Butterfly Network, Inc.

Excuse me, everyone. Please remain holding and the conference will begin momentarily. Again, please remain holding. The conference will begin momentarily. Good afternoon. Thank you for attending the Butterfly Network first quarter 2024 earnings call. My name is Victoria and I'll be your moderator today. All lines will be muted during the presentation portion of the call with an opportunity for questions and answers at the end. If you would like to ask a question, please press star followed by one on your telephone keypad. I would now like to pass the conference over to your host, Heather Goetz. Thank you. You may proceed, Heather.

Good afternoon and thank you for joining us today. Earlier today, Butterfly released financial results for the first quarter ended March 31, 2024, and provided a business update. The release and earnings presentation, which includes a reconciliation of management's use of non-GAAP financial measures compared to the most applicable GAAP measures, are currently available on the investor section of the company's website at ir.butterflynetwork.com. I, Heather Goetz, Chief Financial and Operations Officer at Butterfly, alongside Joseph DeVivo, Butterfly's Chairman and Chief Executive Officer, will host this afternoon's call. During today's call, we will be making certain forward-looking statements. These statements may include, among other things, expectations with respect to financial results, future performance, development and commercialization of products and services, potential regulatory approvals, and the size and potential growth of current or future markets for our products and services. These forward-looking statements are based on current information, assumptions, and expectations that are subject to change and involve a number of known and unknown risks, uncertainties, and other factors that may cause actual results to differ materially from those contained in the forward-looking statements. These and other risks are described in our filings made with the Securities and Exchange Commission. You are cautioned not to place undue reliance on these forward-looking statements and the company disclaims any obligation to update such statements. As a reminder, this call is being web-tasked live and recorded and we will be referencing a slide presentation in conjunction with our remarks. There may be a short delay between the live audio and the presentation being shown. On the same page, you will also be able to access the webcast live and replay once the call has completed. I would now like to turn the call over to Joe. Joe?

So good afternoon, everyone, and thank you for joining us for our first quarter 2024 conference call. We've had a really good quarter and a perfect start to what will be a great year for Butterfly. We delivered 14% revenue growth which was above expectations and are now raising revenue and earnings guidance for the full year. Our IQ3 launch proved everything we were hoping for and marks a major shift in competitiveness for the health system market. With our building momentum from recent product launches along with a robust line of new products and services coming, we feel confident we will be able to sustain this growth for the foreseeable future. Our ongoing efforts to streamline and become more cash efficient will continue through 2024, extending our cash runway well into 2026. So, elaborating further on the quarter, revenue came in at $17.7 million, or 14% over the last year's first quarter, with a 22% increase in probe volume and all channels contributing. come on the heels of us overachieving our fourth quarter 2020 expectations. Even more, our first quarter of 2024 was the best first quarter in Butterfly's history, even beating 2022's of $15.6 million. We were able to achieve these results through improved execution and do it more efficiently. We actually used half the cash we did last year. So 14% revenue growth, highest first quarter ever, using significantly less cash year over year. Now, that's progress. We had a number of significant achievements in the quarter, the most notable of which was IQ3 winning FDA clearance early in January, and we were ready. We launched IQ3 ahead of schedule, delivering even more momentum. Our operations team did a marvelous job producing high-quality inventory. Our marketing team executed a flawless launch, with so many online activations occurring through the quarter. I'm very proud of the team for delivering such high-quality launch ahead of schedule. So as a reminder, as I laid out on our previous earnings call, our 2024 priorities for Butterfly are, one, IQ3-driven growth, including going deeper into health systems, two, global expansion, and three, driving medical school adoption. In addition, we see further opportunities such as VET. So digging in further to the launch, on February 13th, 2024, IQ3 became available to all of our domestic channels. Each of our regions then proceeded to deliver an above-plan performance. U.S. revenue growth in the quarter was 19%, led by an increase in probe unit volume of 18% year over year. There were no large deals, just a groundswell of individual orders increasing on a daily basis throughout the quarter, which in my point of view is very healthy. Now, international grew 14%, and this was without IQ3 and prior to even receiving EU MDR certification for IQ+. So in other words, the growth was purely based on approved execution from our distributors and strong performance from our international direct team, despite no new product in years. Well, that's about the change for them. Now that we have EUMDR certification, we'll be rolling out a cadre of advanced features on our European IQ Plus product later this month. International results should accelerate further. So what's more, the new Butterfly IQ3 international rollout is kicking off very soon. We plan to launch IQ3 in Canada this month, and then Europe will come next later in 2024. So IQ3 was available for a half a quarter in the U.S. market. Sales and selling activity has been electric. Of over 1,200 IQ3 units sold, about half were brand new users to Butterfly and half were trade-in upgrades by existing users who wanted the new technology. In every setting, IQ3 shined. We have held many private IQ3 demos for KOLs in every clinical specialty relevant to ultrasound. We used to hear, quote, Butterfly is great, but, unquote, from several specialties, especially cardiology. But there's no more but. That is now a thing of the past. At the most recent American College of Cardiology conference, our little booth was swamped with cardiologists. It was so gratifying because we heard them say, quote, I just had to come by and see if IQ3 was as good as everyone says it is, unquote. Now, that's really nice to hear. Our message is getting out. There's a viral buzz around our new product and customers are reaching for it. Time and again we put IQ3 up against the competitive devices and our image quality is just much better. We have advanced automated tools and our cost is still a fraction of the price of all competitive probes. Remember, you need to buy four of their probes between $5,000 and $7,000 each to get to a full body image. Together, that's a $20,000 to $28,000 purchase, about the same cost as an entry-level cart. We also published a white paper accessible at ButterflyNetwork.com resources on the clinical utility of IQ Slice and IQ Fan, detailing how these advanced tools can enable more efficient care by reducing the number of scans needed in an exam. Many ultrasound protocols are time-consuming and demanding on probe manipulation to get a series of views. With IQ Slice and FAN, we proposed new protocols that streamline the scanning process and enhance diagnostic efficiency. This was also the first quarter that we began selling two probes side by side. IQ Plus remains the best-selling handheld in history, and the product has a lot of life. Providers who are generalists or very price sensitive may opt to purchase IQ Plus at $26.99. While more specialized doctors, for example, those with cardiac, MSK, and vascular needs will likely opt for the IQ3 at $38.99. No matter what, Butterfly wins because we have the lowest cost, all-in-one probe, and simultaneously the best handheld in image quality capabilities and cost. Plus our probes are paired with enterprise software and educational tools to make deployment feasible at scale. And now Butterfly Garden will be constantly bringing them the best AI apps in the world. It's just simply an unbeatable offering. Health systems are now taking notice and our pipeline is growing. We have the probe, the mobile app, enterprise software, and education portfolio. If a point of care ultrasound director is serious about building an enterprise program, they will now truly have only one choice, Butterfly, the most complete solution. In fact, we're thrilled by new data coming out of one of our largest one-to-one probe and software installations at the University of Rochester Medical Center. which furthers the value story by demonstrating the economic benefits of butterfly. There's much more to come on this, but they allowed us to preview a highlight. Since putting butterfly in place system-wide, URMC observed significant revenue growth, a 115% increase in hospital revenue from point-of-care ultrasound in just a year and a half And they also reduced capital expenditures when deploying our devices system-wide. Looking at our software and services revenue, in total, it was down slightly. This is temporary. Underneath that, we had great enterprise software quarter with upsells in existing accounts from 25% from Q4-23 and overall ARR growth at 34% year-over-year. On the individual side, we anniversary the subscription promotion put in three years ago that was very successful. Much of that revenue rolled off this quarter. I'm not worried about this at all as we've reloaded the chamber with a bunch of new software from this quarter's all-in probe sales, which will roll forward nicely and set the stage for a lot of new software to amortize over the next three years. I also explained last quarter that medical school programs would be an important growth driver for us and we're seeing the momentum here, including upsell into over five schools in Q1, two of which were one-to-one models deploying probes to all incoming first-year students. Our pipeline in this area is also growing strong and schools are realizing the value of one-to-one models. Look, each student wants their own probe. Just last month we were at a calm, the largest gathering of osteopathic medical school leadership in the country. More than 30 do school decision makers showed up for a private session to learn more about butterflies one to one models and more came for conversations that are booth. scan labs launching Q1 is a huge part of our success here it's contribution to the quarter was also nothing short of amazing. Having an ultrasound instructor side-by-side with a student to practice is a resource not all medical schools have. Prospects have cited ScanLab as the reason they feel a one-to-one model is now feasible. ScanLab amplifies a student's coursework and hands-on training with AI-guided practice tools. It has strengthened our lead in medical education as a whole generation of students learn ultrasound and do it with their butterflies. Much like Apple built their iMac market decades earlier, when students learn on your platform, loyalty for years ensues. The impact of ScanLab goes well beyond med schools. We have partners, distributors, and customers hosting training programs using it. Since its launch in mid-January, thousands have downloaded it. Multiple institutions are using it in clinical research. Schools are incorporating it into their curriculum. Customers realize There's now an AI tool allowing students and clinicians to practice their scanning skills on their own, and it's a proven game changer for us. We also saw growth in Butterfly Garden AI partners. We launched these streams about eight months ago in August of 2023 and saw an immediate strong inbound. This pipeline continues to grow. In Q1 2024, we added four partners. And just last month on April 23 think so no became our first partner to commercialize an education APP for deep vein thrombosis assessment it's exciting to see the rate of progress in this area. So before turning it to heather i'd like to give a brief update on the European Commission's effort to ban hazardous substances from electronic devices called Rojas or restrictions of hazardous substances directive. I've mentioned that we've been in contact with the European Commission about our chip ultrasound as a cleaner alternative to incumbent lead-based piezo handhelds. We're pleased to have learned that they've not yet begun reviewing the lead piezo industry's request for the next exemption. Our contact that the Commission shared will most likely begin at the end of this calendar year and then decide sometime in 2025. So that's terrific news for Butterfly. First, we are not late in the game. Butterfly and our SEMA technology will be fully evaluated and considered in this next round. Second, we believe it's possible that IQ3 will be approved in Europe before this evaluation process concludes. While we're very confident that even with IQ+, we would prevail, with IQ3, we feel certain that any independent valuation against all other handhelds will conclude that IQ3 is at minimum equivalent, period. We have also further learned that the EU's seriousness in upholding this directive is strong. The more energy we are putting into this process, the more we believe the odds of prevailing are in our favor, and new sales of lead piezo handhelds may be banned from the EU as early as 2025. The facts are simply in our favor. There is still a lot of work to do, but our confidence is growing. So with that, I'll turn it over to Heather to report more on the quarter. Heather.

Thank you, and good afternoon, everyone. As Joe noted, we started 2024 strong with revenue of $17.7 million in the first quarter, a historic high mark for Butterfly, representing a 14% increase versus the prior year. This increase was driven by a 22% increase in probe volume with the launch of IQ3 and higher average selling prices, demonstrating strong demand for our products. Both the US and international markets grew. In the US, we realized $12.2 million in total sales, 19% higher than the prior year period, driven by increased volume, average selling prices, and slightly higher revenue from software and subscriptions. Total international increased 14% over the prior year period to $4.2 million. This was due to higher per volume, partially offset by lower average selling prices, as a result of a higher mix of sales to distributors, which carry a lower average selling price, as well as lower individual software sales through e-commerce. Breaking our revenue down between product and software, product revenue was $11.3 million, an increase of 28% versus Q1 2023. This increase was driven by higher volumes spread across all our channels and higher average selling prices. Software and services revenue was $6.4 million in the first quarter, down slightly versus the prior year period. Software and services mix was 36% of revenue, decreasing by approximately 7 percentage points versus Q1 2023. This decrease was due to lower individual subscription renewals that were largely offset by a higher installed base of subscription enterprise software as compared to prior year, as well as renewals on the existing base of software users. Our total annual recurring revenue, which is reported as part of software and other services, grew by 4% versus the prior year period. This was led by an increase in our enterprise software, which increased to 42% of our total ARR. Turning now to gross profit. Gross profit was $10.2 million in Q1, 2024, a 12% increase as compared to 9.1 million in the prior year period. While gross margin percentage remained relatively flat at 58% versus 59%. The slight downtick was driven by a negative impact of higher software amortization and lower proportion of higher margin software and other services revenue, partially offset by higher average selling prices. Moving to EBITDA and capital resources, for the first quarter of 2024, adjusted EBITDA loss was $13.2 million, compared with a loss of $22.3 million for the same period in 2023. The $9.1 million improvement in adjusted EBITDA loss was driven by higher revenue, cost reductions and efficiency, which led to lower payroll, consulting, and other outside services. Capital resources as of March 31st, 24, were cash and cash equivalents, including restricted cash of $117 million. Excluding $6.5 million of bonus and other non-recurring expenses, Our total use of cash in the first quarter was about $15 million. As we have previously discussed, over the last 18 months, we have taken over $170 million of cost out of the business and have reduced our annual cash burn to approximately $60 million. Based on this, we estimate that our cash balance conservatively provides us with a runway into 2026, and we have a plan to extend it further. Before moving to guidance, I want to touch on the notification we received from the NYSE. As you may have read in our release, we received a notification that we are out of compliance with the NYSE standard that requires a 30-day stock price moving average of at least $1. We are viewing this strictly as an administrative issue and are confident we will maintain our listing. We have six months to regain compliance. Since we believe the market has undervalued the stock and is not factoring in our first quarter results or future growth, we believe we can regain compliance with a recovery in our stock price through continued business execution. In the event that the market and our price does not recover in that time period, we will perform a reverse stock split. During this time, our stock will continue to trade on the New York Stock Exchange. Now moving to guidance. As Joe discussed, we have been executing against the roadmap we laid out in August. We launched IQ3, ScanLab, and Butterfly Garden with 13 deals. We added four new garden partners in the first quarter, and in April, ThinkSono became the first garden partner to commercialize, an example of what we expect to be a meaningful contributor down the line. We've invested in our sales team, all while reducing our cash consumption and conservatively extending our cash runway into 2026. As we look into 2024, our commercial organization is humming and we are continuing to find further efficiencies to extend our cash runway even further. In addition, we are exploring a number of opportunities for non-diluted financing, for example, grants and licensing deals, to provide us with maximum flexibility and a pathway to profitability. We will keep you updated on this front. For 2024 guidance, after launching IQ3 and seeing its market acceptance, we can provide more concrete and higher revenue guidance in the range of $75 to $80 million. or about 15 to 20% growth and adjusted EBITDA guide for the full year of a loss of 55 to 50 million. As the year progresses, we will provide updates and further clarification. Specifically looking at Q2, which is our toughest comp for the year due to a few large medical school deals that occurred in the prior year, we expect to see revenue growth around 10%, bringing us to approximately $20 million in revenue. For Q2 adjusted EBITDA, we expect a loss of approximately $12 to $13 million. To summarize, we have started the year strong, and we look forward to continued growth in 2024, as well as to realize additional efficiencies that will further extend our cash runway. Additionally, we have maintained a solid cash position while investing in the business. We will continue to execute against our plan, drive adoption of IQ3, and expand uses of our product across all of our channels. Butterfly is set up to accomplish its goals with a strong base of technological and organizational assets and a team who is energized to capitalize on this attractive opportunity. And with that, I will turn the call back to Joe.

Joe? Thanks, Heather. So I've been here about a year now. And looking back, I'm proud of what we've accomplished. It was easy to recognize the enormous potential and opportunities for Butterfly. What was hard was not trying to do everything all at once and instead focusing on opportunities with the greatest impact. But that's what we've done. For those of you following closely, you know now that the Butterfly team is delivering at all levels. Our R&D team and product teams just crushed it by hitting the mark on our new product launches, this quarter. Our regulatory team delivers constantly with clearance after clearance worldwide. Our operations team consistently delivers quality products ahead of time. With the reinvestment in our commercial engine and some new talent combined into the organization, our sales and marketing teams are delivering globally and exceeded planned by a wide margin. In corporate development, we created the successful Butterfly Garden and Powered by Butterfly programs. We did all of this with a streamlined organization that used half the cash it did in the prior year. And we're just getting started. As we look ahead, we will next launch IQ3 in Canada now as we received our certificates just a few days ago. And then with EU MDR certification this quarter as well, we will add PulseWave Doppler and other advanced features to IQ Plus in all CE-MARC countries, followed by IQ3 in those countries before the end of 2024. On a global front, we also remain dedicated to our mission to democratize healthcare and continue to be the device of choice in all global health contexts. Just last month, we initiated phase two of our 1,000-probe deployment to Sub-Saharan Africa under the Gates Grant we received in March 2022. In this phase, 500 probes are being distributed to improve maternal care in South Africa. Our VET business also continues to strengthen with new partnerships. In Q1, Chewy became the latest corporate partner who will leverage Butterfly in their first ever veterinary hospitals. We've now partnered with the biggest names in pet retail, namely Petco, PetSmart, and Chewy, who all view Butterfly as a key part of their toolkit as they move into the veterinary services space. We also continue to see positive findings from Kansas State's Beef Cattle Institute researching the use of IQ Plus Vet for shoot side respiratory disease management. Data will be presented at the American College of Veterinary Internal Medicine conference in June. Now, as a part of our continued efforts to best serve the specific needs of our customers, we will also soon introduce our first specialty product, IQ Plus Bladder. It will launch this quarter in the US. IQ Plus Bladder is a small cart-based bladder scanner with purpose-built software to make it quick and easy for nurses to get bladder volume in a hospital using our proprietary tool. With our new IQ Plus Bladder in the US coming soon and all the momentum already discussed today, we are increasing guidance for the year. As Heather mentioned, instead of our previous guidance of low double-digit revenue growth, we are guiding to about 15 to 20% revenue growth, which we believe is sustainable in the future. With that increased growth, we will continue to reduce our cash needs. I would also like to touch on our stock price. So as you're all aware, it's been a challenging market, and in particular for small med tech. As Heather mentioned earlier, we do not believe our current price accurately reflects our business's value. what we have accomplished or the opportunities ahead. With the work we put into right-sizing the business last year and this quarter's strong results, we hope that the market acknowledges our return to growth and the great future of this business. As we have reignited growth and became more efficient, Heather and I are committed to continue to optimize the organization. As mentioned, we have several initiatives underway for further cost efficiencies and are looking at creative opportunities for non-diluted financings both of which will extend our runway even further and deliver upside to our current plan. So now I'd like to end with a brief review of our Investor Day, which was held March 18th. I'm very proud of the team and the delivery of our plans for the next several years. At Investor Day, we showcased new technology, provided real-time demonstrations, communicated new business opportunities, and heard from KOLs on their deployment of Butterfly for the growing point-of-care ultrasound market. I encourage you to revisit the replay on the events page of our investor website. The URL can be seen on the current slide. There were three takeaways I'd like to reinforce from the day. First, we are winning the race to digital and ultrasound. We have the largest handheld user base and device deployment in the world. We now have double the processing power in a very successful IQ3 launch, and we're continuing to invest in higher power semiconductors. We showed the new capabilities of our next P5 chip, significantly increasing the mechanical impedance, while showing the Apollo chip, which will produce 10 times the processing power of IQ3. Each chip has an exponential leap in capabilities, and each dramatically expands our market by offering more cart-like capabilities in the palm of a doctor's hand. Remember, supercomputers used to be huge. Now each one of you carries one around in your pocket. Every doctor, every nurse in the world will carry a super imaging device from Butterfly with capabilities of the most sophisticated carts in the world today. Second, Butterfly Garden and Powered by Butterfly are two programs with over 15 contracted partners, which will generate meaningful revenue for the company over the next five years. Butterfly is the largest data repository with over 20 million images, drilling at over 30,000 new image uploads a day. Ultrasound AI developers will want to partner with Butterfly for development as well as commercialization. Our garden will become the epicenter of independent global ultrasound AI development. Our Powered by Butterfly program, which licenses our chip technology, also has a major pipeline of partners interested. If we're successful in closing these deals, Butterfly's balance sheet will improve by adding non-dilutive capital through licensing. So our Powered by Butterfly program can bring us capital while generating revenue from markets never contemplated as core to butterfly in the past. So third, butterfly will soon be helping patients in the home by introducing butterfly home care. Butterfly home care will focus on helping at-risk providers manage congestive heart failure patients by empowering in-home nurses to test for pulmonary congestion. We also intend to help people with bladder insufficiency manage their catheterization at the right time through calculating their bladder volume in the home. Both of these present large new revenue opportunities for Butterfly starting in 2025. In conclusion, over the past year, we extended the cash runway of the business and have plans to do so even further. We've reignited top-line revenue growth and will continue to drive commercial success as we begin to harvest new market opportunities grow even faster new product and market launches will continue to power growth so this is the investment thesis i believe investors want and we're excited to deliver on it so with that operator let's open it up for questions of course we will now begin the question and answer session if you would like to ask a question please press star followed by one on your telephone keypad

If for any reason you would like to remove that question, please press star followed by two. Again, to ask a question, press star one. As a reminder, if you are using a speakerphone, please remember to pick up your handset before asking a question. Our first question comes from the line after Raj Kalia with Oppenheimer & Co. Your line is now open.

Joe, Heather, can you hear me all right? I know it's perfect on noise. Hopefully you can hear me all right. Okay. No, you're good with the background noises. Okay. So first and foremost, congrats on a really nice start to the year, you know, been a long time coming and wish you guys continued success. Joe, a lot of metrics were thrown out and, you know, let me kind of hone in on a few. The 1200 or so IQ3 sold in the quarter. I hope I got that number right. Joe, the adoption curve, if I draw a graph of the adoption curve of IQ, IQ+, IQ3, do we have an idea how, you know, for the same time period, how is the adoption curve looking on a relative basis?

Yeah, that's a hard one to calculate because they're different times. And it's also different from this is the first launch. that we have where we're actually launching it on top of an existing product that's on the market. So I don't know that there's, I mean, I can ask Heather if you see any correlation from what was experienced in the past. But what we are doing is, A, we're selling a new product at, you know, 30%, 40%, you know, higher price. We're still offering another product at a lower price, and it's been very, very, very well received. So, Heather, is there anything that you can glean from the past?

Yeah, I think it's, to your point, having the two products out there, and we really only have a half a quarter under our belt, it's a little bit difficult to say. other than, you know, the reception has been tremendous, as Joe talked about. So we'll probably have a little bit more information as we start to see some other trends and launch internationally in Canada. But for right now, I don't think I can draw any conclusions yet.

The other thing I'd say, Saraj, is the other thing I'd say is most of the revenue was a very big chunk of it was through online sales. We're through new orders from customers, new customers, or trade-ins for existing customers. Our pipeline for our hospital business has really filled and filled big time. But as you know, those are longer sell cycles. So we're very excited about how this changes the competitive dynamic for us in the health system side. And that portfolio is bringing nicely. So for just the six weeks at the end of the quarter, to see the sales come in the way they have in a very healthy drumbeat has been encouraging. Right.

I mean, by our math, Joe, it almost looks like a little over 25% were IQ3 pluses, you know, with a very rapid clip. Joe, in your view, At what point in time and what all needs to be done to basically make IQ three or IQ four or the next generation, you know, basically make an objective evaluation head to head against cart based systems. I guess what I'm trying to understand is how, you know, how, uh, how, and when you all are planning for the next generation in terms of cart based systems.

So I think we're going to learn a lot over the next six months because now we have a handheld that can be used in all specialties across the hospital. And I think the question really is, you know, when we talk to some, you know, really hardcore ultrasound people, the question is if you had a device that was as powerful as a cart and it was in your pocket, would you need a cart? Would you use a cart? And I think a lot of people say they still would. Because the workflow of the hospital is a patient going, you know, for an inpatient going into a room to a specialized, you know, ultrasonographer. I think, you know, this is not putting ultrasonographers out of business. This is liberating ultrasonographers to be mobile and to go, you know, don't have to be contained to a room. But will hospitals just immediately change their workflow? I think that'll take some time. But having the ability of Doctors, wherever they are, to get any image they want of any part of the body and then be able to refer and quickly make clinical decisions. We're seeing that time and time again at our customers, that doctors are making decisions right at the point of care that's changing the pathway and that's better for health care. Now, the big question is ultrasonographers who rely on specialized imaging and carts, if they had a cart in their pocket, would they remain in their room? I don't think I know the answer to that question, and I think we ask ourselves often what would happen. And so we're just delighted to be a part of this big revolutionary change.

Fair enough. Joe, I'll throw three quickly away, and I'll hop back in queue. One is for IQ3, what have been the initial key areas of uptake, i.e., cardiology, OBGYN? Just kind of give us a lay of the land there. Second question, you talked about and you have been emphasizing for some time from yesterday about home care. Obviously, you guys are seeing something that maybe the street hasn't caught on to. If you can walk us through what makes you believe so strongly about TAM expansion. And Joe, the final thing is Rojas. I didn't catch that commentary completely. Sorry, I threw in a lot of things. Hopefully you caught those. Thank you for taking my questions.

I did, my friend. So, key areas of uptake. So, right now, we're seeing a lot of cardiology. And that's where a lot of our new orders are coming from, is that we're seeing cardiologists saying, all right, you know, I've wanted to have a, you know, a high-quality image probe, but I don't want to be limited. And now they don't have to be. So, that's an area that we've seen a lot of uptake. We are seeing more uptake in the emergency room where we've always been strong. And then we're seeing update in critical care. So in those areas, we're doing really well. And we're doing really well in the specialized areas that we hadn't served as well in the past. And amazingly, our IQ plus sales are still quite vibrant. So we're meeting more needs of more customers, which is very positive. Around home care, You know, we've gotten really good at teaching people how to do ultrasound. We have the tools in Academy. We have the tools with our certified program, and we have the tools with ScanLab. And, you know, about 80% of hospitals were penalized last year due to congestive heart failure readmits. And we believe that there's a lower cost way to manage discharges and to keep patients in their home by checking their pulmonary congestion. We've done a study at a major health center that is being concluded this year, and it'll show that using our pulmonary application, which is an AI-powered beeline counter, that makes it very easy for a healthcare professional to use our probe to manage those patients in the home that will have the opportunity to help providers, at-risk providers to keep congestive heart failure patients in the home and manage the progression or subsiding of their congestive heart failure symptoms based upon diuretics in the home. So there is a pathway where a nurse in the home can do it. There's a pathway where through telemedicine, the patient can do it themselves. And then there's a pathway, of course, to wearables, as we've discussed, which is in our future and a good part of it. So sometimes in order to move the market, you've got to wipe yourself off, stand up, and go do it yourself. And we've been able to train people in the past, and we're very confident that we can provide some services, help take on some risk. and drive a key part of the healthcare economy and healthcare market. The third on RoHS is basically this Suraj. We've had much more dialogue with the European Commission this quarter. We've gotten feedback from them. And the feedback is this. One, they haven't even taken up the exemption, the refreshing of the existing exemption for the lead piece of ultrasound industry. So what that means is that we are in the game. We didn't miss it. They're not at the tail end of it, and then we're just butting in. They haven't started. So that's great news for us, Raj, because it means that we are now in the game, and we will be fully evaluated. We were not fully evaluated during the last time. We were not as a company aware of it, of this exemption process. Now that we are, we've already submitted data that would refute any claim that we are not equivalent. And so we feel very good because we're a part of the process that the probability of success is much higher. Second, because they're going to be evaluating at the end of 24, that means like if everything goes the way we expect it to go regarding CE marking clearance or EMDR clearance of IQ3, then IQ3 will actually be the technology that we'll be comparing against the older, you know, lead piezo handheld ultrasound devices. So, given the fact that A, they haven't even started, and B, when they do, it's a good possibility that IQ3 will be a part of the evaluation. We've gone from being kind of, hey, this is some, you know, possible upside, but we don't know, you know, where it is, and we've also learned that they're very committed to this directive, and they've made tough decisions in the past, and they're not afraid to make tough decisions in this area in the future. It's given us the confidence to feel, you know what, we actually think, you know, based upon an appropriate independent review and their conviction on this law, that it's more probable that we'll see them suspending sales of handheld lead piezo devices than not. And they had said that They would start the evaluation process in the end of 24, and they would hopefully conclude sometime in 25. So, I mean, just looking at those, if you're willing to be positive in the future, I think the probability is a little bit more in our favor that they may take those off the market with our measure of equivalency.

Great stuff. Congrats on the progress.

Thank you. Thank you. Appreciate you.

Thank you for your questions. Our next question comes from the line of Josh Jennings with TD Callen. Your line is now open.

Hi, good evening. Thanks for taking the questions and congratulations on the nice start to the year and the strong early demand for IQ3. I wanted to just start with a follow-up question to Suraj's inquiry on the home care initiative and home imaging. thinking about 2025 where revenue may start to flow from that home home channel should open Joe you could help us understand I guess the business model a little bit better and just how will butterfly generate revenues is it going to be initially sales of probes or IQ plus or IQ threes to home care service business or could there be a recurring revenue model or click model just wanted to get a better sense that that initiative is kicking in next year already.

Terrific. Thank you, Josh, and thanks for the question. Yeah, we're focusing not on device sales. We are focusing on service revenue and some, you know, potential taking of risk or success based upon, you know, the delivery of the clinical, you know, the clinical objectives. So, you know, again, hospitals are penalized due to these readmissions. There's a very finite cost to those readmissions. And we envision everything from either there being a service revenue that we would charge for the delivery of that service or a combination of service revenue and success based upon minimizing the risk in keeping those patients out of the hospital.

Great. And I wanted to follow up on the University of Rochester report about the the uh significant increase in uh revenue capture for for focus exams it's it sounds like this this may be a stake in the ground i know there's there's been a theoretical kind of uh a potential revenue capture channel with with butterfly compass that does it put the formal stake in the ground and allow you to mark this more heavily or is this a a well-understood metric that's already been in play. And I guess then the second layer of the question is just, are there even more revenue capture potential if hospitals are using, like Rochester, using butterfly probes along with the Compass software?

Yeah, that's a great question. I think it has to do where this is a view into things to come. When we sell Compass, we learn that hospitals are not capturing all of their ultrasound revenue. And what we see pretty consistently is of all the ultrasound scans they do, especially in point of care, they're only capturing about 35% to a full reimbursement. And it's just based upon either not having a process or a software in place to capture that revenue, training, et cetera. When hospitals deploy Compass, they capture a significant amount more of the revenue, well above the 35%. And we don't have anything. What I'm telling you is more anecdotal and experiential, but we're getting the 60, 70, 80%. And so we're seeing a very quick ROI of our software deployment, and that's been very positive. What's unique about Rochester is they've actually deployed a one-to-one model where they've They've probably deployed, I don't know, I think it's between 700 or 800 probes throughout their health system. And then they have the Compass software out that is actively capturing, A, the proficiency of all the new users coming on and a process of education that they're very well putting in place. But, B, you know, you're seeing the classic standard point-of-care ultrasound departments having a similar uptake in revenue based upon the capture. But now, because of the all-in, one-to-one model, we're seeing nontraditional POCUS departments who are deploying ultrasound doing so and capturing additional ultrasound revenue. So in the first year, it's a significant increase in revenue. And interestingly, people in the past who've been critical of this, saying a point-of-care ultrasound, an ROI, would say, hey, you're doing these scans, but you're taking scans away from radiology. I can't quote you numbers because they haven't given me the clearance to do that, but radiology as an individual subspecialty, this revenue was up very healthily on its own. The point-of-care ultrasound didn't take anything from radiology. What point-of-care ultrasound did for URMC is help them make better clinical decisions sooner. I've heard time and time again, recently a young child who had some chest pain, they did a scan, immediately identified that there's an aortic stricture downstream, and they go right into surgery because the doctor had a butterfly. Or someone who had a difficulty evacuating their bladder, and the doctor right then and there uses it to scan the bladder, and they find a tumor, and they go right into surgery. That is what point-of-care ultrasound does. It makes it, and the doctors at URMC are absolutely thrilled. It's been a tough learning curve. You go through a whole new process, you go through a whole new deployment, but now all of a sudden they can see things they never saw before. They can help their patients sooner. And there is just, you know, and I've asked them for the anecdotal. And then of course the more specific, you know, larger trends, but time and time again, empowering a doctor to be able to do an earlier diagnosis is more fun and gratifying for the doctor and is much better for the patient.

Excellent. And maybe last question. Just thinking about or just hearing about the non-dilutive financing options that both you and Heather mentioned, maybe you could elaborate on both of those and then just to tie in, you talked at the investor meeting about The company reaching profitability by 2027, but requiring financing to get there. Let me just include in your answer just how maybe to remind us of that path to profitability and just how non-dilutive financing could impact that pathway. Thanks for taking all the questions.

Awesome, Josh. Thank you. So, you know, the premise of our Powered by program is, you know, we've invested over upwards of a half a billion dollars in our semiconductor program. and we focus that you know that primary market in a point of care ultrasound and we're making the products that you all know about and also the chip technology that um is is delivering exponential uh improvement over time what we've learned is our semiconductors with our mems technology has real applicability in other markets you know you've seen the market with brain computer interface with uh with forest neurotech and we're seeing them and that deal contribute nicely what we're also seeing is that there are other markets and and uh and one of them that is very interesting is in drug activation using uh we're using ultrasounds And if we proved that we could do, and what's also fascinating is a lot of the researchers are breaking apart ultrasound carts and trying to go through all of this work to tune it to a different place and a different attenuation for these different types of therapies they're studying. Because our ultrasound is chip based, you know, we have tremendous flexibility in just making software changes. to change frequencies, power settings, to be able to do many different clinical applications. So it's not entirely far-fetched that we did get $3 million of license revenue in our Forrest Neurotech deal. If there's a large market and there's a big appetite to have the technology, we may be able to extract more license revenue. And by monetizing our Powered By and the current investment and creating new markets for these new applications, if we accomplish what we set out to do, some of that balance sheet need to get us to profitability can be done in a non-dilutive way. So we are really focused on that. We have great people with great energy talking to great partners. And that's something I think investors need or should appreciate. This whole concept that there's this finite cash and we're running out of cash and what's going to happen with the company is a bunch of gibberish. We are growing our revenue. We are reducing our cash burn. We have a lot of opportunities to be able to monetize things. And we are really focused on preserving shareholder value. We don't just want to dilute everybody and be at these prices. We're focusing really hard on getting ourselves to extend our cash runway as best as possible in creating shareholder value during this difficult time. But our R&D team has delivered. We've recaptured our momentum, and we think our ability to control our destiny is in our hands.

Appreciate that.

Thanks, Joe. Thanks, Josh.

Thank you for your question. There are no additional questions waiting at this time. I would now like to pass the conference back to Joe DeVivo for any closing remarks.

All right, everyone. Thank you for being with us on this call. We continue to be very excited. As I mentioned to you many times, this is going to be a great year for Butterfly, and we're off to a good start. So thank you for your support.

That concludes today's call. Thank you for your participation, and enjoy the rest of your day.