Financial Data and Key Metrics Changes - Revenue for Q3 2025 was $29.4 million, representing a 3% growth compared to Q3 2024 [13][21] - Non-GAAP gross margin reached nearly 40% in Q3 2025, with a 350 basis point increase year-over-year [19][21] - Non-GAAP operating loss was $10.4 million, over 35% lower than the operating loss of $16.1 million in the prior year [20][21] Business Line Data and Key Metrics Changes - Tablo console sales increased by 8% in Q3 2025, with a significant growth in the average size of sales opportunities, which increased by more than 20% [12][17] - Product revenue was $20.6 million, slightly ahead of $20.3 million in the prior year, with consumable sales at $12.2 million [17][21] - Recurring revenue from Tablo consumables and service was $21.1 million, slightly ahead of Q3 2024 [17] Market Data and Key Metrics Changes - The demand for insourcing dialysis with Outset's technology continues to grow, supported by clinical, operational, and financial benefits [11][12] - The company is approaching 1,000 acute sites using Tablo, with a run rate of a million treatments per year [23] Company Strategy and Development Direction - The company is focusing on enterprise-wide insourcing and managing large opportunities that span multiple hospitals within health systems [11][23] - The strategy includes optimizing inventory levels and gradually increasing production to mitigate gross margin impacts [19][20] - The company aims to reach a gross margin milestone of 50% in the future [12][19] Management's Comments on Operating Environment and Future Outlook - Management acknowledged that while progress has been made, there is still work to be done in transforming the sales process and improving execution [10][12] - The resignation of the Head of Sales may cause internal disruption, but the team remains committed to customer service [13][21] - Management remains optimistic about future growth, citing strong customer demand and a growing pipeline of larger deals [41][42] Other Important Information - The company revised its 2025 revenue guidance to a range of $115 million to $120 million, down from $122 million to $126 million [21][22] - Cash balances at the end of the quarter were $182 million, with a projected cash use of less than $50 million in 2025 [20][21] Q&A Session Summary Question: What factors contributed to the guidance trim? - Management indicated that a large console opportunity shifted from Q3 to Q4, and the departure of the Head of Sales was also a consideration in the revised guidance [26][27] Question: Can you elaborate on console revenues and order timing? - Console revenues showed positive growth, but management expressed frustration with execution and the ability to predict deal timing [29][30] Question: What qualities are being sought in a new sales leader? - The company is looking for someone with a background in capital equipment and enterprise sales, who can strategically lead and coach the sales team [32][34] Question: What is the growth outlook for 2026? - Management has not provided specific guidance for 2026 but remains optimistic about growth potential, emphasizing that demand continues to grow [40][42] Question: Are there any order cancellations or drops in the pipeline? - Management confirmed that no deals have fallen out of the pipeline, and the sales team is actively working to close pending opportunities [63][64]

Outset Medical FY Conference Summary Company Overview - Outset Medical operates in the healthcare sector, focusing on dialysis technology with a highly differentiated product, Tablo, which has seen limited competition for decades [5][34] - Since its IPO in 2020, Outset Medical has expanded its installed base to approximately 6,000 consoles across over 900 hospitals and healthcare facilities [5][10] Financial Performance - The company reported a product revenue growth of 20% year-over-year and treatment utilization growth of 17% for Q2 [10] - Gross margin improved from a negative margin at IPO to approximately 38.4% in Q2 2025, with a product gross margin nearing 50% [6][17] - Operating expenses were reduced by about $80 million, positioning the company for near-term profitability [6][50] Business Model and Revenue Streams - Outset Medical's business model includes capital sales and recurring revenue, generating approximately $20,000 annually per console in acute settings and $15,000 in home settings [11][12] - The company expects to exit Q4 2025 with over $100 million in recurring revenue, which is characterized as high margin and predictable [11][12] - The recurring revenue model is driven by disposables and service, with a service reattach rate exceeding 95% [12] Market Dynamics - The acute and post-acute market is estimated at $2.5 billion, while the home market exceeds $9 billion [11] - The company is contracted with all major players in the critical care and long-term acute care markets, indicating strong market penetration potential [23] - The value proposition of insourcing dialysis with Tablo can lead to a 50% to 75% reduction in costs for hospitals [14][25] Competitive Landscape - Outset Medical faces competition from traditional behavior change rather than direct competitors, as many hospitals are accustomed to outsourcing dialysis [35] - The company positions itself as a change management partner, providing not just technology but also support in transitioning to insourced services [36] Utilization and Growth Strategy - Treatment utilization remains consistent, with approximately four to five treatments per week per console in acute settings and three to four in home settings [22] - The company aims to integrate home dialysis programs with acute care customers, addressing the growing need for home dialysis options [26] Sales Transformation - Outset Medical has undergone a sales transformation to better engage with larger health systems, focusing on enterprise-level sales processes [41][42] - The sales cycle remains stable at 9 to 12 months, with no observed elongation despite market conditions [46] Profitability and Future Outlook - The company is targeting profitability with a commitment to reducing cash burn from over $100 million in 2024 to under $50 million in 2025 [51] - Outset Medical anticipates continued growth in 2026 and beyond, aiming to maintain a high-growth trajectory within the medtech sector [54] Key Takeaways - The strength of the recurring revenue model, currently at approximately 65% of total revenue, is a significant asset for Outset Medical [60] - The potential for growth in the acute care space and the home dialysis market is substantial, with a focus on expanding market share and enhancing service delivery [61] Conclusion - Outset Medical is positioned as a leader in the dialysis market with a strong growth trajectory, innovative technology, and a robust business model that emphasizes recurring revenue and customer retention [61]