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    Stephanie Piazzola • BofA Securities

    Stephanie Piazzola's questions to Kestra Medical Technologies Ltd (KMTS) leadership

    Stephanie Piazzola's questions to Kestra Medical Technologies Ltd (KMTS) leadership • Q4 2025

    Question

    Stephanie Piazzola of Bank of America inquired about the key assumptions behind the fiscal 2026 revenue guidance, including market growth and share capture, and also asked for color on the path to gross margin expansion.

    Answer

    CEO Brian Webster and CFO Vaseem Mahboob explained that the guidance is built on sales territory productivity, expansion plans, and improved in-network payer metrics. Mahboob noted they would start FY26 with 80 sales territories and expect gradual improvement in conversion rates. Regarding margins, Webster cited increasing volumes and better revenue per fit from payer contracts as key drivers.

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    Stephanie Piazzola's questions to CeriBell Inc (CBLL) leadership

    Stephanie Piazzola's questions to CeriBell Inc (CBLL) leadership • Q1 2025

    Question

    Stephanie Piazzola questioned the drivers for raising the full-year revenue guidance by more than the Q1 beat and inquired about the confidence in maintaining mid-80% gross margins despite potential Q4 tariff impacts, asking for details on mitigation strategies.

    Answer

    CFO Scott Blumberg explained that the guidance raise reflects increased confidence from strong execution and visibility, not just the Q1 beat. Regarding margins, he noted a multi-quarter inventory buffer against tariffs and expressed high confidence in returning to mid-80% levels through mitigation strategies like automation, vendor negotiations, and potential manufacturing reshoring, which are ready to be executed upon policy clarification.

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    Stephanie Piazzola's questions to CeriBell Inc (CBLL) leadership • Q4 2024

    Question

    Stephanie Piazzola inquired about the underlying assumptions for CeriBell's 2025 revenue guidance, including account additions, utilization, and pricing, as well as the expected quarterly cadence. She also asked for more detail on the strength of Q4 account additions and the outlook for Q1.

    Answer

    CFO Scott Blumberg explained that 2025 growth is expected to be consistent with 2024, as recent sales investments will primarily accelerate growth in 2026. He noted the guidance includes a level of conservatism and that Q4 and Q1 typically see slightly higher volume due to ICU census. Blumberg added that strong Q4 account adds resulted from effective planning that pulled some launches forward, suggesting Q1's performance would be similar to Q4's.

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    Stephanie Piazzola's questions to CeriBell Inc (CBLL) leadership • Q3 2024

    Question

    Stephanie Piazzola inquired about CeriBell's utilization trends in Q3, the outlook for Q4 and beyond, and how the company plans to deploy its recent IPO proceeds for future growth investments.

    Answer

    CFO Scott Blumberg explained that Q3 utilization growth was consistent with expectations and that the company is actively evaluating how to best use the larger-than-expected IPO proceeds to fund sales and R&D initiatives during its 2025 planning process, while ensuring it has a clear path to cash flow breakeven.

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