Chad Wyrowski's questions to 908 Devices Inc (MASS) leadership • Q3 2024
Question
Chad Wyrowski, on for Brendan Smith, asked about the key customer pain points the next-generation MX908 is designed to address to drive a replacement cycle and whether it could also expand the market. He also questioned if the 'Try Before You Buy' program from RedWave is already implemented for legacy 908 devices or if it will take several quarters to roll out.
Answer
Executive Kevin Knopp stated the next-gen MX908 aims to disrupt the market again by offering a step-change in performance, a smaller size and weight, and a lower cost of goods, which should drive an upgrade cycle across the 2,700+ unit installed base. Regarding commercial strategy, Knopp explained that the company is actively aligning its sales force to adopt RedWave's successful programs, like 'Try Before You Buy.' While these programs are pre-existing for RedWave products, the company is now working to scale them and evaluate their application to the MX908, a process that will take some time.