Tactile Systems (TCMD) Piper Sandler 37th Annual Healthcare Conference summary

Business performance and strategy

• Achieved strong Q3 results with beats and raises in both lymphedema and airway clearance segments, supported by healthy business fundamentals and margin expansion.

• Focused on improving access to care, product innovation, and maximizing lifetime value, with ongoing investments translating into business performance.

• Transformation efforts are aimed at scaling and streamlining operations for future growth, with continued investment in infrastructure and technology.

Salesforce and CRM transformation

• Implemented Salesforce CRM in February, enhancing sales team productivity with integrated analytics and market data.

• Completed a major salesforce reset, consolidating territories and hiring over 300 sales reps ahead of schedule to drive revenue.

• Current headcount is at target levels, with future additions only as needed for territory splits.

Reimbursement and regulatory landscape

• Transitioned from LCD to NCD, initially a challenge but now becoming a tailwind as policy clarity improves.

• Direct access to advanced pumps like Flexitouch is now possible, removing previous barriers and expected to benefit Q4 and beyond.