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Hello, everyone, and welcome to iRhythm’s Third Quarter 2024 Earnings Call. My name’s Lydia, and I'll be your operator today. After the prepared remarks, you'll have the opportunity to participate in the Q&A with the management team. [Operator Instructions]. I'll now hand you over to Stephanie

Thank you all for participating in today's call. Earlier today, iRhythm released financial results for the third quarter ended September 30, 2024. Before we begin, I'd like to remind you that management will make statements during this call that include forward-looking statements within the meaning of federal securities laws pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. Any statements contained in this call that are not statements of historical facts should be deemed to be forward-looking statements. These are based upon our current estimates and various assumptions and reflect management's intentions, beliefs, and expectations about future events, strategies, competition, products, operating plans, and performance. These statements involve risks and uncertainties that could cause actual results or events to materially differ from those anticipated or implied by these forward-looking statements. Accordingly, you should not place undue reliance on these statements. For a list and description of the risks and uncertainties associated with our business, please refer to the risk factors section of our most recent annual and quarterly reports on Form 10-K and Form 10-Q respectively, filed with the Securities and Exchange Commission. Also, during the call, we will discuss certain financial measures that have not been prepared in accordance with US GAAP with respect to our non-GAAP and cash-based results, including adjusted EBITDA, adjusted operating expenses, and adjusted net loss. Unless otherwise noted, all references to financial metrics are presented on a non-GAAP basis. The presentation of additional information should not be considered in isolation of, as a substitute for, or superior to results prepared in accordance with GAAP. Please refer to the tables in our earnings release and 10-Q for a reconciliation of these measures to their most directly comparable GAAP financial measures. Unless otherwise indicated, all references to financial measures in this call, other than revenue, refer to non-GAAP results. This conference call contains time-sensitive information and is accurate only as of the live broadcast today, October 30, 2024. iRhythm disclaims any intention or obligation, except as required by law, to update or revise any financial projections or forward-looking statements, whether because of new information, future events, or otherwise. And with that, I'll turn the call over to Quentin Blackford, iRhythm's President and CEO.

Thank you, Stephanie. Good afternoon, and thank you all for joining us. Dan Wilson, our Chief Financial Officer, is joining me on today's call. My prepared remarks today cover business updates during the Q3 of 2024 as well as our annual outlook. I'll then turn the call over to Dan to provide a detailed review of our Q3 financial results and updated 2024 guidance. Before diving into the specifics of the Q3, I'd like to address what I know is top of investors' minds regarding headwinds on our share price, especially regarding the status of iRhythm's remediation efforts in response to a 2023 warning letter from the FDA and their more recent 483 observations. As many of you know, iRhythm is in the midst of a company transformation, maturing our US-focused business beyond a single product, single-market company into a profitable, scalable, global growth company with a multi-sensing platform addressing multiple large end markets. Our accomplishments of the past 24 months are reflective of these ongoing transformational changes within our organization to foster a commitment to excellence, and we have made significant strides towards our stated long-range goals to create value for multiple stakeholders and continue to foster innovation for the benefit of patient outcomes. I'll provide some specific examples of recent accomplishments a bit later on in my remarks. While we have made significant progress, we acknowledge that addressing ongoing and legacy quality and regulatory issues remain a significant challenge for our organization. First and foremost, iRhythm is committed to a culture of quality and sustainability from the top down, and remediation of these quality and regulatory matters have been and will continue to be iRhythm's top corporate priority from the board and executive level into every layer of our organization. Our current remediation efforts extend beyond addressing the focus of the warning letter from last year and the 43 observations from the July of this year. We are rebuilding our entire quality management system, touching every aspect of it, including areas that have not been part of the FDA's recent inspections with the intent of making our quality system truly best in class. iRhythm is committed to going above and beyond with our efforts intend to exceed the expectations of the FDA as we seek to rapidly accelerate the maturation of the quality organization and the broader culture of quality within our company. As one example, we have made significant resource investments in our regulatory and quality organizations from roughly 20 people 2 years ago to more than 100 individuals today. Further, within the past month, we have hired a new leader of our quality function, which is now reporting directly into myself, who brings significant experience of having led companies through warning letter and 483 remediation efforts. Additionally, beyond the expert consultants already in place, we have engaged a highly reputable industry-recognized consulting firm that is known as a leader in navigating regulatory compliance matters to conduct periodic internal audits for progress against remediation efforts. They will also be performing a full audit at the conclusion of our planned efforts around our entire quality management system, the scope of which will go beyond what the FDA commented on in last year's warning letter and the most recent 43 observations. As we hope is abundantly clear, we are taking these regulatory and quality matters very seriously, and we'll allocate the necessary resources to ensure that we are best in class from a quality perspective and that the FDA's observations are remedied to their complete satisfaction. As a clear indication of progress in addressing the concerns expressed in the FDA warning letter, we have recently received FDA clearance for the first of two 510(k)s related to our

Thanks, Quentin. As a reminder, unless otherwise noted, the financial metrics that I discuss today will be presented on a non-GAAP basis. Reconciliations to GAAP can be found in today's earnings release and on our IR website. Our third quarter 2024 results demonstrated continued momentum in our core markets as we achieved revenue of $147.5 million representing 18.4% year-over-year growth. As Quentin mentioned, these results were driven by record demand from existing accounts combined with another record quarter of new account openings. New store growth, with new store defined as accounts that have been opened for less than 12 months, accounted for approximately 36% of our year-over-year volume growth.Home enrollment for

Thank you, Dan. [Operator Instructions]. Our first question today comes from Alan Gong with J.P. Morgan. Please go ahead. Your line is open.

Hey, Allen Thanks for the question. This is Quentin here. Hey, before I jump in and answer that question, I wanted to share with our audience. This is a bit unusual, but we did learn that subsequent to starting our call this afternoon. We get notice from the FDA that they have cleared our second 510(k) submission with that

Thanks. And then just a really quick follow-up on the guide. Sorry for sneaking this in, but when I look at kind of the midpoint of the guide, you're implying pretty strong $10 million step up into the fourth quarter. What really gives you kind of the confidence to reiterate the guide despite third quarter maybe being a little bit softer than your usual being raised cadence. Thank you very much.

Yes, Thanks, Allen for the question. This is Dan. So, I think you heard from our prepared remarks, seeing really good momentum in the business, a lot of strength there. We talked about the new accounts onboarding in Q3. So, feel really good about what that means for future growth, and that really is nice and balanced across both XT and AT. So, feel like there's a good setup for the Q4 and our guidance reflects that.

Our next question today comes from Macauley Kilbane with William Blair. Please go ahead.

Hi, everyone. This is Macaulay on for Margaret tonight. Thanks for taking the question. Dan, maybe just to follow-up on that. I and, obviously, a record number of new accounts in the quarter, which is great to see. Could you just maybe talk about the profile, of the average account that that's coming on board, whether, these are competitive switches. I'd assume they're coming on with both monitor and AT, but just to level set us there. And then as you mentioned, it feels like the accumulation of record ads here the last few quarters should allow you to accelerate that volume growth, to north of 20% as we look towards 2025. Just wondering, expectations as we look beyond Q4 and into next year.

Yes. Nicole, this is Dan. I could start and Quentin can add to it. So, you're right to point out the record number of new account adds in terms of a good indicator for future growth. The profile of those accounts, I think, is pretty consistent with where we're winning in the past, with maybe one exception being there are a number of large accounts that are recently won or in the pipeline. The timing of those accounts in terms of converting them into a full launch and how they really ramp is a bit longer to be honest, which you would naturally expect as these accounts are bigger, they're often launching with full EHR integration and that takes time. It takes IT resources on their side to execute on that EHR integration. So, we are seeing the selling cycle a little bit extended as it relates to those accounts. Otherwise, the profile is pretty similar. You do know we're expanding more and more in the primary care, so naturally turning on more and more primary care accounts. We feel really good about what that means for future growth. As it relates to kind of going forward, in 2025, again, I think this sets us up well for 2025. You did hear our comments on

I would just point out, Michael, our unit volume growth has accelerated every quarter this year. Each quarter, it stepped up from the prior quarter and in our guidance, our Q4 unit volume growth will step up once again. So, we continue to feel good about the momentum in the business. I think starting to see these

Great. Thanks for taking the question. I wanted to touch on the BioIntelliSense licensing agreement, and that push into vital signs beyond

Yes, Kallum look, we're really excited about the BioIntelliSense partnership that we've been able to bring together. I think this is very much a longer-term strategic investment that we've made with the idea of bringing these multi-sensing capabilities on a single platform off of the chest.And I think that their PPG capability is a bit unique differentiated, brings pulse oximetry opportunities to us off the chest, accelerometry, advanced accelerometry that gets us some heartbeat, respiratory rate, heart rate analysis, all things that are going to improve the overall offering that I think will help us continue to protect the ACM space, but ultimately go beyond that in the multivital sign monitoring.The inpatient setting, it's interesting to us. I think the real opportunity quite frankly is to disrupt the hospital into the home setting. And I think that we know how to do that in ambulatory setting better than anybody else. I think we bring a very large IDTF capability to it, which allows us to monitor remotely very well. And so, I think we have a real opportunity to disrupt that space and time, but that's going to be a few years out.That will become a product that makes its way into our bag behind the MCT product that we're going to focus on 1st, but it's one that gets us very excited about. I think it also gives us a direct line into how we get to a home sleep test off of the chest that ultimately will benefit our sleep activities that we've talked about historically as well. So, a lot of strategic implications in there, a terrific partner. I look forward to what we're going to be able to do together.

The next question comes from Marie Thibault with BTIG. Please go ahead.

Hi. Good evening. Apologies for the background noise. Wanted to ask a little bit more detail on the remediation efforts, and bringing cardiac technicians into the fold. Can you talk a little bit about the processes that need to happen to take the IDTF folks into the kind of the quality assurance here.And as a second part follow-up, with the delay on MCT, are there any opportunities on R&D side to maybe further wear time on that product or make other improvements that you plan now that you have a few extra quarters to do it? Thanks.

Yes. Good question. I think from an IDTF perspective, and bringing them into the fold of our quality management system. I will tell you, there's not going to be any impact to the patients in terms of how they experience the product or the physicians and how they experience the product.But it is internal workflow and how we think about documenting our quality management system, how we think about complaints, reporting, risk analysis, statistical analysis that we apply to it. All of those things are impacted as a result of bringing the technician into the product and service offering.It also means that it becomes part of any future submissions when we go to the FDA for new approvals, which is why the MCT product is going to be delayed a bit here as we work to bring into the submission, any and all implications that involving the technician now has with the product. So, I don't expect it to impact how it shows up in the marketplace and how the patient experiences it or how the physician experiences it, but it does have some internal process and documentation requirements that just take time to work through and get completed. I also do believe Marie that we're starting to see the broader industry begin to be impacted by some of this. I think there's other players in our space, who deal in the MCT space that are beginning to see how the FDA has worked through iRhythm and identified their strong point of view around the qualified technicians and their inclusion in the product. And now we're starting to see that play out with industry partners as well on a case by case basis. So, I do think this is broader industry, not just, iRhythm specific. With respect to MCT, our wear time on the next generation of our

Our next question comes from David Ryman with Goldman Sachs. Please go ahead.

Thank you and good afternoon everyone. I wanted maybe to talk a little bit about the expansion in the UK and internationally. You also got approval in Japan during the quarter. You talked about ramping up with your partner. But can you maybe help us think about the extent to which international represents an incremental contributor or perhaps helps offset some of the MCT delay in the $10 million that Dan referenced and how we should think about that ramp OUS?

Yes. Well, we're certainly very excited about the international business. We've been in the UK market for a period of time now. We continue to work from a reimbursement perspective with the public health systems, but we're making very good progress on the private side, sort of in parallel. So, we're going after that market in two different ways. And then by opening up these new incremental European markets being Switzerland, Spain, Austria and the Netherlands. That certainly is exciting for us as we think about the product getting started there and we're already starting to see the first orders come through from those opportunities, but that's going to be our primary focus in the EU out of the gate. Japan is probably the most exciting international market out there for us. We couldn't be more excited about the fact that we do have the high medical needs designation. We're working with them from a reimbursement perspective now. We would expect that in the first part of 2025 and to be launching into that market commercially in the first half of 2025. So, how quickly that ramps is something that we're going to monitor. I don't expect, David, to get out ahead of ourselves there. We're going to want to see this play in the market and build some momentum and success before we start to really get ahead of ourselves there. But that's just something that we're going to have to learn with experience. But when you see the excitement that's growing in and around the

Thank you. Our next question comes from David Rescott with Baird. Please go ahead.

Great. Thanks for taking the questions. I have a couple of just kind of clarification questions that I'll ask as my question. It sounds you heard the prepared remarks around the Q3 2025 submission for MCT. Then heard in the comments, the recent 510(k) clearance or that second clearance that we had been expecting.It sounds like the delay of MCT is more based on some of the incorporations you're making from the updates we heard on the 43 earlier in the year and they were on the CCTs. So just the first question again is that correct? Is there no update or no change now to the Q3 2025 submission based on again this update around the second 510(k) clearance?And then, for the $10 million called out, of the maybe incremental impact from the delay? I'm just trying to get a sense for what the baseline of that would have been off of. I know the longer-term guide is the 20% on the top line. You're doing 18% to 19% this year.So it's a good way for next year to think about the impact of maybe 18%, 19% growth off of where you shake out this year. Take out maybe half or 70% of the $10 million and that's the baseline maybe or the outlook for next year. Thank you.

Yes. We're not going to guide specifically, David, the 2025 just yet. I think the way you just described that is the right way to begin to think about it. When you think about the impact of MCT next year, obviously, this is a product that we think can really accelerate the AT profile.We're very happy with how AT is performing right now, but I also have a very, very strong point of view that it's just not quite the right product for the market. And that when we do have that right product, it's going to be able to accelerate that growth profile. But I think that you're thinking about the way you just described there 2025 the right way when you think about adjusting for the MCT delay.There are no changes in this MCT product submission from a design perspective or features perspective as a result of the 510(k) approvals that we've received with

Hi. Thanks for taking the questions. Quentin, I guess a couple for me. One is, you put a stake in the ground for 3Q 2025 for MCT, and you've identified the incremental spend that you need or that you think you need to remediate. This has been a bit of a challenge for you guys. Just the timelines and what is required and how much spend is required. I guess, what can you tell us to get confident that these are the right timelines and this is the right spending level and you have all the information you need to kind of start being able to make progress with the FDA versus having kind of ongoing delays?

Yeah. Rich, I think it's a fair question. I think with respect to the spend, the $15 million of remediation, I think it's important to note, our remediation efforts at this point are going beyond what the FDA has identified in the warning letter, as well as the recent 43 observations. We have taken a step back and we're looking at the entire quality management system, every aspect of it, trying to anticipate where the FDA would look or may look if they were to come back and subsequent inspections. And we want to make sure that the entire quality management system is up to their expectation. It's a big part of why we've engaged another outside expert who has experience in building and remedying these quality management systems, navigating through warning letters and even worse for companies. And we're having them perform periodic audits as we go through the process to ensure that progress is being made. And ultimately, they will audit the entire QMS, Quality Management System, at the end of this process here in 2025, looking at it from beginning to end, every aspect of it, to ensure that it's up to a level that we can all be happy with and that we can feel very confident if the FDA were to come in and want to look in that particular area, we would more than meet their need. So that has been our approach is to rather than just focus on addressing the FDA's concerns they've identified, let's go after the entire quality management system and look at the entire thing from a holistic perspective. That's why the spend will continue here throughout 2025 at about that $15,000,000 rate that Dan noted. I do want to point out, we've taken other corporate actions that will offset the $15,000,000 next year. So, from a profitability perspective, you're going to continue to see really nice improvements in the profit profile of the company, again in 2025, while we work through remediating this. And then ultimately, when that spend goes away, it will drop through to the bottom line. With respect to the timeline of Q3 2025, I think it's important to note, if we wanted to, we could submit the MCT submission in the very near term. The reality is, we know that there are going to be questions that are going to be asked and that there's work that needs to be done to address the aspect of involving and including the technicians as part of the product. We're going to take the time to go ahead and do the work necessary upfront and try to address those questions before they're asked. So, when we look at the timeframes internally, we'll be driving ourselves to something more aggressive than that Q3 timeframe. But I think the Q3 timeframe is the right way to set expectations, considering the moving pieces that we've seen in the past, and that's our best estimate to do it.

Our next question comes from William Plovanic with Canaccord Genuity. Your line is open.

Great. Thanks for taking my questions. Quentin, I was just hoping you could just help us with kind of cadence milestones to really measure against as you move forward. You've given us a point in time for the Q3 filing. But is there anything we need to see with the 483 letters, can that be come up warning letter? Do you expect that? Are there any milestones on the remediation that we could expect to see or should anticipate? What are the mileposts or guideposts as you go forward on your way to the path to file that MCT filing? Thanks.

Yeah. No, I can't speculate on where the FDA may or would go with this. Obviously, we're doing all that we can to demonstrate very clearly to them that we're committed to remedying their concern. But even beyond that, looking at the entire quality management system and rebuilding the entire thing from the ground up. And we've shared that directly with the FDA.And look, they're also very much familiar with the third parties that we brought in to help here. And they know the level of work that they hold their selves to or themselves to and the audit scrutiny that we're going to subject ourselves to as they perform their audits as we go across our against the progress that we're making. So, we're trying to demonstrate very clearly that there really is no cost that's going to prohibit us from remedying this situation with the FDA, and it is the top priority in our entire company. And I think that's very important to note.

Thank you and our next question comes from Suraj Kalia with Oppenheimer. Please go ahead.

Yes, we got you.

Perfect. Hey, Quentin, two questions. I'll post both of them upfront. So, on

Yes. Thanks, Suraj. With respect to MCT, first of all, the

We have no further questions in the queue. So, I'll turn the call back over to the management for any closing remarks.

Thank you, operator. I would say, look, we're very pleased with the operational progress that we've made through the first 9 months of 2020 forward, and we're looking forward to a strong finish to the year. There are a lot of meaningful operational improvements that we're seeing beginning to play through and the momentum that we see in the growing business, it's exciting, particularly on the profitability side. However, our immediate and primary focus is completing the FDA remediation work and working collaboratively with them to address their concerns. And we look forward to providing further updates into the future. With that, again, thank you for joining us and we'll talk later. Goodbye.