Financial Data and Key Metrics Changes - Total revenue for Q4 2025 was $17.2 million, representing a 71% increase year-over-year [9][24] - For fiscal year 2025, total revenue reached $59.8 million, a 115% increase compared to fiscal year 2024 [24] - Gross margin improved to 44.3% in Q4 2025 from 13.9% in the prior year [10][25] - Fiscal year 2025 gross margin was 40.5%, up from 1.3% in fiscal year 2024 [11][25] - GAAP net loss for Q4 2025 was $51.1 million, compared to a loss of $22.3 million in the prior year [29] - Adjusted EBITDA loss for Q4 2025 was $20.3 million, compared to a loss of $16.5 million in the prior year [29] Business Line Data and Key Metrics Changes - The Assure system generated over 3,900 prescriptions in Q4 2025, a 43% increase year-over-year [9] - Revenue growth was driven by a higher mix of in-network patients and improvements in revenue cycle management capabilities [24][25] Market Data and Key Metrics Changes - Covered lives for the Assure system now total over 285 million health plan members in the U.S. [13] - The company is targeting geographies with high volumes of WCD prescriptions and strong in-network payer coverage [12] Company Strategy and Development Direction - The company aims to expand its commercial team and enhance revenue cycle management capabilities [11][12] - Plans to nearly double sales coverage over the next few years, increasing from approximately 80 sales territories [12] - The company is focused on continuous innovation and has over 365 patent assets [14][15] - The goal is to make the Assure system the standard of care for patients at risk of sudden cardiac arrest [23] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving significant operating leverage and gross margin expansion over the next few years [11][30] - The company expects revenue of $85 million for fiscal year 2026, a 42% increase compared to fiscal year 2025 [30] - Management highlighted the underutilization of WCD therapy, indicating a significant market opportunity [16][17] Other Important Information - The company is not subject to competitive bidding due to the Assure system being a class III medical device [26] - The company is focused on building clinical evidence to support the safety and efficacy of the Assure system [15][84] Q&A Session Summary Question: Guidance for fiscal year 2026 and underlying assumptions - Management indicated that revenue growth will be driven by sales territory productivity, expansion plans, and penetration of existing accounts [33][35] Question: Margin expansion potential - Management noted that margin expansion is expected due to increasing volumes and improved revenue per fit [37][38] Question: Sole source contract with a provider network - Management explained that the contract allows for better patient management and smoother revenue cycle processes [40][42] Question: Seasonality considerations for fiscal year 2026 - Management stated that prescription growth is expected to average 40% per quarter, with higher conversion rates in the first half of the year [44][45] Question: Competitive response and guidance - Management clarified that the guidance reflects normal scaling and territory ramp-up, with no significant competitive issues [48][50] Question: Conversion rate drivers - Management identified fill rate, claim conversion, and in-network patient mix as key drivers of the conversion rate [59][61] Question: Plans for randomized trials - Management is focused on executing the post-approval study and leveraging the data from the registry [83][85]
Kestra Medical Technologies Ltd(KMTS) - 2025 Q4 - Earnings Call Transcript