Kestra Medical Technologies (KMTS) investor relations material

Key clinical and market developments

• Post-approval study of over 21,000 patients met all primary and secondary endpoints, strengthening regulatory standing and competitive positioning.

• Combined with competitor data, nearly 40,000 patients' evidence may drive guideline updates and expand the addressable market of 850,000 patients, currently underpenetrated.

• Only about 120,000 eligible patients are currently served, highlighting significant growth potential.

• New clinical data is expected to facilitate market share gains and support sales efforts.

• The company anticipates the data will influence future clinical guidelines, though timing remains uncertain.

Competitive landscape and sales strategy

• The new data set surpasses competitors' in size and quality, making it harder for rivals to claim superior evidence.

• Sales reps will use the data to solidify relationships with top prescribers, activate new ones, and expand into new institutions.

• Market growth has averaged 8% annually, combining unit and price increases, with potential for acceleration.

• The entry of a new competitor has shifted the market from monopoly to growth-focused competition.

• Commercial strategy targets high-prescribing, high-coverage regions, leveraging direct-to-cardiology sales and contract partners for patient fittings.

Operational execution and productivity

• New sales territories typically reach full productivity in about six months, with both new and existing reps tracking as expected.

• The company uses a scalable model with contract partners to support rapid growth in new territories.

• Conversion rate from prescription to revenue is in the mid-40% range, with a goal to reach high 50s by fiscal 2028.

• Improved insurance coverage and operational efficiencies are driving higher conversion rates.

• The company maintains a disciplined approach to guidance, aiming for consistent beat-and-raise performance.