CeriBell (CBLL) investor relations material

Commercial performance and growth drivers

• Achieved record Q1 revenue, largest quarter of net new account adds, and record usage per account, with 33 new accounts added, totaling 680 active accounts.

• Growth driven by sales force maturation, expansion into the VA system, and increased product revenue per account.

• Approximately 30% penetration within the active account base, with ongoing efforts in department expansion, provider education, and workflow optimization.

• Revenue guidance for the year was raised by $1 million, reflecting high confidence based on strong forecasting and a projectable business model.

• Low customer attrition and strong near-term visibility due to early purchase orders and stable usage patterns.

Seasonality and account acquisition strategy

• Usage typically peaks in Q4 and Q1, with sequential moderation in Q2 and Q3, closely tied to ICU and ED census trends.

• New account acquisition strategy targets regional hospital systems (10–30 hospitals), leveraging a dedicated team for system-level coordination and strategic growth.

• Team expansion includes both new hires and successful territory managers, with plans to remain small and cost-efficient.

• System-level sales expected to accelerate account adds, with results materializing over several quarters.

• Progress in the VA system continues, with phased launches and ongoing efforts to expand within this large hospital network.

Utilization trends and new indications

• Top accounts use the product three times more than average, driven by departmental expansion, coherent workflows, comprehensive training, and protocol integration.

• Significant room for growth remains in top accounts, especially with new indications like delirium and neonate.

• New accounts can establish strong usage patterns quickly, with minimal dilution to overall utilization.

• Neonate product launch exceeded internal expectations, with strong clinical and economic incentives for adoption in NICUs.

• Full commercial launch targeting 200 NICUs in the installed base has just begun.