Outset Medical (OM) investor relations material

HHS policy outlook

• HHS’s Oct. 20 plan renews support for home dialysis and transplant, while recognizing that market practices may hinder innovation and access to new care settings.

• The plan encourages adoption of new technologies and considers structural changes to improve access and patient choice; resulting policies could be a tailwind.

• Kidney care reform has bipartisan interest; support is expected to persist across administrations, while a potential change in two years could create urgency.

Market and quarterly performance

• Hospital budget pressure is not a leading concern in field discussions; Tablo insourcing is positioned to reduce costs by 50%+ and support hospital bottom lines.

• Q3 sales rose 14% YoY and 6% sequentially; console revenue increased 26%, with growth across revenue lines.

• Console growth came from refreshes, existing-customer expansions and new customer wins; utilization was strong in both Q2 and Q3.

• Sales cycles run 9–12 months, followed by hospital conversions that support durable treatment utilization; EMR revenue grew more than 20%.

• FY2026 revenue guidance remained $125M–$130M; H2 growth was expected at ~17% versus H1, with planning also focused on 2027 backlog and foundations.

Growth opportunities and recurring revenue

• Recurring revenue exceeds 70% of the revenue mix; leadership aims for double-digit revenue growth in 2027 through console placements, utilization and recurring streams.

• The refresh opportunity is ~$150M over the next couple of years, with ~3,000 consoles eligible; the first refresh agreement with HCA validates the opportunity ahead of 2027–2028.

• Expansion includes broader use within existing hospitals and rollout to additional facilities; management described the opportunity as many hundreds of millions of dollars.

• Sales leadership refocused commercial teams on existing-customer expansion, with smaller territories and compensation changes to reward recurring and capital revenue.

• Consumables account for roughly 50% of revenue; higher treatment volume also supports service revenue, while EMR connectivity and data products add recurring-value opportunities.