Financial Data and Key Metrics Changes - TriSalus reported total revenue of 21.2 million, reflecting a 66% growth compared to the first nine months of the previous year [45] - The company maintained a gross margin of 86%, consistent with year-to-date margins and up from 84% for the same period in 2023 [47] - Operating losses for Q3 were negative 18.8 million in Q3 2023 [51] Business Line Data and Key Metrics Changes - The company added 42 net new hospital accounts in Q3, with utilization rising to 15.3 units per account, up from 13.5 units per account in Q3 2023 [45] - The launch of TriNav Large and TriGuide Catheter is underway, expanding the product portfolio to address embolization challenges for complex patients [11] Market Data and Key Metrics Changes - The addressable market for TriNav technology is now over 400 million from the new procedure for multinodular goiters [20][19] - The company expects to have approximately 50 commercial personnel by the end of the year to establish comprehensive coverage of high procedure markets [7] Company Strategy and Development Direction - TriSalus aims for sustained growth of 50% annually, driven by expanding market penetration and innovative product launches [5][41] - The company plans to become EBITDA positive in 2025, focusing on revenue growth and operational discipline [40][53] - The DELIVER clinical program is designed to demonstrate enhanced efficacy and safety across a broad spectrum of complex patients [15] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving over 50% revenue growth in 2025, supported by the successful rollout of TriNav Large and TriNav 2.0 [57] - The company is actively exploring strategic partnerships to advance the nelitolimod program, particularly for uveal melanoma liver metastases [35] Other Important Information - The company plans to draw $10 million from the OrbiMed debt facility early in Q1 2025 to sustain operations through 2025 [52] - The company is submitting for a Category 3 reimbursement code in February 2025, with expectations for approval in mid-2025 [64] Q&A Session Summary Question: Guidance for 2025 and assumptions - Management indicated that the sales force is primarily targeted in the taste and tear market, with early usage in other areas being minimal [60] Question: Advancing nelitolimod and partnership plans - Management stated that they are open to partnerships for uveal melanoma but will not pursue formal programs for other indications at this time [62] Question: Utilization and growth expectations for 2025 - Management expects average utilization to increase to 17.5 units per account, with significant growth from new accounts [67] Question: Multinodular goiters treatment paradigm - Management highlighted the risks associated with surgery and the advantages of their technology in treating multinodular goiters [70][72] Question: 2024 guidance and monthly cadence - Management noted unusual monthly utilization patterns, with a significant increase in September compared to previous months [78] Question: Cash burn and expense reductions - Management explained that cash burn is expected to decrease significantly due to reduced clinical costs and administrative expenses [82] Question: Efficacy of nelitolimod in pancreatic trials - Management is analyzing extensive tissue samples to assess the efficacy of nelitolimod and will provide updates in mid-2025 [85] Question: Competitive landscape for TriNav - Management expressed confidence in their unique technology and noted a lack of direct competitors in the liver and pancreatic markets [90][91]
TriSalus Life Sciences(TLSI) - 2024 Q3 - Earnings Call Transcript