Mike King

Mike King asked about the sales process for penetrating the VA system beyond a single hospital, how Beyond Air identifies and targets facilities most likely to acquire the system, any changes in the length of the sales cycle, and how the next-generation system is segmented to avoid current purchasers holding off.

Answer

Bob Goodman, Chief Commercial Officer, explained that the LungFit PH product is offered through the ECAT system for VA hospitals, simplifying access. He detailed the refinement of their commercial organization, utilizing prospecting tools, CRM rigor, and pipeline discipline for effective customer engagement. Goodman noted that the sales cycle length remains largely consistent at 6-9 months, and for the next-gen system, they are currently focusing on the first-generation product for non-transport systems, keeping Gen 2 conversations separate for later.

Mike King asked about Beyond Air's sales process, specifically how the company plans to penetrate the VA system beyond a single hospital, its strategy for identifying and targeting high-potential facilities, any changes in the length of the sales cycle, and how the company plans to segment the market to avoid customers delaying purchases for the upcoming Gen 2 system.

Answer

Chief Commercial Officer Bob Goodman explained that the VA system is accessed via the ECAT catalog, simplifying the approach. He detailed the refined commercial organization's targeting strategy, utilizing prospecting tools, CRM rigor, and pipeline discipline. Goodman noted the sales cycle remains consistent at 6-9 months, with some quicker instances. For Gen 2, he clarified that the focus is currently on Gen 1 for non-transport systems, with Gen 2 conversations for transport systems being a later focus.

Mike King of H.C. Wainwright & Co., LLC asked about the clinical strategy for seclidemstat in combination with pembrolizumab in gynecologic cancers, including the target patient population, line of treatment, and study design elements to ensure the benefit of seclidemstat is clear. He also asked if biomarker work would be included.

Answer

SVP of Clinical Development Nadeem Mirza stated the investigator-sponsored study will initially target relapsed/refractory patients to find the recommended Phase 2 dose. He described it as a proof-of-concept study that could open doors to other tumor types where checkpoint inhibitors are used. Mirza also confirmed that all Salarius studies have a biomarker component.