared to the same periods of 2017, primarily due to changes in the realizability of certain tax assets, partly offset by a shift of earnings between jurisdictions.

Net earnings (loss)

Net loss in the third quarter of 2018 was $1.0 million compared to net earnings of $1.4 million in the same period of 2017. The decrease in net earnings was mainly due to higher operating expenses and the unfavorable impact of foreign exchange.

Net loss in the first nine months of 2018 was $20.8 million compared to net earnings of $8.0 million in the same period of 2017. The decrease in earnings reflected higher operating expenses combined with higher restructuring expense, consulting fees, separation costs on the retirement of our former CEO, income tax expense and the unfavorable impact of foreign exchange.

Net loss in the third quarter and in the first nine months of 2018 included stock-based compensation expense and related social taxes of $3.5 million and $10.3 million, respectively, and acquisition amortization of $4.3 million and $14.2 million, respectively. Net earnings in the third quarter and first nine months of 2017 included stock-based compensation expense and related social taxes of $2.8 million and $7.5 million, respectively, and acquisition amortization of $3.9 million and $11.3 million, respectively.

SEGMENTED INFORMATION

OEM Solutions



(in thousands of U.S. dollars, except where otherwise stated)									% change
	Q3, 2018		Q3, 2017		Q3 YTD, 2018		Q3 YTD, 2017		Q3, 2018 vs Q3, 2017		Q3 YTD, 2018 vs Q3 YTD, 2017
Revenue	148,356		137,850		434,506		414,742		7.6	%	4.8	%
Cost of sales	107,853		97,170		309,221		285,888		11.0	%	8.2	%
Gross margin	40,503		40,680		125,285		128,854		(0.4	)%	(2.8	)%
Gross margin %	27.3	%	29.5	%	28.8	%	31.1	%

In the third quarter and first nine months of 2018, OEM Solutions revenue increased by $10.5 million, or 7.6%, and by $19.8 million, or 4.8%, respectively, compared to the same periods of 2017. The increase in the third quarter was primarily due to continued strong demand from automotive, networking and distribution customers, partially offset by weaker demand from mobile computing and transportation customers. The increase in the first nine months of 2018 was primarily due to continued strong demand from automotive, networking and distribution and mobile computing customers, partially offset by weaker demand from sales and payment, and transportation customers.

Gross margin for OEM Solutions was 27.3% in the third quarter of 2018 and 28.8% in the first nine months of 2018, compared to 29.5% and 31.1% in the same periods of 2017. These decreases were mainly driven by unfavorable product and customer mix, including the effects of higher automotive volumes at lower gross margin, as well as incremental costs in Q1 2018 related to component supply constraints and related expedite fees.

Enterprise Solutions



(in thousands of U.S. dollars, except where otherwise stated)									% change
	Q3, 2018		Q3, 2017		Q3 YTD, 2018		Q3 YTD, 2017		Q3, 2018 vs Q3, 2017		Q3 YTD, 2018 vs Q3 YTD, 2017
Revenue	32,068		26,277		89,670		69,656		22.0	%	28.7	%
Cost of sales	14,750		13,646		44,141		36,264		8.1	%	21.7	%
Gross margin	17,318		12,631		45,529		33,392		37.1	%	36.3	%
Gross margin %	54.0	%	48.1	%	50.8	%	47.9	%

In the third quarter and first nine months of 2018, revenue increased by $5.8 million, or 22.0%, and by $20.0 million, or 28.7%, respectively, compared to the same periods of 2017. These increases were driven by strong sales of AirLink gateway products, including the RV50, MG90 and MP70, partly offset by lower sales of our mid-tier telematics gateways

In the third quarter of 2018, Enterprise Solutions gross margin was 54.0%, and was 50.8% in the first nine months of 2018, compared to 48.1% and 47.9% in the same periods of 2017. These increases in gross margin were mainly due to favorable product mix related to increased sales of higher margin AirLink gateway products and related services, partly offset by lower sales of our mid-tier telematics gateways.

IoT Services



(in thousands of U.S. dollars, except where otherwise stated)									% change
	Q3, 2018		Q3, 2017		Q3 YTD, 2018		Q3 YTD, 2017		Q3, 2018 vs Q3, 2017		Q3 YTD, 2018 vs Q3 YTD, 2017
Revenue	23,002		8,433		68,031		22,796		172.8	%	198.4	%
Cost of sales	13,556		4,450		40,169		12,617		204.6	%	218.4	%
Gross margin	9,446		3,983		27,862		10,179		137.2	%	173.7	%
Gross margin %	41.1	%	47.2	%	41.0	%	44.7	%

In the third quarter and first nine months of 2018, IoT Services revenue increased by $14.6 million, or 172.8%, and by $45.2 million, or 198.4%, compared to the same periods of 2017. This growth was driven by contributions from Numerex, acquired in December 2017, as well as organic subscriber growth in cloud and cellular connectivity services.

In the third quarter and the first nine months of 2018, IoT gross margin was 41.1% and 41.0%, respectively, compared to 47.2% and 44.7% in the same periods of 2017. The addition of Numerex revenue reduced gross margin percentage in both the third quarter of 2018 and the first nine months of 2018, partially as a result of network upgrade costs incurred in the first quarter of 2018 as well as contractual minimums incurred in the second and third quarters of 2018.

SUMMARY OF QUARTERLY RESULTS OF OPERATIONS

The following table highlights selected consolidated financial information for each of the eight most recent quarters that, in management’s opinion, have been prepared on a basis consistent with the audited consolidated financial statements for the year ended December 31, 2017 except as indicated in section "Impact of Accounting Pronouncements Affecting Current Period". The selected consolidated financial information presented below reflects all adjustments, consisting primarily of normal recurring adjustments, which are, in the opinion of management, necessary for a fair presentation of results for the interim periods. Prior quarters have been adjusted for the adoption of the new revenue standard. These results are not necessarily indicative of results for any future period. You should not rely on these results to predict future performance.



(in thousands of U.S. dollars, except where otherwise stated)	2018									2017												2016
	Q3			Q2			Q1			Q4			Q3			Q2			Q1			Q4
Revenue	$	203,426		$	201,903		$	186,878		$	183,533		$	172,560		$	173,416		$	161,218		$	162,429
Cost of sales	136,159			132,594			124,778			121,719			115,266			113,780			105,723			94,085
Gross margin	67,267			69,309			62,100			61,814			57,294			59,636			55,495			68,344
Gross margin %	33.1		%	34.3		%	33.2		%	33.7		%	33.2		%	34.4		%	34.4		%	42.1		%

Expenses
Sales and marketing	21,743			22,066			22,425			20,436			17,975			18,699			18,025			16,970
Research and development	22,621			24,391			24,465			21,828			21,044			20,470			19,311			17,645
Administration	14,998			19,804			12,264			11,379			10,560			10,579			10,386			9,708
Restructuring	227			952			3,591			245			199			259			373			—
Acquisition-related and integration	570			1,014			1,765			4,792			2,077			875			451			376
Impairment	—			—			—			—			—			—			3,668			—
Amortization	6,255			6,137			7,466			6,073			5,049			4,760			4,626			4,372
	66,414			74,364			71,976			64,753			56,904			55,642			56,840			49,071
Earnings (loss) from operations	853			(5,055		)	(9,876		)	(2,939		)	390			3,994			(1,345		)	19,273
Foreign exchange gain (loss)	(159		)	(4,048		)	1,115			1,267			1,667			3,517			1,099			(3,547		)
Other income (expense)	7			8			55			38			32			(12		)	9			2
Earnings (loss) before income tax	701			(9,095		)	(8,706		)	(1,634		)	2,089			7,499			(237		)	15,728
Income tax expense (recovery)	1,738			2,289			(343		)	1,880			735			729			(145		)	(5		)
Net earnings (loss)	$	(1,037	)	$	(11,384	)	$	(8,363	)	$	(3,514	)	$	1,354		$	6,770		$	(92	)	$	15,733
Earnings (loss) per share - in dollars
Basic and diluted	$	(0.03	)	$	(0.32	)	$	(0.23	)	$	(0.11	)	$	0.04		$	0.21		$	—		$	0.49
Weighted average number of shares (in thousands)
Basic	36,085			36,021			35,915			33,136			32,200			32,167			31,909			31,962
Diluted	36,085			36,021			35,912			33,136			32,735			32,766			31,909			32,367

See "Overview" and "Consolidated Results of Operations" in this MD&A, for details of our results for the third quarter of 2018 compared to results for the third quarter of 2017.

Our quarterly results may fluctuate from quarter to quarter, driven by variation in sales volume, product mix, the combination of variable and fixed operating expenses, as well as the impact of acquisitions completed in the current and prior quarters and other factors.

LIQUIDITY AND CAPITAL RESOURCES

Selected Consolidated Financial Information



(in thousands of U.S. dollars)	Three months ended September 30									Nine months ended September 30
	2018			2017			Change			2018			2017			Change
Cash flows provided (used) before changes in non-cash working capital:	$	13,395		$	9,415		$	3,980		$	27,034		$	31,372		$	(4,338	)
Changes in non-cash working capital
Accounts receivable	(5,070		)	(12,751		)	7,681			(6,762		)	(23		)	(6,739		)
Inventories	2,114			9,047			(6,933		)	1,325			(14,193		)	15,518
Prepaid expense and other	1,396			(367		)	1,763			(4,322		)	(5,192		)	870
Accounts payable and accrued liabilities	(9,401		)	(17,039		)	7,638			9,025			(24,869		)	33,894
Deferred revenue	193			(349		)	542			(1,496		)	(1,561		)	65
	(10,768		)	(21,459		)	10,691			(2,230		)	(45,838		)	43,608
Cash flows provided by (used in):
Operating activities	2,627			(12,044		)	14,671			24,804			(14,466		)	39,270

Investing activities	(5,082		)	(3,227		)	(1,855		)	(15,505		)	(15,382		)	(123		)
Acquisitions	—			—			—			—			(3,145		)	3,145
Capital expenditures and increase in intangible assets	(5,096		)	(3,227		)	(1,869		)	(15,581		)	(12,264		)	(3,317		)

Financing activities	(3,350		)	89			(3,439		)	(4,099		)	(327		)	(3,772		)
Issue of common shares	1,257			363			894			2,535			5,285			(2,750		)
Repurchase of common shares for cancellation	(3,120		)	—			(3,120		)	(3,120		)	(2,779		)	(341		)
Purchase of treasury shares for RSU distribution	(1,085		)	—			(1,085		)	(1,085		)	—			(1,085		)
Taxes paid related to net settlement of equity awards	(334		)	(7		)	(327		)	(1,788		)	(1,096		)	(692		)
Payment for contingent consideration	—			(161		)	161			(130		)	(1,397		)	1,267

Free Cash Flow ⁽¹⁾	$	(2,469	)	$	(15,271	)	$	12,802		$	9,223		$	(26,730	)	$	35,953

(1) See section titled "Non-GAAP Financial Measures" for additional details and a reconciliation to the applicable U.S. GAAP financial measure.

Operating Activities

Cash provided by operating activities increased by $14.7 million in the third quarter of 2018, compared to the same period in 2017, mainly due to lower working capital requirements for accounts payable and accounts receivable, partly offset by inventory.

Cash provided by operating activities increased by $39.3 million in the first nine months of 2018, compared to the same period of 2017, mainly due to lower working capital requirements for inventory and accounts payable, partly offset by accounts receivable.

Investing Activities

Cash used in investing activities increased by $1.9 million in the third quarter of 2018, compared to the same period of 2017, mainly due to higher capital expenditures and increased by $0.1 million in the first nine months of 2018, compared to the same period of 2017, mainly due to the absence of acquisition activity in the current nine month period, offset by higher capital expenditures.

Capital expenditures of $5.1 million and $15.6 million in the third quarter and first nine months of 2018, respectively, were higher compared to the same periods of 2017, primarily as a result of the addition of Numerex capital expenditures. Capital expenditures in the quarter were primarily for production and tooling equipment, R&D equipment, monitoring equipment while cash used for intangible assets was primarily for capitalized software costs.

Financing Activities

Net cash used for financing activities increased by $3.4 million in the third quarter of 2018 compared to the same period of 2017, mainly due to common shares repurchases under our Normal Course Issuer Bid ("NCIB") that commenced on August 8, 2018, purchase of treasury shares for restricted share unit ("RSU") distribution and higher taxes paid related to net settlement of equity awards, partially offset by higher proceeds received from stock option exercises.

Net cash used for financing activities increased by $3.8 million in the first nine months of 2018, compared to the same period of 2017, mainly due to lower proceeds received from stock option exercises, purchase of treasury shares for RSU distribution, higher taxes paid related to net settlement of equity awards, and higher common shares repurchases under our current NCIB compared to the previous NCIB which expired on February 8, 2017, partially offset by the absence of payments for acquisition-related earn-out arrangements.

Free Cash Flow

Free cash flow for the third quarter and first nine months of 2018 improved by $12.8 million and by $36.0 million, respectively, compared to the same periods of 2017, primarily as a result of lower working capital requirements offset by higher capital expenditures. See "Non-GAAP Financial Measures".

Cash Requirements

Our near-term cash requirements are primarily related to funding our operations, including inventory and other working capital items, capital expenditures and other obligations summarized in the table below. Cash may also be used to finance acquisitions of businesses in line with our strategy and share repurchases. We continue to believe our cash and cash equivalents balance of $67.5 million at September 30, 2018 and cash generated from operations will be sufficient to fund our expected working capital and capital expenditure requirements for at least the next twelve months based on current business plans. However, we cannot be certain that our actual cash requirements will not be greater than we currently expect.

The following table presents the aggregate amount of future cash outflows for contractual obligations as of September 30, 2018.



Payments due by period (in thousands of U.S. dollars)	Total		2018		2019		2020		2021		2022		Thereafter
Operating lease obligations	$	23,320	$	1,791	$	5,742	$	5,502	$	3,977	$	2,321	$	3,987
Capital lease obligations	1,208		169		520		373		146		—		—
Purchase obligations - Contract Manufacturers⁽¹⁾	141,928		141,928		—		—		—		—		—
Purchase obligations - Mobile Network Operators ⁽²⁾	12,306		2,721		3,570		3,920		1,495		600		—
Other obligations	771		303		55		17		13		383		—
Total	$	179,533	$	146,912	$	9,887	$	9,812	$	5,631	$	3,304	$	3,987

(1) Purchase obligations represent obligations with certain contract manufacturers and suppliers to buy a minimum amount of designated products between October 2018 and March 2019. In certain of these arrangements, we may be required to acquire and pay for such products up to the prescribed minimum or forecasted purchases.

(2) Purchase obligations represent obligations with certain mobile network operators to purchase a minimum amount of wireless data and wireless data services between October 2018 and October 2022.

Normal Course Issuer Bid

On August 1, 2018, we received approval from the TSX of our Notice of Intention to make a new NCIB. Pursuant to the NCIB, we may purchase for cancellation up to 3,580,668 of our common shares, or approximately 9.9% of common shares outstanding as of the date of the announcement (representing 10% of the public float). The NCIB commenced on August 8, 2018 and will terminate on the earlier of: i) August 7, 2019; (ii) the date we complete our purchases pursuant to the notice of intention filed with the TSX; or (iii) the date of notice by us of termination of the NCIB.

In the three and nine months ended September 30, 2018, we repurchased and canceled 161,500 common shares at an average price of $19.32 per share. The excess purchase price over and above the average carrying value in the amount of $1,187 was charged to retained earnings.

Capital Resources

The source of funds for our future capital expenditures and commitments includes cash, cash from operations and borrowings under our credit facilities.



	2018							2017
(in thousands of U.S. dollars)		Sep 30		Jun 30		Mar 31		Dec 31		Sep 30		Jun 30		Mar 31
Cash and cash equivalents		$	67,460	$	73,411	$	70,588	$	65,003	$	74,206	$	89,012	$	92,545
Unused credit facilities		30,000		10,000		10,000		10,000		10,000		10,000		10,000
Total		$	97,460	$	83,411	$	80,588	$	75,003	$	84,206	$	99,012	$	102,545

At September 30, 2018, we have committed capital expenditures of $4.4 million (Dec 31, 2017 - $4.3 million). Our capital expenditures during the fourth quarter of 2018 are expected to be primarily for production equipment.

Credit Facilities

On July 31, 2018, we entered into a new committed $30 million senior secured revolving credit facility (the "Revolving Facility") with the Canadian Imperial Bank of Commerce as sole lender and as Administrative Agent. The new Revolving Facility replaced the Company’s previous $10 million uncommitted revolving credit facility. The Revolving Facility is secured by a pledge against substantially all of our assets and includes an accordion feature, which permits the Company to increase the aggregate revolving loan commitments thereunder on an uncommitted basis subject to certain conditions. The Revolving Facility matures on July 31, 2021 and will be used

for general corporate purposes, including, but not limited to, capital expenditures, working capital requirements and/or certain acquisitions permitted under the Revolving Facility. As at September 30, 2018, there were no borrowings under the Revolving Facility.

Letters of Credit

During the second quarter of 2018, we reduced our revolving standby letter of credit facility with Toronto Dominion Bank from $10 million to $1.5 million in connection with the Revolving Facility. The credit facility is used for the issuance of letters of credit and guarantees and is guaranteed by Export Development Canada. As of September 30, 2018, there were two letters of credit issued against the revolving standby letter of credit facility for a total value of $0.1 million.

NON-GAAP FINANCIAL MEASURES

Our consolidated financial statements are prepared in accordance with U.S. GAAP on a basis consistent for all periods presented. In addition to results reported in accordance with U.S. GAAP, we use non-GAAP financial measures as supplemental indicators of our operating performance. The term “non-GAAP financial measure” is used to refer to a numerical measure of a company’s historical or future financial performance, financial position or cash flows that: (i) excludes amounts, or is subject to adjustments that have the effect of excluding amounts, that are included in the most directly comparable measure calculated and presented in accordance with U.S. GAAP in a company’s statement of earnings, balance sheet or statement of cash flows; or (ii) includes amounts, or is subject to adjustments that have the effect of including amounts, that are excluded from the most directly comparable measure so calculated and presented.

Our non-GAAP financial measures include non-GAAP gross margin, non-GAAP earnings (loss) from operations, non-GAAP net earnings (loss), non-GAAP basic and diluted net earnings (loss) per share, adjusted EBITDA (earnings before interest, taxes, depreciation and amortization), and free cash flow.

Non-GAAP gross margin excludes the impact of stock-based compensation expense and related social taxes and certain other nonrecurring costs or recoveries.

Non-GAAP earnings (loss) from operations includes allocation of realized gains or losses on forward contracts and excludes the impact of stock-based compensation expense and related social taxes, acquisition-related amortization, acquisition-related and integration costs, restructuring costs, impairment and certain other nonrecurring costs or recoveries.

Non-GAAP income tax expense includes certain tax adjustments and taxes on acquisition-related amortization, acquisition-related and integration costs, restructuring costs, other non-recurring costs and foreign exchange.

In addition to the above, non-GAAP net earnings (loss) and non-GAAP net earnings (loss) per share exclude the impact of foreign exchange gains or losses on translation of certain balance sheet accounts, foreign exchange gains or losses on forward contracts and certain tax adjustments.

We use the above-noted non-GAAP financial measures for planning purposes and to allow us to assess the performance of our business before including the impacts of the items noted above as they affect the comparability of our financial results. These non-GAAP measures are reviewed regularly by management and the Board of Directors as part of the ongoing internal assessment of our operating performance. We also use non-GAAP earnings from operations as one component in determining short-term incentive compensation for management employees.

Adjusted EBITDA is defined as net earnings (loss) plus stock-based compensation expense and related social taxes, acquisition-related and integration costs, restructuring cost, impairment, certain other nonrecurring costs or recoveries, amortization, foreign exchange gains or losses on translation of certain balance sheet accounts, unrealized foreign exchange gains or losses on forward contracts, interest and income tax expense. Adjusted EBITDA is a metric used by investors and analysts for valuation purposes and is an important indicator of our operating performance and our ability to generate liquidity through operating cash flow that will fund future working capital needs and fund future capital expenditures.

Free cash flow is defined as cash flow from operating activities less capital expenditures and increases in intangibles. We believe that disclosure of free cash flow provides a good measure of our ability to internally generate cash that can be used for investment in the business and is an important indicator of our financial strength and performance. We also believe that certain investors and analysts use free cash flow to assess our business.

We disclose these non-GAAP financial measures as we believe they provide useful information to investors and analysts to assist them in their evaluation of our operating results and to assist in comparisons from one period to another. Readers are cautioned that non-GAAP financial measures do not have any standardized meaning prescribed by U.S. GAAP and therefore may not be comparable to similar measures presented by other companies.

We strongly encourage investors to review our financial information in its entirety and not to rely on a single financial measure. We therefore believe that despite these limitations, it is appropriate to supplement the U.S. GAAP measures with certain non-GAAP measures defined in this section of our MD&A.

The following table provides a reconciliation of the non-GAAP financial measures to our U.S. GAAP results:



(in thousands of U.S. dollars, except where otherwise stated)	2018									2017
	Q3			Q2			Q1			Total			Q4			Q3			Q2			Q1

Gross margin - GAAP	$	67,267		$	69,309		$	62,100		$	234,239		$	61,814		$	57,294		$	59,636		$	55,495
Stock-based compensation and related social taxes	57			57			307			461			122			123			108			108
Realized gains (losses) on hedge contracts	(11		)	—			(6		)	23			11			12			—			—
Gross margin - Non-GAAP	$	67,313		$	69,366		$	62,401		$	234,723		$	61,947		$	57,429		$	59,744		$	55,603

Earnings (loss) from operations - GAAP	$	853		$	(5,055	)	$	(9,876	)	$	100		$	(2,939	)	$	390		$	3,994		$	(1,345	)
Stock-based compensation and related social taxes	3,473			3,950			2,840			10,374			2,869			2,780			2,577			2,148
Acquisition-related and integration	570			1,014			1,765			8,195			4,792			2,077			875			451
Restructuring	227			952			3,591			1,076			245			199			259			373
Other nonrecurring costs	1,583			5,141			—			318			—			—			42			276
Realized gains (losses) on hedge contracts	(201		)	(14		)	(51		)	419			209			210			—			—
Impairment	—			—			—			3,668			—			—			—			3,668
Acquisition-related amortization	4,354			4,426			5,534			15,486			4,306			3,845			3,694			3,641
Earnings from operations - Non-GAAP	$	10,859		$	10,414		$	3,803		$	39,636		$	9,482		$	9,501		$	11,441		$	9,212

Net earnings (loss) - GAAP	$	(1,037	)	$	(11,384	)	$	(8,363	)	$	4,518		$	(3,514	)	$	1,354		$	6,770		$	(92	)
Stock-based compensation and related social taxes, restructuring, impairment, acquisition-related, integration and other nonrecurring costs (recoveries)	5,853			11,057			8,196			23,631			7,906			5,056			3,753			6,916
Amortization	9,483			9,651			10,708			30,503			8,764			7,548			7,194			6,997
Interest and other, net	(7		)	(8		)	(55		)	(67		)	(38		)	(32		)	12			(9		)
Foreign exchange loss (gain)	(42		)	4,034			(1,166		)	(7,131		)	(1,058		)	(1,457		)	(3,517		)	(1,099		)
Income tax expense (recovery)	1,738			2,289			(343		)	3,199			1,880			735			729			(145		)
Adjusted EBITDA	15,988			15,639			8,977			54,653			13,940			13,204			14,941			12,568
Amortization (exclude acquisition-related amortization)	(5,129		)	(5,225		)	(5,174		)	(15,017		)	(4,458		)	(3,703		)	(3,500		)	(3,356		)
Interest and other, net	7			8			55			67			38			32			(12		)	9
Income tax expense - Non-GAAP	(352		)	(769		)	(564		)	(5,184		)	(312		)	(1,816		)	(1,615		)	(1,441		)
Net earnings - Non-GAAP	$	10,514		$	9,653		$	3,294		$	34,519		$	9,208		$	7,717		$	9,814		$	7,780

Diluted net earnings (loss) per share
GAAP - (in dollars per share)	$	(0.03	)	$	(0.32	)	$	(0.23	)	$	0.14		$	(0.11	)	$	0.04		$	0.21		$	—
Non-GAAP - (in dollars per share)	$	0.29		$	0.27		$	0.09		$	1.05		$	0.28		$	0.24		$	0.30		$	0.24

The following table provides a reconciliation of free cash flow:



	Three months ended September 31						Nine months ended September 30
(in thousands of U.S. dollars)	2018			2017			2018			2017
Cash flows from operating activities	$	2,627		$	(12,044	)	$	24,804		$	(14,466	)
Capital expenditures and increase in intangible assets	(5,096		)	(3,227		)	(15,581		)	(12,264		)
Free Cash Flow	$	(2,469	)	$	(15,271	)	$	9,223		$	(26,730	)

OFF-BALANCE SHEET ARRANGEMENTS

We did not have any off-balance sheet arrangements during the three and nine months ended September 30, 2018.

TRANSACTIONS BETWEEN RELATED PARTIES

We did not undertake any transactions with related parties during the three and nine months ended September 30, 2018.

CRITICAL ACCOUNTING POLICIES AND ESTIMATES

We prepare our consolidated financial statements in accordance with U.S. GAAP and we make certain estimates and assumptions that affect the reported amounts of assets, liabilities, revenue, expenses and the related disclosure of contingent liabilities. On an ongoing basis, we evaluate our estimates and judgments, including those related to business combinations, revenue recognition, adequacy of allowance for doubtful accounts, adequacy of inventory reserve, valuation of goodwill and intangible assets, income taxes, useful lives of assets, adequacy of warranty reserve, royalty obligations, contingencies, stock-based compensation, and fair value measurement. We base our estimates on historical experience, anticipated results and trends and on various other assumptions that we believe are reasonable under the circumstances. By their nature, estimates are subject to an inherent degree of uncertainty. Actual results could differ from our estimates.

The discussion on the accounting policies and estimates that require management's most difficult, subjective and complex judgments, and which are subject to a degree of measurement uncertainty, can be found in our 2017 annual MD&A, a copy of which is available on SEDAR at www.sedar.com and the SEC's website at www.sec.gov.

Additional information related to our critical accounting policies and estimates is below:

Revenue Recognition

Product revenue includes sales from embedded cellular modules, short range wireless modules, intelligent routers and gateways, asset tracking devices, antennas and accessories, and Smart SIMs. Service and other revenue includes sales from cloud services, cellular connectivity services, managed connectivity and application services, software licenses, technical support services, extended warranty services, solution design and consulting services.

We recognize revenues when we satisfy performance obligations by transferring the control of promised products or services to customers. Product revenue is recognized at a point in time when a good is shipped or delivered to the customer. Service revenue is recognized over time as the service is rendered or at a point in time upon completion of a service. Our customer contracts can include various combinations of products and services, which are generally capable of being distinct and accounted for as separate performance obligations. Revenue is recognized net of allowances for returns and any taxes collected from customers.

Our products are generally highly dependent on, and interrelated with, the underlying firmware and cannot function without the firmware. In these cases, the hardware and the firmware are accounted for as a single performance obligation and revenue is recognized at the point in time when control is transferred to resellers and distributors, OEMs, or directly to end customers.

Certain customers may receive cash-based incentives or credits, which are accounted for as variable consideration. We estimate the amount of incentives or credits to be provided to customers and reduce revenue recognized. The variable consideration is included in the transaction price to the extent that a significant reversal in the amount of cumulative revenue recognized will not occur when the uncertainty associated with the variable consideration is subsequently resolved.

The expected costs associated with assurance-type warranty are recognized as expense when products are sold. Warranty service that is in addition to the assurance that the product complies with agreed upon specifications is a separate performance obligation; its revenue is recognized ratably over the service period.

Cloud and connectivity services are provided on either a subscription or consumption basis. Revenue related to cloud and connectivity services provided on a subscription basis is recognized ratably over the contract period. Revenue related to cloud and connectivity services provided on a consumption basis is recognized based on the customer utilization of such resources. Revenues from SIM activation and initial application setup are deferred and recognized over the estimated customer life on a straight-line basis.

Licenses for on-premise software provide the customer with a right to use the software as it exists when made available to the customer. Revenue from distinct on-premise licenses are recognized upfront at the point in time when the software is made available to the customer. Revenue from software maintenance, unspecified upgrades and technical support contracts are recognized over the period such items are delivered or services are provided. Technical support contracts extending beyond the current period are deferred and revenue is recognized over the applicable earning period.

Revenue from solution design and consulting services are recognized as services are being provided.

Contract acquisition and fulfillment costs

We recognize an asset for the incremental costs of obtaining or fulfilling a contract with a customer if we expect the benefit of those costs to be longer than one year. We have determined that certain sales incentive bonuses and initial setup costs of managed IoT services meet the requirements to be capitalized. We applied a practical expedient to expense costs as incurred for costs to obtain a contract with a customer when the amortization period would have been one year or less.

The incremental costs of obtaining or fulfilling a contract with a customer are deferred and amortized over the estimated life of the customer relationship. We classify these deferred contract costs as current or non-current based on the timing of when we expect to recognize the expense. The current and non-current portions of deferred contract costs are included in prepaid expenses and other current assets and other assets respectively in our consolidated balance sheets.

Significant judgment

We determine the transaction price of a customer contract by multiplying the unit price of a good or service with the committed order volume or service period.

Certain customers may receive cash-based incentives or credits, which are accounted for as variable consideration. We estimate the expected amount to be provided to customers and exclude it from the transaction price.

Our customer contracts can include various combinations of products and services. When a customer contract includes multiple performance obligations, we allocate the transaction price to each performance obligation on a relative standalone selling price basis. We generally determine standalone selling prices based on the price charged to customers or a combination of expected cost, plus a margin and residual methods.

Product revenue is recognized at a point in time when a good is shipped or delivered to the customer as it represents the transfer of control of the promised good to a customer. Cloud, connectivity, and managed service revenues are recognized over time as the customer simultaneously receives and consumes the benefits provided by our performance as we perform. Other service revenue is recognized at a point in time upon completion of a service.

Contract Balances

Receivables - We recognize a right to consideration as a receivable when only the passage of time is required before payment of that consideration is due.

Contract Assets - We recognize a right to consideration in exchange for goods or service that we have transferred to a customer as contract assets. Contract assets is comprised mainly of accrued revenue related to monthly IoT service subscriptions, which may include connectivity, cloud applications, and managed services.

Deferred Revenue - We recognize an obligation to transfer goods or services to a customer for which we have received consideration from the customer as deferred revenue. Deferred revenue consists of advance payments and billings in excess of revenue recognized, which includes support, extended warranty, and cloud application services.

OUTSTANDING SHARE DATA

As of November 7, 2018, we had 36,053,195 common shares issued and outstanding, 1,391,807 stock options exercisable into common shares at a weighted average exercise price of $20.02 and 541,755 restricted treasury share units outstanding that could result in the issuance of up to 541,755 common shares.

IMPACT OF ACCOUNTING PRONOUNCEMENTS AFFECTING CURRENT PERIOD

In May 2014, the Financial Accounting Standards Board ("FASB") issued ASU 2014-09, Revenue from Contracts with Customers (ASC 606). The update is intended to clarify the principles of recognizing revenue, and to develop a common revenue standard for U.S. GAAP and International Financial Reporting Standards ("IFRS") that would remove inconsistencies in revenue requirements, leading to improved comparability of revenue recognition practices across entities and industries. ASC 606 contains a single model that applies to contracts with customers and two approaches to recognizing revenue: at a point in time or over time. The model features a contract-based five-step analysis of transactions to determine whether, how much, and when revenue is recognized. New estimates and judgmental thresholds have been introduced, which may affect the amount and/or timing of revenue recognized. We adopted the standard as of January 1, 2018 using the full retrospective transition method.

Refer to Note 2 of the interim consolidated financial statements for the effect the adoption of ASC 606 on previously reported financial statement line items.

In August 2016, the FASB issued ASU 2016-15, Statement of Cash Flows (Topic 230), Classification of Certain Cash Receipts and Cash Payments. The update addresses eight specific cash flow issues with the objective of reducing diversity in practice. The standard is effective for fiscal years beginning after December 15, 2017, and interim periods within those fiscal periods. Early application is permitted. We adopted the standard in the first quarter of 2018 and it did not have a material impact to our consolidated statements of cash flows.

IMPACT OF ACCOUNTING PRONOUNCEMENTS AFFECTING FUTURE PERIODS

In February 2016, the FASB issued ASU 2016-02, Leases (Topic 842) and subsequent amendments to the initial guidance: ASU 2017-13, ASU 2018-10 and ASU 2018-11 (collectively, Topic 842). This update is to improve transparency and comparability among organizations by requiring lessees to recognize right-of-use assets and lease liabilities on the balance sheet and requiring additional disclosure about leasing arrangements. The standard is effective for fiscal years beginning after December 15, 2018. Early application is permitted. The Company will adopt Topic 842 in its first quarter of 2019, applying the optional transition method permitted under ASU 2018-11. The optional transition method relieves entities from restating comparative financial statements, allowing entities to apply and adopt the new lease standard as at the effective date rather than at the earliest period presented. We expect that most of our operating lease commitments will be subject to the new standard and recognized as operating lease liabilities and right-of-use assets upon our adoption of Topic 842, increasing our total assets and total liabilities that we report relative to such amounts prior to adoption. We are currently assessing the impact of the new standard on our consolidated statements of operations.

In June 2018, the FASB issued ASU 2018-7, Compensation - Stock Compensation (Topic 718): Improvements to Non-employee Share-Based Payment Accounting. This update is intended to simplify aspects of share-based compensation issued to non-employees by making the guidance consistent with the accounting for employee share-based compensation. It is effective for fiscal years beginning after December 15, 2018. Early adoption is permitted. We are currently evaluating the impact of the new standard, but do not expect the standard to have a material impact on our financial statements.

INTERNAL CONTROL OVER FINANCIAL REPORTING

We did not make any significant changes in our internal control over financial reporting during the three and nine months ended September 30, 2018 that materially affected, or that are reasonably likely to materially affect, our internal control over financial reporting. The design of any system of controls and procedures is based in part upon certain assumptions about the likelihood of certain events occurring. There can be no assurance that any design will succeed in achieving its stated goals under all potential future conditions, regardless of how remote.

LEGAL PROCEEDINGS

In January 2017, Koninklijke KPN N.V. filed a patent infringement lawsuit in the United States District Court for the District of Delaware asserting patent infringement by us and our U.S. subsidiary. The lawsuit makes certain allegations concerning the alleged use of data transmission error checking technology in our wireless products. Petition for Inter Partes Review of the patent-in-suit with the United States Patent and Trial Appeal Board has been instituted and a decision is expected in June 2019. In March 2018, the Court granted our motion to dismiss the plaintiff's claims in the lawsuit. The plaintiff has indicated its intention to appeal this decision once a final decision is issued in respect of our counterclaims alleging that the plaintiff has breached its commitments to standard setting organizations. The lawsuit is in the discovery phase with respect to our counterclaims against the

plaintiff. The lawsuit is coordinated with several other cases involving this plaintiff for the purposes of scheduling, with the trial date for the first of these coordinated cases currently scheduled for September 2019.

In January 2012, a patent holding company, M2M Solutions LLC ("M2M Solutions"), filed a patent infringement lawsuit in the United States District Court for the District of Delaware asserting patent infringement by us, one of our US subsidiaries, and our competitors. The lawsuit makes certain allegations concerning the AirPrime embedded wireless module products, related AirLink products and related services sold by us for use in M2M communication applications. The claim construction order has determined one of the two patents-in-suit to be indefinite and therefore invalid. The lawsuit was dismissed with prejudice in April 2016. In August 2014, M2M Solutions filed a second patent infringement lawsuit against us in the same court with respect to a recently-issued patent held by M2M Solutions (US Patent No. 8,648,717), which patent is a continuation of one of the patents-in-suit in the original lawsuit filed against us by M2M Solutions. In March 2017, the United States Patent and Trial Appeal Board issued its decisions in the instituted Inter Partes Review proceedings, invalidating all independent claims and several dependent claims in the single patent-in-suit. In June 2017, Blackbird Tech LLC ("Blackbird") was joined as a plaintiff in the lawsuit. In September 2018, the court denied a motion to dismiss the lawsuit. No trial date has been scheduled in the lawsuit.

Although there can be no assurance that an unfavorable outcome would not have a material adverse effect on our operating results, liquidity or financial position, we believe the claims made in the foregoing legal proceedings are without merit and intend to defend ourselves and our products vigorously in all cases.

We are engaged in certain other claims, legal actions and arbitration matters, all in the ordinary course of business, and believe that the ultimate outcome of these claims, legal actions and arbitration matters will not have a material adverse effect on our operating results, liquidity or financial position.

FINANCIAL RISK MANAGEMENT

Financial instruments consist primarily of cash and cash equivalents, accounts receivable, derivatives such as foreign currency forward contracts, accounts payable and accrued liabilities.

We have exposure to the following business risks:

We maintain substantially all of our cash and cash equivalents with major financial institutions or invest in government instruments. Our deposits with banks may exceed the amount of insurance provided on such deposits.

We outsource manufacturing of our products to third parties and, accordingly, we are dependent upon the development and deployment by third parties of their manufacturing abilities. The inability of any supplier or manufacturer to fulfill our supply requirements could impact future results. We have supply commitments to our contract manufacturers based on our estimates of customer and market demand. Where actual results vary from our estimates, whether due to execution on our part or market conditions, we are at risk.

Financial instruments that potentially subject us to concentrations of credit risk are primarily accounts receivable. We perform on-going credit evaluations of our customer’s financial condition and require letters of credit or other guarantees whenever deemed appropriate.

Although a significant portion of our revenues are in U.S. dollars, we incur operating costs that are denominated in other currencies. Fluctuations in the exchange rates between these currencies could have a material impact on our business, financial condition and results of operations.

We are generating and incurring an increasing portion of our revenue and expenses, respectively, outside of North America including Europe, the Middle East and Asia. To manage our foreign currency risks, we enter into foreign

currency forward contracts to reduce our exposure to future foreign exchange fluctuations. As of September 30, 2018, we had foreign currency forward contracts totalling $41.6 million Canadian dollars with an average forward rate of 1.3037, maturing between October 2018 and September 2019.

We are subject to risks typical of an international business including, but not limited to, differing economic conditions, changes in political climate, differing tax structures other regulations and restrictions and foreign exchange rate volatility. Accordingly, our future results could be materially affected by changes in these or other factors.

RISKS AND UNCERTAINTIES

Our business is subject to significant risks and uncertainties and past performance is no guarantee of future performance. The risks and uncertainties described below are those which we currently believe to be material, and do not represent all of the risks that we face. Additional risks and uncertainties, not presently known to us, may become material in the future or those risks that we currently believe to be immaterial may become material in the future. If any of the following risks actually occur, alone or in combination, our business, financial condition and results of operations, as well as the market price of our common shares, could be materially adversely affected.

Competition from new or established IoT, cloud services and wireless services companies or from those with greater resources may prevent us from increasing or maintaining our market share and could result in price reductions and/or loss of business with resulting reduced revenues and gross margins.

The market for IoT products and services is highly competitive and rapidly evolving. We have experienced and expect to continue to experience the impact of intense competition on our business, including:


•	competition from more established and larger companies with strong brands and greater financial, technical and marketing resources or companies with different business models;


•	business combinations or strategic alliances by our competitors which could weaken our competitive position;


•	introduction of new products or services by us that put us in direct competition with major new competitors;


•	existing or future competitors who may be able to respond more quickly to technological developments and changes and introduce new products or services before we do; and


•	competitors who may independently develop and patent technologies and products that are superior to ours or achieve greater acceptance due to factors such as more favorable pricing, more desired or better-quality features or more efficient sales channels.

If we are unable to compete effectively with our competitors' pricing strategies, technological advances and other initiatives, we may lose customer orders and market share and we may need to reduce the price of our products and services, resulting in reduced revenue and reduced gross margins. In addition, new market entrants or alliances between customers and suppliers could emerge to disrupt the markets in which we operate through disintermediation of our modules business or other means. There can be no assurance that we will be able to compete successfully and withstand competitive pressures.

Our recent acquisition of Numerex is subject to certain risks and uncertainties

On December 7, 2017, we acquired Numerex (the "Transaction"). In connection with our deliberations relating to the Transaction, we considered potential risks and negative factors concerning the Transaction and the other transactions contemplated by the merger agreement, including, but not limited to, the following:


•	the potential distraction to our current business and specific initiatives;


•	the difficulties and management challenges inherent in integrating the business, operations and workforce of Numerex with those of Sierra Wireless;


•	the difficulties and management challenges inherent in returning the Numerex business to profitable growth;


•	our assessment of the achievability of Numerex’s financial projections and our expectation that the Transaction will not be accretive to earnings per share until approximately 12 months after the closing, assuming efficiencies and anticipated growth are fully realized;


•	the risk that the anticipated benefits of the Transaction will not be realized in full or in part, including the risk that expected synergies, expected growth and expected cost savings will not be achieved or not achieved in the expected time frame;


•	the risk of diverting the attention of our senior management from other strategic priorities to implement the Transaction and make arrangements for integration of Sierra Wireless’ and Numerex’s operations and infrastructure following the Transaction;


•	risks associated with managing the technology transitions; and


•	other risks relating to acquisitions generally described below under “Risk Factors - Acquisitions and divestitures of businesses or technologies may result in disruptions to our business or may not achieve the anticipated benefits”.

Acquisitions and divestitures of other businesses or technologies may result in disruptions to our business or may not achieve the anticipated benefits.

The growth of our company through the successful acquisition and integration of complementary businesses is an important and active component of our business strategy. We continue to seek opportunities to acquire or invest in businesses, products and technologies that expand, complement or otherwise relate to our business. Any acquisitions, investments or business combinations by us may be accompanied by risks commonly encountered including, but not limited to, the following:


•	exposure to unknown liabilities or risks of acquired companies, including unknown litigation related to acts or omissions of an acquired company and/or its directors and officers prior to the acquisition, deficiencies in disclosure controls and procedures of the acquired company and deficiencies in internal controls over financial reporting of the acquired company;


•	higher than anticipated acquisition and integration costs and expenses;


•	the difficulty and expense of integrating the operations and personnel of the acquired companies;


•	use of cash to support the operations of an acquired business;


•	increased foreign exchange translation risk depending on the currency denomination of the revenue and expenses of the acquired business;


•	disruption of, and demands on, our ongoing business as a result of integration activities including diversion of management's time and attention from the ongoing business;


•	failure to maximize our financial and strategic position by the successful incorporation of acquired technology;


•	the inability to implement uniform standards, disclosure controls and procedures, internal controls over financial reporting and other procedures and policies in a timely manner;


•	the potential loss of key employees and customers;


•	decrease in our share price if the market perceives that an acquisition does not fit our strategy, the price paid is excessive in light of other similar transactions or that the terms of the acquisition are not favorable to our earnings growth;


•	failure to anticipate or adequately address regulatory requirements that may need to be satisfied as part of a business acquisition or disposition;


•	litigation and settlement costs if shareholders bring lawsuits triggered by acquisition or divestiture activities;


•	decrease in our share price, if, as a result of our acquisition strategy or growth, we decide to raise additional capital through an offering of securities; and


•	dilution to our shareholders if the purchase price is paid in common shares or securities convertible into common shares.

In addition, geographic distances and cultural differences may make integration of businesses more difficult. We may not be successful in overcoming these risks or any other problems encountered in connection with any acquisitions. If realized, these risks could reduce shareholder value.

As business circumstances dictate, we may also decide to divest assets, technologies or businesses. In a divestiture, we may not be successful in identifying or managing the risks commonly encountered, including: higher than anticipated costs; disruption of, and demands on, our ongoing business; diversion of management's time and attention; adverse effects on existing business relationships with suppliers and customers and employee issues. These risks or any other problems encountered in connection with a divestiture of assets, technologies or businesses , if realized, could reduce shareholder value.

In addition, we may be unsuccessful at bringing to conclusion proposed transactions. Negotiations and closing activities, including regulatory review, of transactions are complex functions subject to numerous unforeseen events that may impede the speed at which a transaction is closed or even prevent a transaction from closing. Failure to conclude transactions in an efficient manner may prevent us from advancing other opportunities or introduce unanticipated transition costs.

The loss of any of our significant customers could adversely affect our revenue and profitability, and therefore shareholder value.

We sell our products and services to OEMs, enterprises, government agencies, distributors, resellers and network operators, and we are occasionally party to sales agreements with customers comprising a significant portion of our revenue. Accordingly, our business and future success depends on our ability to maintain and build on existing relationships and develop new relationships with OEMs, enterprises, government agencies, distributors, resellers and network operators. If certain of our significant customers, for any reason, discontinues their relationship with us, reduces or postpones current or expected purchase orders for products, reduces or postpones initiation or usage of our services or suffers from business loss, our revenues and profitability could decline materially.

In addition, our current customers purchase our products under purchase orders. Our customers have no contractual obligation to continue to purchase our products following our fulfillment of current purchase orders and if they do not continue to make purchases, our revenue and our profitability could decline materially.

Cyber-attacks or other breaches of information technology security could have an adverse impact on our business.

We rely on certain internal processes, infrastructure and information technology systems, including infrastructure and systems operated by third parties to efficiently operate our business in a secure manner. The inability to continue to enhance or prevent a failure of these internal processes, infrastructure or information technology systems could negatively impact our ability to operate our business. Our IoT services depend on very high levels of network reliability and availability in order to provide our customers with the ability to continuously monitor and receive data from their devices.

Cyber-attacks or other breaches of network or IT systems security may cause disruptions to our operations including the ability to provide connectivity, device management and other cloud-based services to our customers. Our industry is prone to cyber-attacks by third parties seeking unauthorized access to our data or our customers' data, or by third parties seeking to exploit our technology and devices to conduct denial of service attacks. The prevalence and sophistication of these types of threats are increasing and our frequently evolving security measures may not be sufficient to prevent the damage that such threats can inflict on our assets and information. The theft, unauthorized use or publication of our intellectual property and/or confidential business information could harm our competitive position, reduce the value of our investment in research and development and other strategic initiatives and/or otherwise adversely affect our business. Our security measures may also be breached due to employee error, malfeasance, system errors or vulnerabilities, including vulnerabilities of our vendors, suppliers, their products or otherwise. To the extent that any security breach results in inappropriate disclosure of our customers' confidential information or disruption of service to our customers, we may incur liability, be subject to legal action and suffer damage to our reputation. Our insurance may not be adequate to fully reimburse us for these costs and losses.

Failures of our products or services due to design flaws and errors, component quality issues, manufacturing defects, network service interruptions, cyber-security vulnerabilities or other quality issues that may result in product liability claims and product recalls could lead to unanticipated costs or otherwise harm our business.

Our products are comprised of hardware and software that is technologically complex and we are reliant on third parties to provide important components for our products. It is possible that our products and IoT services may contain undetected errors, defects or cyber-security vulnerabilities. As a result, our products or IoT services may be rejected by our customers or our services may be unavailable to our customers leading to loss of business, loss of revenue, additional development and customer service costs, unanticipated warranty claims, payment of monetary damages under contractual provisions and damage to our reputation.

In addition, our IoT services, including information systems and telecommunications infrastructure, could be disrupted by technological failures or cyber-attacks which could result in the inability of our customers to receive our services for an indeterminate period of time. Third parties seeking unauthorized access to our products may attempt to take advantage of the fact that we do not have a direct relationship with, and therefore may not know the identity of , certain end users of our products, and these end users may not upgrade their software, apply security patches or otherwise monitor steps we take to address any cyber-security vulnerabilities. Any disruption to our services, such as failure of our network operations centers to function as required, or extended periods of reduced levels of service could cause us to lose customers or revenue, result in delays or cancellations of future implementations of our products and services, result in failure to attract customers, require customer service or repair work that would involve substantial costs, result in loss of customer data, result in litigation, payment of monetary damages under contractual provisions and distract management from operating our business.

Our financial results are subject to fluctuations that could have a material adverse effect on our business and that could affect the market price of our common shares.

Our revenue, gross margin, operating earnings and net earnings may vary from quarter-to-quarter and could be significantly impacted by a number of factors, including but not limited to the following:


•	price and product competition which may result in lower selling prices for some of our products and services or lost market share;


•	price and demand pressure on our products and services from our customers as they experience pressure in their businesses;


•	demand fluctuation based on the success of our customers in selling their products and solutions which incorporate our wireless products, services and software;


•	development and timing of the introduction of our new products including the timing of sales orders, OEM and distributor customer sell through and design win cycles in our embedded wireless module business;


•	transition periods associated with the migration to new technologies;