vocerainvestordeck january-2017final-web
TRANSCRIPT
This presentation contains forward-looking statements reflecting our current expectations that involve risks and uncertainties which are subject to safe harbors under the Securities Act of 1933, as amended, or the Securities Act, and the Securities Exchange Act of 1934, as amended, or the Exchange Act.
These forward-looking statements may include, but are not limited to, statements concerning our plans, objectives, expectations and intentions, future financial position, future revenues, projected costs, expectations regarding demand and acceptance for ourtechnologies, growth opportunities and trends in the market in which we operate, prospects and plans and objectives of management. The words “anticipates,” “believes,” “estimates," “expects,” “intends,” “may,” “plans,” “projects,” “will,” “would” and similar expressions are intended to identify forward-looking statements, although not all forward-looking statements contain these identifying words. We may not actually achieve the plans, intentions or expectations disclosed in our forward-looking statements, and you should not place undue reliance on our forward-looking statements.
These forward-looking statements involve risks and uncertainties that could cause our actual results to differ materially from those in the forward-looking statements, including, without limitation, the risks set forth in Part II, Item 1A, “Risk Factors” in our Quarterly Reports on Form 10-Q and in our other filings with the Securities and Exchange Commission. We do not assume any obligation to update any forward-looking statements.
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Forward-Looking Statements
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• Large market shifting towards Vocera
• Market leader with compelling ROI
• Large wins validate sales strategy
• Software acquisition extends platform
• Accelerating toward target financial model
*Earnings before interest, taxes, depreciation and amortization, and further excludes stock -based compensation and change in fair value of warrant and option liabilities.
**Represents the high end of the company’s guidance range
$95 M$104 M
$128M
-13%
-3%
3%
FY14 FY15 FY16 Guide- High**
Revenue A-EBITDA %*
Significant Value Creating Opportunity
(1) Joint Commission, an independent healthcare accreditation organization(2) Agarwal et. al. Univ. of Maryland, 2010
92% of physicians use unsecured SMS text for patient care, leading to data breeches and HIPAA violations resulting in over $1.5M in fines per year
Efficient communication is a primary component in driving patient engagement and satisfaction
Nurses often only spend 20% of their time delivering direct care at the patient bedside
69% of accidental deaths and serious injuries in hospitals are caused by communications breakdowns1
Cybercriminals are increasingly going after targets in the medical and healthcare verticals
$12 billion wasted annually
In U.S. hospitals as a result of communication inefficiencies2
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Healthcare Communication Challenges
Market Forces Vocera Forces
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Political Forces
Sales & Marketing
Product
Technology Forces
Device of Choice
CC&C
Unified Platform
ROI Selling
Cross Selling
System-level Deals
Meaningful Use Hangover
ACA Repeal
Medicare/Medicaid
Hospital Budgets
Scalability
Integration
Unified Platform
Strong Backlog/DefRevenue
Approaching Target model
2017 Context
Vocera Before Vocera Now
Communications
Badge-Centric
Point Product
Department Sale
Clinical Workflow
Software-Centric
Complete Solution
Enterprise Sale
Strategic Evolution
• Large System Deals
• Further penetrate existing health system customers
• Continue pace of new customer acquisition
Building momentum across new products
• EHR Integration
• Collaboration Suite
• Clinical Integration
• Even Driven Alerts
• Care Experience
Extend Reach to New Users
• Physicians
• Long Term Care
• Surgery Centers
Attractive International Markets
• Canada
• United Kingdom
• Saudi Arabia
• UAE
• Qatar
• Australia
• Singapore
• Malaysia
Core Customer Growth
Software
New Users
International Expansion
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Our Opportunity: Multiple Avenues for Growth
Quality ExperiencePatient-CenteredCostEnhance how care is
provided to help patients to achieve
better outcomes
Increase Operational Efficiencies
Improve patient experience by allowing
caregivers to be Patient Centered
Improve the caregiver experience by improving
workflow and empowering care teams
The Quadruple Aim
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Our Mission
By enabling the care team to get the data, context, presence, and insights needed to…
Achieve the Quadruple Aim
Focus on the Patient Enhance workflows Make information and help easier to find
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How Do We Do That?
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Communicate Engage
ExperienceImprove response
times, patient care, safety and satisfaction
Over 120 clinical integrations
Secure Text, Voice, Image
Clinical Communication and Collaboration
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Hospital Staff Physicians Post Acute Home
Badge MC40-HC iPhone Android Tablets Desktop
Voice Secure Texting Clinical Integration and Workflow
Patient Engagement
Vocera Software PlatformCommunication and Clinical Workflows
Master Directory with Care Team Sync
Staff Assignment and On-Call Scheduling
Analytics and Reporting
Certified Security
Clinical System Integrations
Enterprise-Grade Communication Platform
Vocera’s Clinical Integrations
EHR Nurse Call
Physiologic Monitoring
Patient Management
RTLS Fall Prevention
Enhance Patient Safety
IncreasePatient Satisfaction
ImproveTeam Efficiency
DecreaseLength of Stay
Platform integration delivers critical alerts to the right user, with the right information, at the right time and place, on their device of choice
Patient SatisfactionCare Team Efficiency
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Integrated with 120+ Clinical Systems
Key Differentiators:• Enterprise-class platform
(vs cobbling together vendors)
• Clinical Integration
• Device of Choice (Apple and Zebra)
• Vocera Badge resonates with nursing
• Superb References
• World-Class Support and Professional Services
(1) Joint Commission, an independent healthcare accreditation organization(2) Agarwal et. al. Univ. of Maryland, 2010 14
MEDCOM
Healthcare Recent Platform Wins Validate Strategy
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Scalable, Secure and Integrated = we consistently win >70% of competitive sales
Stat
us
Qu
o
• Pagers
• Overhead Paging
• Shouting or Walking
Wir
ele
ss
De
vice
s • Spectralink
• Cisco
• Ascom
Smar
tph
on
e
Ap
ps
• Voalte
• Tiger Text
• Texting Solutions
• Mobile Apps
Complete end-to-end solution
Role-based intelligence
Device of Choice
Ease-of-use
Hands-free
Clinical integration
Enterprise class
Trusted provider
Purpose-built device
World class service and support
Competitive Landscape
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10 minutes per nurse per shift
Bed turnover rates up 50%
OR revenues up $780,000
350 more annual OR capacity hours
4,000 annual ED hours recaptured
Operational Efficiency
Response times down from 2 minutes to9 seconds
35% overall Sat Rating improvement
25% improvement in HCAHPS scores
Fall related injuries down 60%; estimated $1.27 mm savings
Patient Safety and Satisfaction
Compelling Return on Investment
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• 60% revenues are recurring
• High visibility
• Low customer concentration
% of 2015 Revenue Revenue Streams
• Perpetual licenses • Subscriptions
Software*20% recurring
15%
• Software maintenance• Technical support
Maintenance*All recurring
37%
• Professional services• Deployment & training
Services9%
39% Devices *50% recurring
• Badges• Batteries, chargers, accessories
Diversified Revenue Streams
(1) Earnings before interest, taxes, depreciation and amortization, and further
excludes stock -based compensation and change in fair value of warrant and option liabilities.
Revenue Q3 2016 Highlights
Adjusted EBITDA
$26.5 $33.8
$75.7 $91.7
Q3 15 Q3 16 YTD 15 YTD 16
($ in
Mill
ion
s)
-$0.4
$2.6
-$3.0
$3.3
Q315 Q316 YTD 15 YTD 16
($ in
Mill
ion
s)
Q3 Results exceeded expectations • 28% Revenue Growth
• Software up 32% YTD 2016
• Record Q3 Backlog, and Deferred Revenue; balanced growth
Solid Customer Base and Value Proposition• 95%+ s/w maintenance renewal rate
• Strong competitive win rate
Expanding Profitability and Cash Flow• A-EBITDA $2.6 million
• Positive operating cash flow
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+28% +21%
Q3’16 & YTD Financial Highlights
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Actual
2014 2015 Q1-Q3 ‘16
R&D % of Revenue 17.2% 15.3% 13%
S&M % of Revenue 47.4% 41.3% 38%
G&A % of Revenue 12.8% 11.8% 11%
~$200M
Target Model
12%
29%
8%
Sales
Notes
• All numbers are non-GAAP• Mean peer group enterprise value comps are 3-4x Revenue and 12-15x A-EBITDA
Drivers
Operating Leverage Drives Significant Value