Zomedica (ZOM) Investor update summary

Commercial strategy and sales framework

• Sales approach is built on five pillars: quality of care, pet parent satisfaction, workflow improvement, cash flow improvement, and profitability.

• Multi-channel direct sales force includes field sales, inside sales, capital equipment specialists, Professional Services Veterinarians, and a dedicated equine team.

• Sales strategy follows a three-phase model: land a foothold with a high-fit product, expand utilization, and cross-sell additional platforms.

• Portfolio mapped to specific practice types, ensuring tailored product recommendations and maximizing value for each clinic.

• Organization evolved from a single-product startup to a five-platform commercial company, with direct sales across four U.S. regions and growing international presence.

Sales performance and financial highlights

• Revenue grew from $4.1 million in 2021 to $32 million in 2025, representing 17.6% year-over-year growth.

• Year-end 2025 liquidity was approximately $53 million, reflecting strong product launches and improved sales force productivity.

• TRUFORMA portfolio expanded to 11 launched assays spanning 16 diagnostic tests, with new products like VETGuardian PLUS and TRUVIEW AI microscope added.

• Management targets a business exceeding $100 million, leveraging expansion inside existing accounts as a primary growth lever.

• Cash flow breakeven and profitability are near-term milestones, with GAAP profitability expected in 2027.

Product innovation and integration

• TRUFORMA system benefits from Qorvo’s BAW technology; new assays can be added via software updates without hardware changes.

• Two new TRUFORMA assays are slated for launch in Q3, one in Q4, and another at the AAEP meeting, all targeting equine indications.

• PIMS integration for TRUFORMA is underway, with top integrations expected to be live by September, enhancing close rates and customer retention.

• Product launches are expanding into new clinical categories, attracting new subsegments of veterinarians.

• In-house testing with TRUFORMA offers faster results and better economics for clinics compared to reference labs.