MaxCyte(MXCT) - 2024 Q4 - Earnings Call Transcript

Financial Data and Key Metrics Changes - Total revenue for the full year 2024 was $38.6 million, a 6$41.3 million in 2023 [28] - Total revenue in Q4 2024 was $8.7 million, representing a 45$15.7 million in Q4 2023 [28] - Core revenue for Q4 2024 was $8.6 million, an increase of 20$7.2 million in the prior year [28] - Core revenue for the full year 2024 was $32.5 million, up 9$29.8 million in 2023 [30] - Gross margin for Q4 2024 was 74%, down from 90% in Q4 2023 [33] Business Line Data and Key Metrics Changes - Instrument revenue for Q4 2024 was $1.6 million, down from$2.3 million in Q4 2023 [29] - License revenue for Q4 2024 was $2.6 million, slightly up from$2.4 million in Q4 2023 [29] - Processing assembly (PA) revenue for Q4 2024 was $4.2 million, significantly up from$2.2 million in Q4 2023 [29] - For the full year 2024, instrument revenue was $7.1 million, down from$8.3 million in 2023 [30] - PA revenue for the full year 2024 was $14 million, up from$10.3 million in 2023 [30] Market Data and Key Metrics Changes - As of the end of 2024, there were 28 active SPL customers, including 18 active clinical programs and one commercial program [15] - The total pre-commercial milestone potential across SPL agreements is greater than $2 billion [15] - The total pre-commercial milestone potential for the 18 active clinical programs is greater than$220 million, with about $10 million already received [16] Company Strategy and Development Direction - The acquisition of SeQure Dx is seen as a strategic move to enhance safety assessments in cell and gene therapy development [9] - The company aims to become a premier end-to-end cell and gene engineering platform, providing a comprehensive suite of offerings [12] - The focus remains on organic and inorganic investments that offer the best outcomes for customers while maintaining a healthy balance sheet [26] Management's Comments on Operating Environment and Future Outlook - Management expressed cautious optimism for 2025, expecting an improvement in the funding environment for customers [14] - The company is committed to maintaining a streamlined organization to support long-term growth [37] - Management noted that the operational changes made in 2024 have positioned the company well for future growth [8] Other Important Information - The company ended 2024 with$190.3 million in cash and cash equivalents, with no debt [34] - The guidance for 2025 includes expected core revenue growth of 8% to 15%, inclusive of revenue from SeQure Dx [35] Q&A Session Summary Question: Guidance for Core business excluding SeQure Dx - Management indicated continued growth across the customer base and operational changes that should support year-over-year growth [41][42] Question: Revenue track record for SeQure Dx - SeQure Dx is expected to grow modestly in 2025, with a fee-for-service business model currently in place [46][49] Question: Integration costs for SeQure Dx - Integration costs are expected to be immaterial, leveraging existing commercial infrastructure [58][60] Question: Exposure to academic markets and NIH spending - The company's exposure to NIH grants is minimal, with no significant impact expected in the short term [64] Question: SPL environment and customer agreements - Most customers are still signing agreements at the pre-IND level, indicating a healthy business environment [68] Question: Combined company gross margins post-SeQure integration - Management expects combined gross margins to remain in the low to mid-80s [80] Question: Potential upside to top-line numbers for 2025 - The guidance is conservative, not assuming significant market recovery, but there is potential for upside if conditions improve [82][96]