Health Catalyst(US:HCAT)2025-11-10 23:00Financial Data and Key Metrics Changes - Total revenue for Q3 2025 was $76.3 million, flat year-over-year, exceeding guidance [7][15] - Adjusted EBITDA for Q3 2025 was $12 million, up 64% compared to Q3 2024, and exceeding guidance of approximately $10.5 million [17][18] - Adjusted gross margin increased to 53%, up approximately 510 basis points year-over-year [7][16] Business Line Data and Key Metrics Changes - Technology segment revenue was $52.1 million, representing a 7% year-over-year growth driven by recurring revenue from new and acquired clients [7][15] - Professional services revenue for Q3 2025 was $24.3 million, a 12% decline compared to Q3 2024, primarily due to exiting less profitable contracts [15][16] Market Data and Key Metrics Changes - The company anticipates approximately 30 net new platform client additions for 2025, with dollar-based retention expected to be in the low 90% [8][13] - The market remains dynamic, with ongoing financial and workforce pressures impacting client operations [10][11] Company Strategy and Development Direction - The company is focused on solutions with proven ROI, emphasizing cost control and operational efficiency to meet client needs [10][11] - There is a commitment to enhancing the Ignite data and analytics platform while providing flexibility for clients to remain on the DOS platform longer if needed [11][12] - The company does not anticipate pursuing additional acquisitions in the near to medium term, focusing instead on driving growth and profitability from existing capabilities [14][15] Management's Comments on Operating Environment and Future Outlook - Management expects revenue performance in 2026 to be a few points lower than in 2025, influenced by dollar-based retention rates and lower net new client counts [13][14] - The company is optimistic about improving adjusted EBITDA in 2026 through strategic focus and cost management [14][21] - Management highlighted the importance of meeting clients where they are, especially regarding the Ignite migration, to improve client experience and retention [12][26] Other Important Information - The company ended Q3 2025 with $92 million in cash and equivalents, down from $392 million at year-end 2024 [17] - Adjusted total operating expenses were $28.1 million, representing 37% of revenue, an improvement from 38% in Q3 2024 [16][17] Q&A Session Summary Question: What is driving the longer timeline for Ignite migration? - Management noted that some clients prefer to stay on DOS due to its current value, and the company is providing flexibility to meet client needs [24][25] Question: How does the sequential decline in tech revenue relate to dollar-based retention? - Management explained that the decline is influenced by DOS to Ignite migration headwinds and the growth in the apps layer, with a mix of moving parts affecting revenue [30][31] Question: What is the value of one-time revenues and the outlook for positive revenue growth? - Management indicated that one-time revenues are becoming more common in professional services, and they expect a robust pipeline to support growth, potentially mid-2026 or later [36][38] Question: How does the company plan to manage costs and expand in 2026? - Management emphasized targeted investments in areas with high client demand, such as cost management and ambulatory performance solutions, while also leveraging AI capabilities [81][82] Question: What is the growth rate in Ignite customers versus DOS customers? - Management acknowledged that Ignite is a more efficient platform and expects growth in the apps layer, while also providing flexibility for clients to remain on DOS longer if needed [64][66]