Financial Data and Key Metrics Changes - The company reported net sales of $100.3 million for the full year 2025, representing a 54% year-over-year growth [11] - Gross margin for the full year was 55.4%, slightly expanding year-over-year [11] - In Q4, net sales reached $32.1 million, reflecting a 57% growth year-over-year [12] - Q4 gross margin was 59%, an increase of 179 basis points year-over-year [14] Business Line Data and Key Metrics Changes - The company added approximately 20,000 new users in 2025, more than doubling its installed base to over 35,000 users [8] - New patient starts through the pharmacy channel grew to the high 20s percentage for the full year 2025, compared to a high single-digit percentage in the prior year [11] - In Q4, 5,592 new patient starts were recorded, a 37% increase year-over-year [12] Market Data and Key Metrics Changes - Approximately 69% of new patient starts in Q4 came from individuals previously using multiple daily injections, indicating market expansion [17] - The company established formulary agreements with all major pharmacy benefit managers in the U.S. [9] Company Strategy and Development Direction - The company aims to revolutionize diabetes care by improving outcomes and reducing the burden for users [7] - The focus is on expanding the pharmacy channel strategy and enhancing the product pipeline, including the development of the Mint patch pump and the bihormonal system [10][39] - The company plans to add at least 20 new sales territories in 2026 to enhance market coverage [26] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving the 2026 revenue guidance of $130 million to $135 million, despite potential headwinds from pharmacy channel dynamics [19] - The company anticipates a decline in Q1 2026 revenue compared to Q4 2025 due to seasonal factors [22][70] - Management remains optimistic about the long-term potential of the bihormonal system and its ability to transform diabetes management [42] Other Important Information - The company received a Warning Letter from the FDA regarding quality system observations, which management is actively addressing [30][38] - As of December 31, 2025, the company had approximately $265 million in cash and investments, indicating strong capitalization for future initiatives [18] Q&A Session Summary Question: Can you discuss the level of conservatism in the 2026 guidance? - Management refrained from labeling the guidance as conservative but expressed confidence in meeting the communicated targets [47] Question: What is the outlook for gross margin in 2026? - The guidance for gross margin was slightly lower than expected due to potential short-term headwinds from pharmacy conversions [49][51] Question: How did the pump market perform in Q4? - Management did not have specific insights on market share due to competitors not yet reporting their earnings [55] Question: Can you elaborate on the sales territory expansion? - The company plans significant expansion in the first half of 2026, with at least 20 new territories being added [60] Question: What are the concerns regarding hypoglycemia? - Management indicated that rates of hypoglycemia are consistent with clinical trials and are significantly lower than ADA guidelines [86]

Financial Data and Key Metrics Changes - The company reported net sales of $100.3 million for the full year 2025, representing a 54% year-over-year growth [11] - Gross margin for the full year was 55.4%, slightly expanding year-over-year [11] - In Q4, net sales reached $32.1 million, reflecting a 57% growth year-over-year [12] - Q4 gross margin was 59%, an increase of 179 basis points year-over-year [14] Business Line Data and Key Metrics Changes - The company added approximately 20,000 new users in 2025, more than doubling the installed base to over 35,000 users [8] - New patient starts through the pharmacy channel grew to the high 20s percentage for the full year 2025, compared to a high single-digit percentage in the prior year [11] - In Q4, 5,592 new patient starts were recorded, a 37% increase year-over-year [12] Market Data and Key Metrics Changes - Approximately 69% of new patient starts in Q4 came from individuals previously using multiple daily injections, indicating market expansion [17] - The company established formulary agreements with all major pharmacy benefit managers in the U.S. [9] Company Strategy and Development Direction - The company aims to revolutionize diabetes care by improving outcomes and reducing the burden for users [7] - The focus is on expanding the pharmacy channel strategy and enhancing the product pipeline, including the development of the Mint patch pump and the Bihormonal System [10][39] - The company plans to add at least 20 new sales territories in 2026 to enhance market coverage [26] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to resolve FDA concerns and improve quality systems following a warning letter [30][38] - The company anticipates continued growth in the pharmacy channel, which is expected to drive revenue and gross margin improvements [20][28] - Management highlighted the importance of maintaining cost discipline while expanding operations [19] Other Important Information - The company has approximately $265 million in cash and investments, indicating strong capitalization to fund key initiatives [18] - The guidance for 2026 includes expected revenue of $130 million to $135 million and gross margin between 55.5% and 57.5% [19] Q&A Session Summary Question: Can you discuss the level of conservatism in the 2026 guidance? - Management indicated confidence in hitting the guidance but acknowledged that outperforming in the pharmacy channel could create short-term revenue headwinds [48] Question: What is the outlook for gross margin in 2026? - Management explained that the gross margin guidance reflects potential short-term impacts from increased pharmacy conversions [49][50] Question: How did the pump market perform in Q4? - Management stated they do not have insights on market share performance yet as competitors have not reported their earnings [54] Question: Can you elaborate on the sales territory expansion? - Management confirmed that a significant portion of the territory expansion will occur in the first half of 2026 [58] Question: Why is the company expanding by only 20 territories? - Management emphasized a deliberate approach to expansion, balancing growth with operational capabilities and future product launches [81]