Kestra Medical Technologies (KMTS) investor relations material

Business momentum and market dynamics

• Achieved strong momentum in FY 2026, driven by securing over 70% payer contract coverage and expanding the sales force from 80 to 130 reps, resulting in increased productivity and market penetration.

• Market growth for WCDs is robust, with the overall market expanding at 14% and the company achieving 60% growth in the last quarter, outpacing competitors.

• Market share in covered territories exceeds 25-30%, with top reps reaching over 70% share in mature accounts.

• The addressable market remains underpenetrated, with only one in seven eligible patients prescribed a WCD, suggesting significant runway for growth over the next five years.

• Expansion into new territories is data-driven, focusing on high-prescriber areas with payer coverage, and supported by clinical specialists to accelerate account development.

Sales force strategy and productivity

• Sales force expansion is carefully targeted, often splitting high-performing territories to maximize coverage and productivity without cannibalizing existing business.

• New reps ramp up to 10 fittings per month within six months, with top performers exceeding 50 fittings monthly, surpassing initial productivity models.

• Clinical specialists are added to support high-performing reps, further accelerating growth in established accounts.

• Investments in direct-to-cardiology sales and resource allocation are guided by ZIP code-level data on fittings and insurance coverage.

Clinical data, guidelines, and innovation

• The ACE-PAS post-approval study of 21,000 patients has been well received, providing strong evidence for WCD use and helping to dispel competitor myths.

• New clinical data is expected to drive guideline upgrades from 2B to 2A, potentially doubling or tripling the eligible patient base within a few years.

• Recent algorithm upgrades have halved false alarm rates and reduced inappropriate shocks by over 60%, further differentiating the product.

• Ongoing innovation is planned across electronics, wearable, and digital platforms, with new product launches expected annually.