Financial Data and Key Metrics Changes - Q2 2025 revenues increased by 55% year over year to $29.2 million, with adjusted EBITDA at $5.8 million, an improvement of over $5 million year over year [3][11] - Gross margin increased from 62.2% in Q2 2024 to 63.8% in Q2 2025, attributed to a favorable product mix and economies of scale [10][11] - Net income for Q2 2025 was $1.5 million, compared to a net loss of $4 million in Q2 2024 [11] Business Line Data and Key Metrics Changes - Average revenue per top 20 pharmaceutical manufacturer is now $3.1 million, with a net revenue retention rate of 121% [13] - Average revenue over the last twelve months for the largest five customers is over $11 million [6] Market Data and Key Metrics Changes - Contracted revenue increased by more than 30% year over year, indicating strong market demand [4][34] - The company is positioned uniquely in the market, capable of engaging providers and patients at scale, leveraging a large point of care network [7][8] Company Strategy and Development Direction - The company is focused on operational excellence and strengthening relationships with business partners, aiming for sustainable long-term shareholder growth [3][6] - A key focus will be on addressing commercialization challenges in the pharmaceutical industry, including improving brand visibility and reducing script abandonment [9] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving updated revenue guidance of $104 million to $108 million for the year, with promising initial indications for 2026 [4][5] - The company is not expecting to access equity capital markets for the foreseeable future due to strong free cash flow [5] Other Important Information - The company paid down $4.5 million of principal during Q2, exceeding its debt payment schedule by $4 million [5][12] - The company is committed to maintaining a healthy balance sheet to support operational goals [12] Q&A Session Summary Question: Revenue cadence and outliers in Q2 - Management acknowledged some managed service revenue contributed to Q2 results but maintained that guidance remains conservative and achievable [16][18] Question: Operating expenses sustainability - Management indicated that operating expenses are expected to remain flat in the second half of the year, reflecting operational leverage [20][22] Question: Growth in non-top 20 revenues - Management confirmed that revenues from non-top 20 clients are growing faster, with mid-sized accounts contributing positively [23][24] Question: Contracted revenue details - Management stated that contracted revenue is a blend of HCP and DTC business, both growing solidly, with no significant changes in contract lengths [34][35] Question: Subscription revenue percentage - Management indicated that subscription revenue is projected to reach about 10% for the year, assuming pipeline conversions [43] Question: Visibility on contracted revenue - Management confirmed contracted revenue is up 30% year over year, providing confidence in guidance for the fourth quarter [48][50] Question: Impact of managed services on Q2 performance - Management clarified that while managed services contributed to Q2, it was not the primary driver of performance [51][53] Question: Operating expenses and growth leverage - Management expects to maintain current operating expenses while being able to support significant revenue growth without major increases in headcount [55][56] Question: Pharma industry trends - Management noted that pharma companies are focusing on efficient revenue generation and are increasingly leaning into digital channels [58][60] Question: Pull forward of spending - Management reported no signs of pull forward in revenue but noted earlier engagement in planning for the second half [64][66]

Group 1 - The Mosaic Company (MOS) has raised its guidance for DAP prices for Q2 2025 to $650-$670 per ton due to strong market conditions, up from the previous range of $635-$655 per ton [1][8] - Full-year phosphate production volume is now estimated at 7.0–7.3 million tons, down from the prior estimate of 7.2–7.6 million tons, with Q2 phosphate sales volumes forecasted at 1.5–1.6 million tons, reduced from 1.7–1.9 million tons [2][8] - Potash prices remain stable, with guidance for MOP prices unchanged at $230 to $250 per ton, and estimated sales volumes for potash in Q2 remain at 2.3–2.5 million tons [2][8] Group 2 - The Bartow phosphate facility is expected to produce over 500,000 tons in Q2, annualized over 2 million tons, meeting operational targets, while the New Wales phosphate facility is projected to increase production by over 20% from the prior quarter [3][4] - Planned downtimes at the Riverview facility are expected to impact production, with Q3 production likely to reach an annualized output of 1.6 million tons, while the Louisiana facilities are expected to perform at a target annual run rate of 1.4 million tons in Q3 [4] - MOS is optimistic about achieving an 8-million-ton target run rate across its U.S. phosphate assets in the second half of the year [4] Group 3 - Mosaic Fertilizantes is anticipated to significantly enhance Q2 results due to rising prices, improved distribution margins, operational efficiencies, and a favorable currency environment [5] - MOS shares have increased by 21% over the past year, outperforming the Zacks Fertilizers industry's 15.2% rise [5]

Financial Data and Key Metrics Changes - Q1 2025 revenues increased by 11% year over year to $21,900,000, with adjusted EBITDA improving to $1,500,000, an increase of nearly $2,000,000 year over year [3][10] - Gross margin decreased from 62% in Q1 2024 to 60.9% in Q1 2025, primarily due to product and channel partner mix [9][10] - The company reported a net loss of $2,200,000 or $0.12 per share for Q1 2025, compared to a net loss of $6,900,000 or $0.38 per share in Q1 2024 [10] - Operating cash flow was $3,900,000, with a cash balance of $16,600,000 at the end of the quarter [11] Business Line Data and Key Metrics Changes - Average revenue per top 20 pharmaceutical manufacturer is approximately $3,000,000, representing 63% of the business in Q1 2025 [13] - Net revenue retention rate remains strong at 114% [13] Market Data and Key Metrics Changes - Committed contracted revenue exceeded $70,000,000, a greater than 25% improvement year over year [11][12] - The company is seeing early momentum in transitioning to a subscription-based model, with over 5% of projected annual revenue already converted to subscription contracts for 2025 [4][12] Company Strategy and Development Direction - The company aims to achieve Rule of 40 performance in the coming years, focusing on operational excellence and customer relationships [4][6] - A key focus will be on improving brand visibility, reducing script abandonment, and supporting the shift toward complex specialty medications [8] - The company is uniquely positioned to drive significant value creation and deliver long-term sustainable shareholder growth by leveraging its point of care network [6][7] Management's Comments on Operating Environment and Future Outlook - Management has not seen significant headwinds impacting the business despite market noise related to tariffs and price negotiations [4][19] - The company is confident in its ability to fund operating needs and strategic priorities, with a strong working capital position [11][12] - Management is optimistic about capturing greater market share and expanding the overall size of pharma's digital spend, which exceeds $10 billion annually [8] Other Important Information - The company is focused on building a diversified portfolio to meet customer needs, with a goal to increase gross margins over time [10][95] - The transition to subscription revenue is expected to smooth out revenue recognition and enhance margins [24][96] Q&A Session Summary Question: Concerns about market noise and customer hesitation - Management has not seen any pullback from clients and is receiving real-time feedback indicating a leaning into digital channels [19][20] Question: Impact of subscription-based revenue on revenue recognition - Subscription revenue spreads over a twelve-month period, with low cost of sales, making it accretive to the company [24][25] Question: Future gross margin expectations - The company aims to increase gross margins above the low 60% range, with diversification mitigating material impacts [26][30] Question: Visibility on committed revenue - Committed revenue is north of 80%, indicating strong visibility for the year [34][35] Question: Pipeline growth and win rates - The pipeline continues to grow steadily, with improved conversion ratios, particularly in data and subscription components [80] Question: Subscription deal structure - Current subscription deals are one-year evergreen arrangements, with plans to transition to multi-year deals in the future [83] Question: Revenue guidance correlation with EBITDA - The high end of revenue guidance correlates with the high end of EBITDA, with gross margin being the main variable [84]

Financial Data and Key Metrics Changes - Q1 2025 revenues increased by 11% year over year to $21.9 million, with adjusted EBITDA improving to $1.5 million, a nearly $2 million increase year over year [3][10] - Gross margin decreased from 62% in Q1 2024 to 60.9% in Q1 2025, primarily due to product and channel partner mix [9][10] - The company reported a net loss of $2.2 million or $0.12 per share for Q1 2025, compared to a net loss of $6.9 million or $0.38 per share in Q1 2024 [10] - Operating cash flow was $3.9 million, with a cash balance of $16.6 million at the end of Q1 2025 [11] Business Line Data and Key Metrics Changes - Contracted revenue increased by over 25% year over year, exceeding $70 million as of the end of Q1 2025 [11] - Average revenue per top 20 pharmaceutical manufacturer is approximately $3 million, representing 63% of business in Q1 2025 [12] - Net revenue retention rate remains strong at 114%, with revenue per FTE increasing to $710,000 from $641,000 in Q1 2024 [12] Market Data and Key Metrics Changes - The company is experiencing early momentum in transitioning to a subscription-based model, with over 5% of projected annual revenue already converted to subscription contracts for 2025 [4][5] - The digital pharma marketing landscape is undergoing significant shifts, with the company positioned to reshape engagement between pharmaceutical companies, patients, and prescribers [5][6] Company Strategy and Development Direction - The company aims to address critical commercialization challenges in the pharma industry, including improving brand visibility and supporting the shift towards specialty medications [8] - Focus on operational excellence and customer relationships is expected to drive significant shareholder value [5][8] - The company is targeting Rule of 40 performance in the coming years, emphasizing disciplined cost management and targeted upselling strategies [4][5] Management's Comments on Operating Environment and Future Outlook - Management has not observed significant headwinds impacting the business despite market noise related to tariffs and price negotiations [4][18] - There is confidence in the ability to fund operating needs and strategic priorities, with a strong working capital position [11] - The company anticipates continued growth and is optimistic about achieving revenue guidance of $101 million to $106 million for the year [4][11] Other Important Information - The company is leveraging one of the largest point of care networks in the country to connect pharmaceutical manufacturers with healthcare providers [5][6] - The transition to subscription-based revenue is expected to smooth revenue recognition over time, enhancing financial stability [21][37] Q&A Session Summary Question: Concerns about market noise and customer hesitation - Management has not seen any pullback from clients and reports that customers are leaning into digital channels more than before [18][19] Question: Impact of subscription-based revenue on revenue recognition and margins - Subscription revenue spreads over a twelve-month period, but it is expected to be accretive due to low cost of sales [21][24] Question: Gross margin outlook - Current gross margin is expected to remain in the low 60% range, with efforts to increase it above that level [25][27] Question: Visibility on revenue and backlog - Committed revenue is north of 80%, indicating strong visibility for the year [31][32] Question: New business and RFP season performance - Both DTC and DAP components of the business are performing well, contributing to increased guidance [57][58] Question: Pipeline growth and win rates - The pipeline continues to grow steadily, with improved conversion ratios, particularly in data and subscription components [70][71] Question: Subscription deal structure - Current subscription deals are one-year evergreen arrangements, with plans to transition to multi-year deals in the future [73] Question: Guidance correlation between revenue and EBITDA - High-end revenue guidance correlates with high-end EBITDA, with a focus on gross margin mix being a key factor [75]