在2024年第一季度，iCAD Incorporated (NASDAQ: iCAD)宣布了重大的战略进展和财务增长。该公司报告称，与去年第一季度相比，收入增长了14%，达到500万美元，产品收入增长了26%。毛利润达到收入的83%，而运营费用同比减少120万美元。
尽管向经常性收入模式的转变预计会在短期内对现金流产生负面影响，但iCAD在第一季度完成了76个永久订单和16个订阅订单。该公司还强调了其与RAD-AID International的合作，以改善圭亚那的乳腺癌检测和ProFound Cloud的商业可用性，这证明了其在基于人工智能的检测解决方案方面的扩展。
iCAD在2024年第一季度的收入同比增长14%，达到500万美元。
该公司的产品收入增长了26%，毛利率为83%。
与2023年第一季度相比，运营费用减少了120万美元。
iCAD报告称，GAAP净亏损减少了120万美元，比2023年第一季度的310万美元有所改善。
该公司在本季度结束时拥有2,030万美元的现金和现金等价物。
与RAD-AID国际合作宣布在圭亚那实施iCAD的深度人工智能检测。
介绍了用于ProFound检测的新的高级工作站功能和ProFound Cloud的商业可用性。
向经常性收入模式的转变预计将导致未来三年GAAP收入下降和现金流负面影响。
iCAD对此持乐观态度他们的4.0检测算法和心脏健康机会在年底前获得FDA批准。
该公司预计将迎来旺季但预计其技术和创造股东价值的能力将受到强劲需求的影响。
过渡到经常性收入模式会导致短期内GAAP收入下降和负现金流影响。
新的网络安全要求正在消失无法执行，可能会延迟一些操作。
战略合作伙伴关系和拓展新市场，如土耳其、塞尔维亚、波兰、以色列和法国。
该公司的技术很受欢迎，第二季度完成了第一笔云平台交易。
2024年第一季度运营活动的净现金使用量为120万美元，尽管与去年相比有所改善。
o正在进行的向经常性收入模式的过渡可能会影响短期财务。
iCAD有足够的现金资源为当前业务提供资金，无需增加资金部分资金。
该公司正在解决新的网络安全要求，并巩固心脏健康产品所需的数据。
iCAD侦察确认了他们在年底前实现最佳情况的计划，对他们的技术和未来的股东价值持乐观态度。
InvestingPro的数据显示，截至2023年第四季度，iCAD公司(iCAD)在过去12个月的市值为4298万美元。该公司的市盈率为-8.9，反映出其目前缺乏盈利能力，这也受到-0.11的负PEG比率的支持。尽管如此，毛利率仍然高达85.87%，这表明尽管该公司目前没有产生净收入，但其核心业务效率很高。
InvestingPro的一篇文章强调，iCAD在上周获得了可观的回报，总价格回报率为13.19%，过去六个月的总价格回报率为25.38%。这可能反映了投资者对文章中提到的公司战略进步和技术发展的乐观态度。
然而，值得注意的是，InvestingPro的另一个提示是，分析师预计iCAD今年不会盈利，这与文章中提到的由于向经常性收入模式的过渡，预计会对现金流产生负面影响是一致的。
对于有兴趣深入分析的读者，InvestingPro提供了有关iCAD财务状况和未来前景的额外提示。还有6个更多的InvestingPro提示，可以进一步了解公司的业绩和前景。欲了解这些建议并全面了解iCAD的投资潜力，请访问http://k1.fpubli.cc/file/upload/202405/16/pkbcby411yd。记得使用优惠券代码PRONEWS24，可以获得一年或两年一次的Pro和Pro+订阅额外10%的折扣。
接线员:你们好，女士们，先生们，欢迎参加iCAD公司2024年第一季度财报电话会议。现在，所有与会者都进入了“只听”模式，并将在演讲结束后接受提问和评论。[话务员说明]请注意，电话正在录音。现在我很荣幸有请主持人耶利米·贝内特先生。先生，这一层是你的。
Jeremiah Bennett:谢谢，接线员。大家早上好。感谢大家今天参加iCAD 2024财年第一季度财报电话会议。今天接听电话的是我们的总裁兼首席执行官Dana Brown;Eric Lonnqvist，我们的首席财务官。在把电话交给戴娜之前，我想提醒大家我们今天的电话会议将做前瞻性陈述。这些前瞻性陈述基于iCAD目前的预期，并受不确定性和环境变化的影响。实际结果可能与这些预期存在重大差异。有关可能导致实际结果不同的因素列表，请参阅今天的新闻稿和我们向美国证券交易委员会提交的文件。iCAD不承担修改或更新任何陈述以反映本次电话会议日期之后的事件或情况的义务。此外，请注意管理层将参考某些非公认会计准则财务指标。管理层认为，这些指标为投资者提供了有意义的信息，反映了投资者对公司经营业绩的看法。您可以在收益发布的最后找到我们的GAAP与非GAAP措施的调整。说到这里，我把电话转给戴娜。
Dana Brown: Thank you, Jeremy, and good morning, everyone. Let's begin with our business update. On our last call, I recap the progress we've made executing a three-phase transformation. We've completed phases 1 and 2, which were realigning our base and strengthening our foundation. In these two phases, we were focused on stabilizing our cash burn, strengthening our leadership team, and divesting the Xoft business. Phase 3 investing in growth initiatives, began in first quarter 2024, with a focus on expanding into key accounts and new markets with our existing solutions. This phase is focused on maximizing revenue from our sizable install base, including reengaging customers who've lapsed on annual maintenance service agreements, upgrading customers to new versions, including the transition to cloud, and accelerating deployments across large national accounts. To set us up for success, we have developed and launched targeted lead gen programs. Previously, a reliable and consistent inflow of new leads and a documented and measured pipeline management process did not exist. We've revamped our commercial model. We've reorganized our team structure, how we target and segment our market, revised messaging, pricing and account management strategies. And as noted on a prior call, we believe U.S. sales had declined in part due to significant reduction in the sales force in fiscal year 2022. As of Q3 2023, in the U.S, we had six sales reps versus 12 in Q3 2022. After a thorough analysis of breadth performance over the past three years and our large addressable market opportunity, we believed adding additional sales reps focused on new business and a more orchestrated effort on account retention and expansion would result in increased revenue. In December 2023, we announced adding Peter Graham as Head of North American Sales. In first quarter, he added four new reps to the sales team. Let's turn now to a few brief Q1 deal highlights. Dignity Health, a part of CommonSpirit, signed a four-year subscription deal. They are using our technology on their Hologic (NASDAQ:HOLX) gantries. The initial deal was for a portion of their gantries, so there will be room to expand as we go forward. Raleigh Radiology, a perpetual license deal, was a competitive head-to-head win against Hologic. Raleigh Radiology serves over 80,000 patients in the Raleigh market. Northern Navajo, while a smaller deal, it's important to our strategy to serve the First Nations. We will be working together to roll out continued education and support to expand the reach to native American women. This was also a perpetual deal. University of Chicago Medical Center is an expansion for us with upgraded software and added exam volumes in 2024. This is a subscription deal with room to continue to expand their use over the coming years. Avera McKennan Hospital chose iCAD, because of our ability to move them closer to a total virtual platform. We are supporting their 2D mammography today via a new VM platform with future plans to expand support to 3D and cloud. Hancock Regional Hospital, a perpetual deal, purchased the 2D and 3D profound detection solutions for use with their Hologic systems. Indiana University Health Arnett, a perpetual deal, also purchased both 2d and 3D ProFound detection solutions. They are the largest health system in Indiana and are continuing to expand use of iCAD's AI in a mixed gantry environment that's predominantly Hologic. There's additional room for expansion within this account as well. University of Texas Tyler, an upgrade of an existing perpetual deal. The value add for this upgrade was to improve detection accuracy and overall improve outcomes for their patients by adding 3D detection to find cancers earlier, reducing false positives and improving workflow efficiency. And lastly, we expanded into five additional Solis sites. Standardization with iCAD's ProFound AI suite across all existing and new Solis sites enable Solis to remain the industry leader that provides both state-of-the-art technology with a best-in-class patient experience. In first quarter, we also achieved several milestones with our O-U.S. sales channel, further expanding iCAD's global reach. In Turkey, ProFound detection has recently been implemented in one of the largest and most important hospitals in Istanbul, Anadolu Medical Center. This center has a strategic relationship with John Hopkins Hospital, providing continuous access to the latest innovations and technology advancements. This relationship provides iCAD significant exposure within this Eastern European region. In Serbia, we secured our second sale at a large oncology site in Vojvodina, expanding presence within this country. In Poland, we celebrated our first installation of ProFound detection in one of the largest oncology sites just outside of Warsaw, Radomskie Centrum Onkologii. In Israel, to complement the 13 licenses at ProFound detection and risk already sold to the Clalit Hospital Network, one of Israel's leading medical groups, we sold the 14th license to the Clalit Research Center, where they will be conducting a research study leading to future publications. In France, our direct sales force signed an agreement with one of the largest multi-site private clinics called Oradenase to facilitate implementing profound detection across their 100 clinics in France. Lastly, in the first quarter, iCAD received international television exposure, featuring interviews with several radiologists using ProFound detection from different countries. Interviews aired on French, Belgium and Israeli Television. Turning now to marketing and clinical research, a quick review of our first quarter conference and publication activity. In January, iCAD participated in Arab Health in Dubai, the largest health care exhibition in the Middle East, attracting over 52,000 professionals from 176 countries. During this event, we announced our new partnership with Emitac Healthcare Solutions, our distributor in the UAE. With Emitec, we engaged in meetings with three prominent hospital groups, Prime Healthcare, EHS, and Virgil, and with the UAE Ministry of Health. In late February, we attended the European Society Radiology or ECR in Vienna. ECR is the largest and most important medical imaging conference in Europe. This year, the conference drew just under 19,000 attendees from 127 countries, including over 12,000 radiology professionals. We hosted an event with over 40 of our European distributors and their customers coming from 13 different countries. iCAD was also prominently featured in four clinical presentations covering a variety of topics. A retrospective study at the Reggio Emilia breast screening program in Italy led by Andrea Nitrosi, PhD, aim to assess the efficacy of implementing iCAD's ProFound AI case scoring strategy and a breast screening program to expedite the reading process. Their study concluded that adding artificial intelligence, case scoring and a breast screening program can overcome delay and improve prioritization in most probably true positive cases. A second retrospective study by the same group aimed to assess the integration of iCAD's case malignancy scoring into a breast screening program to alleviate workload without compromising accuracy. Analyzing data from over 31,000 screening exams, including 92 proven tumors, the study stimulated two integration AI and human reading protocols. Results showed that implementing iCAD ProFound AI could substantially reduce the number of human readings and workload by up to 30% with a modest improvement in recall rate and no increase in false negatives observed. Jonas Subelack, a research associate and PhD candidate, along with others from the University of St. Gallen and Krebsliga Ostschweiz in Switzerland and Radiologie am Theater in Germany presented a retrospective evaluation of interval breast cancer using cutting edge advances in AI for radiological imaging, using AI to reduce the number of interval carcinomas by using AI diagnostic software. And Dr. Chirag Parghi, Chief Medical Officer for Solis Mammography was awarded an ECR Certificate of Merit for his presentation on breast arterial calcification, or BAC, as a proxy for broader vessel disease. In addition, we showcased at two GE-sponsored educational events. One focused on the adoption of artificial intelligence in breast imaging by Dr. Corinne Balleyguier Head of Medical Imaging Department, Institute Gustave Roussy in France, and the second on the impact of AI in clinical routines for the detection of breast cancer on mammograms by Dr. Axel Gr?wingholt of Germany. Lastly, in March, we showcased our solutions at the National Consortium of Breast Centers Annual Interdisciplinary Breast Center Conference in Las Vegas to over 900 attendees. This conference focus is to increase the quality of breast care provided to women across the globe through interdisciplinary education for breast health professionals. Many breast health care practices are not standardized, and this conference provides a learning and networking environment, enabling breast professionals to learn about genetics, risk, the latest treatments, technologies, procedures, as well as become certified and sharpen their skills in detecting and treating breast cancer. It's a very engaged audience with strong interest in risk, detection and quality programs, and resulted in several strong leads for our sales pipeline. We hosted a breakfast symposium for nearly 200 of the attendees featuring a presentation by Dr. Nikki Gidwaney, a Breast Radiologist with Stony Brook University Hospital. Dr. Gidwaney discussed how breast imaging centers are staying at the forefront with best-in-class AI solutions. She shared her personal journey with breast AI solutions and the power of iCAD [Technical Difficulty] newest algorithm in helping imaging centers meet key clinical, operational, quality and financial business objectives. We were proud to announce a philanthropic global health collaboration with RAD-AID International. RAD-AID, a non-profit charitable organization dedicated to improving radiology health care in medically underserved regions, is collaborating with iCAD to introduce mammography AI based decision support, starting with an implementation in Guyana using iCAD's ProFound detection. The partnership's primary goal is to improve the speed, efficiency and accuracy of breast imaging and breast cancer detection by providing low resource medical institutions, with access to technology, education, clinical support and hands on training. We've recently installed our solutions in Guyana, where implementation of our ProFound AI detection solution, coupled with RAD-AID's educational and capacity building initiatives, aims to increase and improve breast cancer detection for patients in need. Such collaboration endeavors to build AI supported models for globally reducing healthcare disparities and increasing health equity by widening access to earlier cancer diagnostics. Breast cancer remains a significant global health challenge, particularly in regions where trained clinical personnel and technological resources are scarce and drive deep disparities in breast cancer outcomes. Dedicated to our mission of creating a world where cancer can't hide, we're honored to partner with RAD-AID on this transformative program to ensure advances in early cancer detection are available globally. Our deployment of ProFound AI detection in Guyana represents a significant step forward in the fight against breast cancer in low resource settings. Together with RAD-AID, we can revolutionize breast cancer detection accuracy and efficiency, ensuring medical professionals have training and the tools they need to work smarter. When it comes to cancer diagnosis, we believe, where you live should not determine whether you live. From a clinical data perspective, a paper published in The Lancet in February 2024 shows that, the performance of ProFound risk with 2D mammography holds up in five European screening populations that were not used for the development of ProFound risk for 2D. This paper is an external validation of ProFound risk for 2D that shows its performance generalizes across the five screening populations with AUCs greater than 0.7. The results also show that, ProFound risk for 2D can predict later stage breast cancers as high risk among women, who are currently sent home with a negative mammogram when ProFound risk for 2D isn't used clinically. This means that, ProFound risk for 2D could help with earlier identification of women that may carry elevated mortality and morbidity risk associated with late-stage breast cancer and thus could potentially save lives if additional personalized screening strategies are implemented for these women, rather than if they just follow the typical average screening regimens. Let's turn now to updates on our technology. In mid-March, we have released new advanced workstation features for our flagship solution ProFound detection for both 2D and 3D mammography aimed at further importing and facilitating radiologists' interpretation of mammograms within their workstation. The new features for the ProFound detection solution are designed to improve the readability of iCAD results, through a configuration option to limit to three lesion marks visible on a workstation view displaying 3D images. This refinement ensures that radiologists can interpret the most critical information, thereby streamlining the diagnostic process for more efficient decision making. The introduction of color-coded lesion marks and case scores on the ProFound scorecard, provides an intuitive visual aid, allowing radiologists to discern the suspicion level of detected abnormalities quickly. This color-coded system based on cancer occurrence for screening population offers a concise, comprehensive representation of the severity of detected lesions and the overall case, further aiding in accurate diagnosis and prioritization of cases. Lastly, the support for fine tuning score ranges, based on a facility's own real-world data, enables users to customize the detection system according to their specific clinical needs, enhancing performance and adaptability to varying patient populations. The progression of iCAD's leading breast health AI for over 20 years, represents our continuous improvement in technology and functionality, demonstrating our unwavering commitment to advancing cancer detection capabilities and improving patient outcomes. From the inception of iCAD's 2D detection in 2002 to the launch of 3D detection Version 1 in 2016, followed by 3D Version 2 detection in 2018 and Version 3 in 2021, each version has pushed the boundaries of cancer detection solutions. Now in 2024, the release of Version 3 detection service pack marks another milestone, representing a commitment to ongoing enhancement and ensuring that ProFound detection remains at the forefront of early cancer detection solutions. We also recently announced commercial availability at ProFound Cloud, built on the Google (NASDAQ:GOOGL) Cloud Platform. Our innovative software-as-a-service or SaaS platform provides medical providers with a cost effective, secure and scalable means to access and deploy the latest ProFound breast health suite of AI solutions. With the commercial launch of ProFound Cloud, iCAD is enabling interoperability and access to breast AI solutions at enterprise scale, revolutionalizing global access to cutting-edge AI solutions in breast health. Powered by Google Cloud architecture and Google's health AI innovations, ProFound Cloud integrates a lightweight edge client and cloud-based components. Together, they securely transport and process mammography screening data between imaging sources, such as imaging modalities and picture archiving and communication systems or PACS, and the cloud-based AI. The process data is seamlessly delivered to systems that utilize AI outputs, including mammography review workstations, packs and image and data storage systems. The healthcare landscape is shifting towards technology as a service model, avoiding the pitfalls of investing in rapidly outdated hardware and software. As AI relies heavily on specialized hardware like graphical processing units or GPUs, setting up and upgrading both software and hardware becomes increasingly complex. Cloud-based solutions like ProFound Cloud address this challenge by providing software-as-a-service to ensure that all customers access the latest technology without the initial hardware investments, support contracts and constant updates. Moreover, ProFound Cloud provides facility administrators the ability to access the administration site, enabling them to update configurations and perform administrative tasks in multiple languages. ProFound Cloud is designed to support patients, providers and partners, while facilitating the management of diverse data types critical for comprehensive health care analysis. This includes 2D and 3D mammography images alongside all cancer images in parallel. It stores limited images of benign, recall and normal cases. ProFound Cloud also manages ProFound risk and density assessment results, radiology and pathology reports and detection results, while ensuring seamless access to critical diagnostic information. importantly, ProFound Cloud securely handles the identified patient information and provider data, adhering to strict privacy and compliance standards. The comprehensive approach enables robust analytics for informed decision making. Before turning the call over to Eric, in case you missed the announcements earlier in the first quarter, I also want to note the addition of two new Board members. We are pleased to welcome Dr. Hedvig Hricak to our Board of Directors. Dr Hricak is a renowned radiologist and researcher with over 40 years of experience in the field. For more than 20 years, she was Chair of the Department of Radiology at Memorial Sloan Kettering Cancer Center in New York City, a position from which she sat down in January 2023. In addition to her many prestigious roles, she is actively engaged in global health initiatives, promoting international education and collaboration to improve access to oncological imaging and cancer care. Dr. Hricak has published over 380 peer-reviewed original research articles, more than 300 review articles, editorials, book chapters and 18 books. She served as president of multiple prominent medical societies, a member of multiple Board of Directors and Advisory Boards, and Board of Trustees. In recognition of her scientific accomplishments and tireless global outreach, she has received numerous awards, including honorary doctorates from the Ludwig Maximilians Universit?t in München, Germany, and the Université Toulouse III - Paul Sabatier in Toulouse, France. Dr. Hricak's extensive experience and clinical expertise in radiology, research, and the development of novel imaging applications will be invaluable as we continue to develop and deploy innovative AI powered solutions that improve patient outcomes around the world. We also announced the appointment of Mike Doyle to our Board of Directors. Mr. Doyle is a seasoned technology and health care executive with over 35 years of experience. He is currently the CEO of Spire (NYSE:SR) Health, a leading health care technology company, focused on improving health outcomes for cardiorespiratory patients through continuous virtual patient monitoring. Spire, along with Mr. Doyle's recent companies, all achieved measurable patient and health outcomes improvement by harnessing the power of AI and machine learning. He has been the CEO and Director of seven health care companies. Mr. Doyle has also been appointed to numerous private, not for profit and public company boards, and brings a wealth of experience in health care technology and business strategy to the iCAD Board of Directors. I'll now turn the call over to Eric for a detailed review of our Q1 2024 financials.
Eric Lonnqvist:大家早上好，谢谢你，Dana。现在我来总结一下截至2024年3月31日的第一季度的财务业绩。该季度的收入为500万美元，比2023年第一季度增加了60万美元，即14%。这一增长归因于Dana在电话中提到的一些关键交易，以及我们扩大销售队伍的早期牵引力。2024年第一季度产品收入为310万美元，同比增长26%。服务收入为190万美元，与上年持平。接下来是毛利润，按收入百分比计算，2024年第一季度毛利润为83%，高于2023年第一季度的82%。以美元计算，本季度毛利润为410万美元，而去年为350万美元。2024年第一季度的总运营费用为560万美元，同比下降120万美元或18%。运行率的提高反映了之前宣布的成本削减措施的实施。2024年第一季度的GAAP净亏损为120万美元或摊薄每股0.05美元，而2023年第一季度的GAAP净亏损为310万美元或摊薄每股0.12美元。GAAP每股亏损的同比下降主要是由于运营费用的减少和销售的增长，这是由电话会议上提到的一些交易推动的。截至2024年3月31日的季度，非gaap调整后的EBITDA亏损从2023年同期下降了130万美元至110万美元。接着看资产负债表。截至2024年3月31日，公司拥有现金和现金等价物2,030万美元，而截至2023年12月31日，公司拥有现金和现金等价物2,170万美元。截至2024年3月31日，该季度用于经营活动的净现金为120万美元，而2023年第一季度为150万美元。这一同比增长23%的主要原因是2023年第一季度实施的成本节约举措。我们相信，我们有足够的现金资源来资助我们计划中的当前业务，而无需筹集额外资金。正如之前的财报电话会议所指出的，从永续模式稳步转变为经常性收入模式有很多好处，包括更好的业务可见性、更有效的费用管理和更好的预测未来现金流的能力。它还存在短期GAAP收入下降和未来三年负现金流影响等风险。为了帮助说明我们在这一转变中的进展，我们开始在2023年第三季度报告以下年度经常性收入或ARR指标。总ARR或TARR表示报告期末订阅许可、维护、合同和活跃云服务的年化价值。维护服务ARR或MARR表示报告期末有效的永久许可维护服务合同的年化价值。订阅ARR或SARR表示在报告期结束时活动订阅或定期许可的年化值。云ARR或CARR代表报告期末活跃云服务合同的年化价值。截至2024年3月31日，总ARR或TARR为900万美元，高于2023年12月31日的870万美元。维修服务ARR或MARR为700万美元，与上一财政季度末的700万美元保持一致。认购ARR (SARR)为190万美元，高于上一季度末的170万美元。随着我们的商业云平台的发布，我们将在接下来的几个季度开始跟踪云ARR。除了上述经常性收入指标外，我们还开始披露与永久产品、订阅和云交易相关的订单总数。这个指标的目的是为了说明单纯的销售量，而不考虑多种GAAP收入流的复杂性。我们很高兴地报告，在2024年第一季度，我们完成了76个永久订单和16个认购订单。这就是我们演讲的金融重点。我现在想把电话转回给接线员，让他主持问答环节。
接线员:[接线员说明]。我们的第一个问题来自Craig-Hallum的Per Ostlund。你的电话接通了。
Per Ostlund:谢谢。早上好，Dana和Eric。祝贺这个季度。我不得不说，我对这个结果感到惊喜。我想先回顾一下关键的增长计划，因为很明显，我认为这个季度的增长是非常出色的，当然有点超前于模式。你在准备好的发言中引用了Dana的一些话，我很快就把其中的一些写了下来，但我也遗漏了一些。从销售团队开始。我知道你说过去年第三季度在美国从12家下降到6家。你在年底引进彼得·格兰特，然后在第一季度增加四名员工。会有更多的人加入吗?或者你认为，在某种程度上补充团队已经足够达到你现在想要达到的水平了吗?
Dana Brown:首先，大家早上好，谢谢大家对季度的感谢。我认为从销售团队的角度来看，我们是稳定的。我们可能会改变一些参与者，因为我们开始看到，谁在赢得新业务方面获得了更好的牵引力，而不是我们所说的扩大现有客户的土地。未来可能会有一些角色的转变，但我认为从数量的角度来看，我们在今年剩下的时间里表现良好。
Per Ostlund:好的。很好。你在新闻稿中提到的其他几件事以及你对增长计划的评论。你注意到，有针对性的潜在客户产生努力，你觉得以前没有真正到位的。这是怎么实现的呢?这意味着什么呢?然后，当你谈到改进商业模式时，我认为你在新闻稿或评论中也提到了一些事情，但我想知道你是否可以回到那个话题，谈谈你在那里做什么?
丹娜·布朗:是的。你们没听错，之前没有我所说的结构化的，可重复的，甚至可追踪的潜在客户生成过程。我的意思是，一个优秀的销售团队的一部分，尤其是当你想到那些赢得新业务的时候，他们需要擅长于推销，擅长于正确使用他们的关系网，这是等式的重要组成部分。但你总是想用合格的潜在客户来补充销售团队。在我们所处的行业中，这就是B2B战略，领先一代战略。我们一直在利用像linkedIn这样的平台，在我们参加的贸易展览、会议和研讨会上做出更协调的努力，以真正吸引观众。我认为，尤其是这个销售团队，当你想到参加一个贸易展时，他们在安排和组织会议方面已经非常出色了，比如，他们参加这些贸易展时，有议程，有期望的结果。所以，要么是带着非常合格的线索离开，要么是在交易上取得了进展。我们刚刚开始进入一个阶段，我称之为，甚至徘徊在漏斗之上，这是一种铅源活动。去年我们新增的领导班子中有一位是营销副总裁，然后是我们的首席运营官米歇尔·斯特朗，她在B2B，实际上是B2B和B2C领域都有很强的数字营销背景。这些领域的专业知识以及更多的组织能力的结合是有帮助的。当我们启动潜在客户生成活动，然后跟踪结果，赢得新的潜在客户，然后进行后续对话，这是令人兴奋的。就整体而言，比如商业模式的重组，我们所做的。首先，我想说的是，这一切都主要集中在美国。我们已经做了一些升级和扩展o - us。但这些变化大多发生在美国市场。首先是建立这些潜在客户生成程序，因为我们想看看我们可以开发哪种类型的管道，然后用它来模拟增加多少销售代表是最佳的。当我们增加销售代表时，我们也会组织他们的关注点。我们没有让每个人都做每件事，结果可能做得不好，或者人们被吸引到他们自然最舒服的领域，而是将他们划分成更细分的角色。那些更专注于新业务的，那些更专注于保留和扩大现有业务的。首先，我们确实调整了定价模式。云计算为我们引入了一个全新的成本结构，以及交付解决方案的方式，因此，它推动了全面的变化，一直回到永恒。你已经看到我们现在报告我们的ARR，所以这是基于订阅定价模式。在我们的销售团队中，让这些定价模型更加紧密，显然，要有良好的记录和沟通。他们知道价格表以及如何使用它。然后，最后但并非最不重要的是，即使在我们现有的客户中，也要更好地在内部营销解决方案。iCAD很幸运，我们有一些非常大的客户。我今天谈到了这个问题，我想说的是，我们赢得了一笔交易并不意味着我们已经完成了这笔交易。还有扩大的空间。通常情况下，我们需要更多地参与到客户的内部营销中，让放射科医生和其他人理解解决方案，以及为什么它会对他们的实践产生影响。
Per Ostlund: Dana，这个颜色很好。谢谢你！至于具体的数字，我认为第一季度通常比第四季度有所回落，而第四季度，由于第三季度有几笔交易下滑，我认为第四季度有点热。从第四季度开始，我们已经有了很好的基础。我本以为我们会看到退步，但我们看到了增长，我们看到了前进，我认为第一季度的交易总数是90笔，第四季度是90笔左右。在第一季度有什么进展吗?或者这真的只是新销售人员的一些初步努力，来自潜在客户，来自你所说的商业模式转变?
丹娜·布朗:是的。埃里克，你想深入研究这个吗?
Eric lonqvist:是的。嗨，早上好，佩尔，是的，我可以回答。本季度我们有几个大的驱动力。Dana提到，有一笔交易是和Raleigh Radiology合作的团队花了一年多的时间才达成的，其收入超过了30万美元。然后，Dana也提到了Solis的扩张。所以，我们又扩展了另外四五个站点。因此，在这两种驱动因素的推动下，本季度的营收接近50万美元。这确实导致了颠簸。第四季度，你是对的，从第三季度到第四季度有一些下滑导致了我们上一季度的4.9。这个季度，我认为，这是我们模式的一部分，有点不稳定，因为它的永恒性。我不确定，这是一个结构性的变化。未来仍有可能出现颠簸。
Per Ostlund:不，这完全公平。我认为没有人会有不同的期望。我只是很想知道其中的一些。我很感激。最后一个问题，我保证，现在就到这里。我们并没有过多地讨论FDA面前的问题。距离你上次更新这些数据只有几个月了，但你关注4.0吗?你认为心脏健康仍然是24岁晚期的机会吗，从什么时候开始，或者从什么时候得到批准?
丹娜·布朗:是的。我的意思是，你永远不会知道FDA的情况，但我想说的是，它总是会倾斜得更长，而不是更快。是的，我认为最好的情况是今年年底。例如，4.0检测算法，你听我说过，我的意思是，有很多很多以前的版本，它们通常运行得很顺利。对算法本身的审查进行得非常顺利，但有一大堆新的网络安全要求。这是几天来第一次推出这些产品，我们正在经历这些。这需要更长的时间，因为他们把问题反馈给我们，然后，我们认为我们理解了他们的问题并做出了回应。这只是需要更多的迭代。心脏健康也是如此。正在整理他们需要的数据。幸运的是，我们有一个谓词设备已经进入市场。这有助于澄清他们的一些问题，因为他们有一些可以参考和帮助理解的东西。是的，你听到的消息说最好的情况是年底，这仍然是我们的计划。
接线员:谢谢。下一个问题来自Laidlaw & Company的Yale Jen。你的电话接通了。
耶鲁珍:早上好，我祝贺这个美好的季度。我有两三个问题。第一个是第一季度的，永久的和订阅的交易。特别是在订阅交易方面，与前两个季度相比，你们的季度环比增长。你认为这种趋势会继续下去吗?你如何看待这种动态?
丹娜·布朗:埃里克，你想要那个吗?
Eric lonqvist:是的。确定。嗨。早上好，耶鲁。我们有16笔订阅交易，这是一个不错的季度。它仍然会有一些起起落落。有些客户出于这样或那样的原因，出于安全或其他原因，更喜欢永久的，但我们正试图从组织上越来越多地获得经常性收入模式。因此，我们的团队不仅会在订阅方面做出一些努力，而且还会通过这种方式最大化我们的年度经常性收入。因此，我们的团队受到激励，在第一季度推出订阅和新的云版本。通过云模式将有另一个获得经常性收入的机会。团队将同时推出订阅和云服务。很难确切地说拆分将会如何进行，但该团队有动力推动这些经常性收入交易。
珍:好，太好了。下一个问题是，这个问题分为两部分。首先，这个系统准备好了吗，你可以签署协议了吗，基于你现在拥有的还是你还在改进的?这部分的第二个一次性是。你们认为最终在这个领域达成第一笔交易的障碍是什么?
Dana Brown:是的，我们的ProFound Cloud已经上市了。销售团队正在积极推销它。我们已经在云计算上达成了第一笔交易。它实际上发生在第二季度，所以这就是为什么我没有谈论它，但你会在我们下次的收益电话会议上听到更多。
珍:好，太好了。这很有帮助，祝贺你。也许最后一个问题是，我记得在过去的日子里你们谈论的是四个不同季度的收入季度的季节性，从这个角度来看，有些高，有些低。这适用于现在还是完全不相关?谢谢大家回答问题。
Dana Brown:也许我会给出我的观点，然后Eric会喜欢你插话，特别是如果你有不同的观点。我认为季节性因素仍然存在，主要的驱动因素是预算周期。我们的许多客户都是按日历年预算的。他们倾向于稍等片刻，直到年底看到预算剩余。我认为也有一些培训，如果你愿意的话，这已经发生了，特别是在软件行业，客户知道，他们在一年中等待得越晚，他们得到的交易就越好，因为每个人都试图抓住尽可能多的业务，这样你就可以进入更好的折扣领域，但你等待的时间越长。我认为这两个因素共同推动了这种心态。如果我现在没有，它会直接影响我的生意。他们可以在决策过程中稍作等待。
接线员:我们的问答环节到此结束。现在我想把电话交给Dana Brown，请她做最后的评论。
Dana Brown:谢谢，接线员。最后，我想重申，对我们技术的需求依然强劲。支持它的证据不断增加，我们的团队继续与世界上一些最负盛名和最受尊敬的医疗机构获得机会。我对公司及其未来仍然持乐观态度，我坚信公司的光明未来和我们创造重大股东价值的能力。谢谢大家，希望你们每个人都有美好的一天。
接线员:谢谢。今天的活动到此结束。您现在可以断开电话线了。祝你度过愉快的一天。我们感谢你们的参与。
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