Kneat.com (KSI) investor relations material

Company overview and market position

• Leading provider of digital validation software for life sciences, with high customer and revenue retention and a founder-led, quality-focused culture.

• Platform digitizes and manages validation processes, ensuring compliance with regulatory bodies and streamlining documentation.

• Serves eight of the top 10 global biopharmas and is expanding into CPG and medical devices, with a unique client lifecycle and strong expansion within existing accounts.

• ARR has grown from less than half its current size two years ago to nearly $65 million, with significant headroom in the $2 billion core market.

• Platform is highly configurable, no-code, and offers a comprehensive audit trail, making it a strong differentiator in regulated industries.

Customer lifecycle and expansion strategy

• Initial deployments often start at a single site, with rapid expansion to additional sites and processes over 3–6 years.

• Most growth comes from existing customers expanding usage across sites and validation types, with examples like Merck reaching full penetration.

• Go-to-market for smaller customers is partner-driven, while direct sales focus on large enterprises and expansion within accounts.

• Customer success managers play a key role in identifying new use cases and driving ROI through expansion.

Product development and innovation

• Significant progress made in supporting risk-based and agile workflows, with full coverage of validation workflows expected in the next 12–18 months.

• R&D investments in computer systems validation and assurance are leveraged for future expansion into adjacent markets.

• AI is being integrated to enhance productivity, data integrity, and user experience, with a focus on maintaining human accountability in validation.

• Platform's data-centric core supports advanced AI use cases, such as template generation and anomaly detection.