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    Stanislav Berenshteyn • Wells Fargo Securities

    Stanislav Berenshteyn's questions to Omnicell Inc (OMCL) leadership

    Stanislav Berenshteyn's questions to Omnicell Inc (OMCL) leadership • Q1 2025

    Question

    Stanislav Berenshteyn asked about the timeline required to sufficiently reduce supply chain exposure to China and also inquired if Omnicell has any material revenue exposure to the region.

    Answer

    COO Nnamdi Njoku explained that disintermediating the supply chain from China will happen over time, leveraging existing investments in supply partnerships across multiple geographies to provide flexibility. He noted that some components will create a lag, but actions are being taken now to move what is possible. He also confirmed that the company has no material revenue exposure to China.

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    Stanislav Berenshteyn's questions to Omnicell Inc (OMCL) leadership • Q4 2024

    Question

    Stanislav Berenshteyn asked about the timeline for the IVCS robotic compounding solution to move beyond the early adopter phase into a wide-scale release. He also inquired if competitive product launches were driving more RFPs from outside Omnicell's installed base and asked about capital deployment priorities.

    Answer

    CEO Randall Lipps stated that after one more software release in 2025, the IVCS robot will be considered "market-ready." The company is moving from trial to rollout, with customer installations expected to increase quarterly through 2025 and into 2026. Lipps also confirmed that new market products are creating more RFP opportunities, enlarging their pipeline outside the current customer base. CFO Nchacha Etta added that capital deployment strategies are continuously assessed to fuel long-term growth.

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    Stanislav Berenshteyn's questions to Omnicell Inc (OMCL) leadership • Q3 2024

    Question

    Stanislav Berenshteyn asked what is needed to reach the high end of the bookings guidance and questioned if Q3 product revenue being slightly light was a timing issue that would benefit Q4.

    Answer

    CFO Nchacha Etta expressed confidence in the current commercial momentum and noted that raising the low end of the guidance reflects this. CEO Randall Lipps added that improved customer economic conditions and new product launches strengthen the pipeline. Etta clarified that Q3 product revenue was in line with internal expectations and reiterated confidence in achieving the revised full-year guidance.

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    Stanislav Berenshteyn's questions to Healthequity Inc (HQY) leadership

    Stanislav Berenshteyn's questions to Healthequity Inc (HQY) leadership • Q4 2025

    Question

    Stanislav Berenshteyn asked about the 'Assist' initiative, questioning its direct monetization strategy and the identity of its partners, and followed up on whether record member growth was due to better client engagement.

    Answer

    President and CEO Scott Cutler explained that Assist focuses on member enrollment, adoption, and engagement. He detailed that 'Analyzer' is an internal tool, 'Navigator' is a partnership, 'HPA' is with Paytient, and 'Momentum' is being co-developed. He clarified that recent member growth was strong in the SMB segment, and Assist is designed to further drive engagement within the existing client base.

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    Stanislav Berenshteyn's questions to Healthequity Inc (HQY) leadership • Q3 2025

    Question

    Stanislav Berenshteyn from Wells Fargo asked about the pacing of the fiscal 2026 custodial asset reset, including WageWorks assets, and inquired about the drivers behind the significant gross margin increase in the quarter.

    Answer

    An executive, likely CFO James Lucania, stated that the company is opportunistically pulling forward some asset repricings to de-risk future yields. CEO Jon Kessler attributed the strong gross margin performance primarily to the favorable mix shift towards higher-value HSAs, a trend that has been developing for some time and is enhanced by the move to higher-rate custodial products.

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    Stanislav Berenshteyn's questions to Healthequity Inc (HQY) leadership • Q2 2025

    Question

    Stanislav Berenshteyn of Wells Fargo inquired about the operational leverage driving flat service costs despite 9% account growth and asked for ideal use cases for the upcoming third-party developer platform.

    Answer

    President and CEO Jon Kessler clarified it was flat service cost, not margin, driven by digitization and AI investments that improve electronic handling of member needs. He also highlighted the completed card processor transition, which will enable digital and instant card issuance, further reducing future costs. For the developer portal, he cited API-based enrollment as a key near-term opportunity to scale partnerships and broaden sales reach.

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    Stanislav Berenshteyn's questions to Veeva Systems Inc (VEEV) leadership

    Stanislav Berenshteyn's questions to Veeva Systems Inc (VEEV) leadership • Q4 2025

    Question

    Stanislav Berenshteyn asked if momentum in products like Site Connect and RTSM is tied to EDC sales, and inquired about the ramp time and size of the recently announced 'all-in' top-20 customer deal.

    Answer

    CEO Peter Gassner explained that momentum in those products is driven more by a customer's strategic commitment to modernizing clinical tech with Veeva, rather than being a direct EDC attachment. Regarding the deal, he stated it is a large contract that will have a longer ramp of around five years, but declined to provide a specific size.

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    Stanislav Berenshteyn's questions to Veeva Systems Inc (VEEV) leadership • Q3 2025

    Question

    Stanislav Berenshteyn asked about the gating factors for securing top-20 Vault CRM commitments and whether the product's availability has lowered the hurdle. He also requested a timeline for a more concrete strategy on horizontal enterprise applications.

    Answer

    EVP of Strategy Paul Shawah said that having a live, innovative product is a significant advantage in winning deals, but noted each customer's decision process is unique. CEO Peter Gassner stated there is no specific timeline for announcing a detailed strategy for new horizontal markets, as the company is taking a deliberate, platform-specific approach.

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    Stanislav Berenshteyn's questions to Veeva Systems Inc (VEEV) leadership • Q2 2025

    Question

    Stanislav Berenshteyn asked about the sales cycle for a recent top 20 biopharma win and the drivers behind the reported strength in the Crossix business.

    Answer

    CEO Peter Gassner detailed that the top 20 deal involved discussions over 6-7 years, becoming active in the last year, and noted a healthy pipeline of similar large opportunities. He attributed Crossix's strength to increasing market leadership and a successful focus on its digital audiences business, rather than seasonal factors like the election cycle.

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    Stanislav Berenshteyn's questions to GoodRx Holdings Inc (GDRX) leadership

    Stanislav Berenshteyn's questions to GoodRx Holdings Inc (GDRX) leadership • Q4 2024

    Question

    Stanislav Berenshteyn of Wells Fargo Securities inquired about the consumer uptake since Kroger returned to the network and asked about the market opportunity and early adoption trends for the GoodRx for Pets offering.

    Answer

    CEO Wendy Barnes indicated it was too early for specific data on Kroger but noted the relationship is strong and volume is improving. On the Pets offering, she said it is also in early stages but that the company remains bullish on the opportunity. CFO Chris McGinnis added that the Pets vertical targets a younger demographic, which offers long-term value as they become future users of core GoodRx services.

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    Stanislav Berenshteyn's questions to GoodRx Holdings Inc (GDRX) leadership • Q3 2024

    Question

    Stanislav Berenshteyn of Wells Fargo Securities asked about the pervasiveness of pharmacy-PBM contract renegotiations and the potential impact on GoodRx's take rates from these revised contracts.

    Answer

    CFO Karsten Voermann acknowledged that while renegotiations are standard, the current pressure on pharmacies is making them more aggressive. He noted that since just under 70% of GoodRx volume flows through PBMs, there could be some flow-through impact on take rates, which is factored into their conservative 2025 view.

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    Stanislav Berenshteyn's questions to Doximity Inc (DOCS) leadership

    Stanislav Berenshteyn's questions to Doximity Inc (DOCS) leadership • Q3 2025

    Question

    Stanislav Berenshteyn asked about the go-live timeframe for the new $15 million brand and inquired about which competitors are losing out from Doximity's market share gains.

    Answer

    CFO Anna Bryson confirmed that the $15 million-plus brand purchased an integrated package and is 'already live' on the platform. She declined to comment on specific competitors, stating that Doximity's results demonstrate it is the preferred platform for clients' incremental marketing spend.

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