Xuesong Wang

Xuesong Wang asked about the durability of OCS and NOP pricing, especially considering potential new competitors and a cost-sensitive CMS environment.

Answer

Executive Waleed Hassanein reframed the issue from price to value, arguing that OCS delivers unparalleled clinical and economic benefits to the entire transplant ecosystem. He asserted that competitors offering simple price discounts lack a comparable value proposition, especially if their technology still requires hours of cold storage. He expressed confidence that both CMS and commercial payers will continue to reimburse OCS because of the significant cost efficiencies and superior outcomes it provides.

Asked for details on the recent reduction in force and its impact on growth, as well as the pricing strategy for 2024 and any customer pushback on recent price increases.

Answer

The workforce reduction will not impact growth or customers, as it stems from completed projects and efficiency gains. The company will continue to focus on commercial execution and key initiatives. While not providing 2024 pricing guidance, they acknowledged some pushback from the lowest volume tier and are working to help those customers realize the full value of the system.