Q4 2022 908 Devices Inc. Earnings Call
Financial results conference call.
Speaker 1: 22 Financial Results Conference Call.
Speaker 1: At this time, all lines are in listen-only mode.
Speaker 1: Following the presentation, we will conduct a question-and-answer session.
Speaker 1: If at any time during this call you require immediate assistance, please press star zero for the operator.
Speaker 1: This call is being recorded today, Tuesday, March 7, 2023.
Speaker 1: I would now like to turn the conference over to Kelly Gura, Investor Relations. Please go ahead.
Speaker 2: Thank you. This morning, 908 Devices released financial results for the fourth quarter and full year until December 31, 2022. If you have not received this news release or if you would like to be added to the company's distribution list, please send an email to IR at 908Devices.com.
Speaker 2: Joining me today from 908 is Kevin Knopp, Chief Executive Officer and Co-Founder, and Joe Griffith, Chief Financial Officer.
Speaker 2: Before we begin, I'd like to remind you that management will make statements during this call that are forward-looking statements within the meaning of federal securities laws.
Speaker 2: These statements involve material risks and uncertainties that could cause actual results or events to materially differ from those anticipated.
Speaker 2: Additional information regarding these risks and uncertainties appears in the section entitled Forward Looking Statements in the Press Release 908 Devices issued today.
Speaker 2: For a more complete list in description, please see the risk factor section of the company's annual report on Form 10K for the year ended December 31, 2022, and in its other filings with the Securities and Exchange Commission.
Speaker 2: Except as required by law, 908 Devices disclaims any intention or obligation to update or revise any financial projections or forward-looking statements, whether because of new information, future events, or otherwise.
Speaker 2: This conference call contains time-sensitive information and is accurate only as of the live broadcast, March 7, 2023. With that, I would like to turn the call over to Kevin.
Speaker 3: Thanks, Kelly. Good morning and thank you for joining our fourth quarter 2022 earnings call. Throughout 2022, we continued on our mission to support the critical to life applications of our customers. I want to thank our team for their dedication and commitment to serving our customers throughout the year.
Speaker 3: We ended the fourth quarter with $11.6 million in revenue, bringing our total revenue for 2022 to $46.9 million, up 11% from the prior year. For the full year, our desktop revenue grew at more than two times our overall growth rate at 25%, in line with our expectations.
Speaker 3: We also saw strong recurring revenue contributions, or then a hundred percent increase year-over-year.
Speaker 3: While the underlying need for our products remains strong, as forecasted, adverse macroeconomic factors impaired our progress in Q4. As previously communicated, we began to see protracted capital purchasing cycles in mid-2022, and we continue to see them here in Q1.
Speaker 3: While we anticipate these industry headwinds to persist through the first half of 2023, I'm confident in our long-term trajectory and feel we are doing the groundwork needed for both near-term and long-term success.
Speaker 3: We are keeping a tight rein on our operating expenses. Joe will provide more detail shortly on some recent actions we have taken in that regard. We are developing and launching new products to meet the growing demand for robust analytics at the point of need. Thank you.
Speaker 3: We are pursuing diversified end markets, forensics, bioprocessing, and research.
Speaker 3: And importantly, we are retaining a solid cash position with multiple years of runway.
Speaker 3: We have made some encouraging progress throughout the year. Now I'd like to provide a brief update on our progress across the five focus areas we set for 2022.
Speaker 3: Starting with our first objective of driving customer adoption, for our desktops, we grew our combined Rebel and ZipChip base to more than 350 devices, adding 80 devices over the year. Nearly one quarter of these placements are within top 20 pharmaceutical companies, with 10 accounts now each having half a dozen devices or more.
Speaker 3: This larger combined footprint across Top Pharma is important as it strengthens our ability to serve these customers and allows us to broaden our conversations as we define, develop and launch additional bioanalytic products.
Speaker 3: We have also been feeding future Rebel opportunity through broadening our base of users with more Rebel orders from new customers than existing.
Speaker 3: When looking at the full year, roughly two-thirds of devices were placed with new customers.
Speaker 3: Desktop consumable purchases and service revenues were up year over year by more than 55%.
Speaker 3: In Q4, we also received our second highest number of scheduled consumable orders, indicating our customer's intent to incorporate revel into their 2023 priorities.
Speaker 3: While we have seen the bioprocessing industry and specifically the preclinical process development customers become under pressure in the second half of 2022, we are still seeing enthusiasm for our products and a strong underlying fundamental need for more analytics to enable more advanced therapeutics.
Speaker 3: Our desktop devices today are being used in support of advanced therapies and the forecasted pipeline of cell therapies is a key driver of our expanding total addressable market in the coming years.
Speaker 3: According to the Alliance for Regenerative Medicine, there are now 2,220 active clinical trials for advanced therapies, up slightly from mid-year 2022, and there's been an 11% year-over-year increase in the number of cell and gene therapy developers worldwide.
Speaker 3: At the recent Advanced Therapies Week conference in Miami this January , a main theme was the need to accelerate corporate investments in digitization and analytics.
Speaker 3: Our messaging for the need to transition analytics from disparate offline manual instruments to at-line and online automated and connected solutions RangClear.
Speaker 3: For our handhelds, we grew our MX908 case past 2,000 devices, adding 370 devices over the year. As mentioned in this year's United States President's State of the Union address, tragically, the opioid crisis continues with deaths of more than 70,000 individuals annually.
Speaker 3: This crisis continues to be a major driver of customer adoption.
Speaker 3: In December , the Washington Post ran a week-long series on fentanyl deadly surge in the U.S.
Speaker 3: The first article profiled a seasoned Homeland Security Investigations agent who uses our MX-908 device at overdose scenes to quickly determine when a lethal batch of fentanyl hits the streets. The article highlights the crucial time lost for ingesticative leads when samples are sent to a lab, which can take weeks to process. This is just untenable.
Speaker 3: The applications for trace fentanyl detection are pervasive. We received multiple orders for the MX last year from the Department of Corrections in New England, the Midwest, and the West.
Speaker 3: A Minnesota corrections official noted that the MX-908 has been an integral tool to combat the introduction of narcotics into Minnesota state prisons.
Speaker 3: As a result of such impact, we are continuing to build a pipeline of opportunity through the progression of testing, trials, and pilot programs that turn into valuable enterprise accounts. In 2022, we saw progression with 15 accounts in pilot programs representing approximately 100 units of opportunity, up from 11 accounts at year end 2021.
Speaker 3: In addition, we now have 17 enterprise accounts with more than 800 devices of additional combined opportunity, up 15% compared to year-end 2021.
Speaker 3: Overall, we're pleased with the adoption for new and existing customers across all our product lines in 2022, and believe that our handhelds provide diversification in 2023 amidst the more challenging bioprocessing macro environment.
Speaker 3: Turning to our second objective, accelerating commercialization.
Speaker 3: We had targeted growing our commercial team to 80 team members by year M. While we finished the year close to this target, in the middle of 2022, we shifted to a more strategic investment approach given the macro market.
Speaker 3: This included bolstering our European presence through leveraging our acquisition of trace analytics. Now, as 908 devices GMBH, we have a legal entity and base of operations in Germany to better serve our European customers and to enable direct sales and support in the region.
Speaker 3: Turning to our third objective, developing and advancing our product portfolio, we were thrilled to acquire Trace Analytics last August , which strengthened our core microfluidics technology providing us with online aseptic sampling and biosensor technology.
Speaker 3: In January , we launched Maven, our first online device that connects directly to the bioreactor, providing real-time monitoring and control of glucose and lactate in cell culture and fermentation processes. Maven enables cell-free sterile and safe sampling with no volume loss or prep required.
Speaker 3: This approach reduces lab costs and saves operator time thereby accelerating workflows.
Speaker 3: We think of Maven as the rebel's putty as the two devices work in concert. Rebel quantitates 33 additional cell culture media nutrients including amino acids in less than 10 minutes.
Speaker 3: Rebel leverages our Microscale Mass Spec technology, while Maven incorporates discrete biosensors for glucose and lactate detection, which are two analyzed difficult detects using mass spec.
Speaker 3: Both devices are simple to use and measure key process parameters leading to improved bioprocess control. We think the reduced lab cost and operator time savings of the online connecting Maven will resonate well with our customers in this market and we are excited to see things develop. It's a great precursor to our rebel online as well.
Speaker 3: We are seeing commercial contribution now for Maven. In Q4, we shipped more than a half a million dollars of Maven and related sampling products to sell in-geem, MAB, and fermentation customers, as well as OEM partners.
Speaker 3: The key takeaway here is that we have a robust roadmap and strategy of process analytical technologies. Beyond any one product, we are creating a full portfolio of complementary devices, zip chip, rebel, maven, and another new product we will announce later this year which will also be exciting and very differentiated. For our handhelds, we expanded the capability of our MX-908 device in-troning.
Speaker 3: Result to this work are driving conversations now at the state level on how to better equip responders as an enterprise and create data awareness to enhance their safety.
Speaker 3: We value such collaborations with our customers as they can lead to impactful developments and expansion of our devices. Our Arrow module released in the spring of 2021 was informed by our customers and we have worked closely with our customers on its validation. We have seen significant adoption of this accessory with hundreds shipped in 2022 and we credit our close customer for their support.
Speaker 3: integration, and in partnership with Radico, for integration with Spot, Boston Dynamics' nimble robot that climbs stairs and traverses through rough terrain with ease, yet is small enough to use indoors. We saw an uptick in Q4 contract and license revenue due to the timing of such projects, which Joe will discuss.
Speaker 3: Our focus commercially last year was to build upon the capabilities of our existing products and we're excited to start off 2023 with a new product launch and our R&D team has a lot in the hopper for both our handhelds and our desktops.
Speaker 3: Turning to our fourth objective, broadening our bioanalytics platform.
Speaker 3: Our goal is to become a key enabler of BioPharma 4.0 with a tech stack of connected process monitoring and critical product quality attribute analysis devices that inform models that support better real-time predictive outcomes.
Speaker 3: Data from our at-line rebel device enables biofarmer researchers to identify and control key process parameters in bioprocessing workflows.
Speaker 3: Our online Maven device enables monitoring and importantly control of the base cell culture ingredient, glucose. Our Zip Chip CMS is an offline but simple to use device that provides rapid characterization of multiple product quality attributes.
Speaker 3: Over 2022, we work with leading institutions focused on developing and implementing new biomanufacturing processes and connecting our devices to the needed workflows.
Speaker 3: Our collaboration with UK-based CPI has demonstrated the value of at-line cell culture media analysis to inform feeding strategies for improved cell growth.
Speaker 3: GPI process engineers used real-time data from the rebel to optimize nutrients, resulting in an increase in tighter by up to 40 percent, and a reduction in toxic metabolite accumulation and a significant reduction in design of experiment times.
Speaker 3: In our alliance with AMBIC, an industrial academic consortium, researchers are leveraging REBELS' at-line informing power to develop predictive cell culture media feeding models for improved product quality and reliability.
Speaker 3: We've also been working with key academic research institutions such as Emory University, where researchers are developing novel microbead libraries for CAR-T cell therapies, and they're using Rebels to inform feeding strategies to control and optimize T-cell activation.
Speaker 3: In order user meeting in September , MIT researchers underscored Rebels value in their ability to rapidly monitor and profile nutrient consumption of recombin AAB producing cells in a perfusion process.
Speaker 3: At conferences and in publications, customers such as Boringer Ingoheim, biotechney, Fudan University, and University of Connecticut highlighted zip-tips, high resolution and high sensitivity that is comparable to LCMS methods but with much faster separation and minimal sample volumes. Most recently, in a paper published in the Journal of Pharmaceuticals,
Speaker 3: Charge variant analysis is critical for understanding the structure of biotherapeutics during drug development and product release.
Speaker 3: We are always delighted to hear our customers and collaborators count the value of our desktop devices in characterizing process and product attributes as we focus on creating a complete portfolio of complementary products.
Speaker 3: And finally, turning to our fifth objective, laying in OMIC's foundation.
Speaker 3: As scientists seek to understand how proteins and metabolites orchestrate a cell's function, there's a rising demand for accelerating mass spec-based workflows, which is critical when working with large sample sets. As we've shared previously, we partnered with the University of Washington and Thermo Fisher Scientific to evaluate the coupling of our prototype microphlytic chips with very fast ion trap mass specs for proteomics applications.
Speaker 3: In December , in collaboration with our partners, we presented a poster at the World Hupo Conference that demonstrated the prototype chip's ability to deliver increased sensitivity 10 times faster than traditional Managed Scale liquid chromatography.
Speaker 3: We are excited about the research progress we made in 2022 with these advanced microfluidic chips and look forward to continued scientific progress this year.
Speaker 3: Overall, while Q4 2022 presented challenges, we progressed our full-year objectives and we remain confident about the value of our technologies platform and the enthusiasm we see for real-time analytics at the point of need.
Speaker 3: With that, I'll turn the call over to Joe for more detail on our financials. Thanks, Kevin. Starting with our full-year results, total revenue for the full-year 2022 was 46.9 million up 11% from 42.2 million in 2021. Product and service revenue from handhelds was approximately 29.2 million.
Speaker 4: Starting roll, grow three.
Speaker 4: Recurring revenue for the full year was $15.7 million compared to $7.8 million in the prior year period, representing growth of 101%.
Speaker 4: Returning revenue growth was driven primarily by handheld accessories and consumables, including the ERA module. This is a test for the
Speaker 4: Service revenue across both handheld and desktop.
Speaker 4: and desktop consumables, mainly related to Rebel kits. License and contract revenue for the full year 2022 was 2.4 million compared to 1.1 million in the prior year period.
Speaker 4: License and contract growth was driven by incremental funding secured in the fourth quarter of 2022 related to exploratory commercial work we were doing with partners, which we expect to conclude in 2023.
Speaker 4: Gross profit for the full year 2022 was $26 million as compared to $23.2 million in the prior year period.
Speaker 4: Gross margin was 56% for the full year 2022, as compared to 55% for the prior period, a 50 basis point improvement.
Speaker 4: As we think ahead to 2023, we expect our gross margins, excluding stock-based compensation and intangible amortization to be in the mid-50s, consistent with prior periods. We continue to expect that with scale, we will be able to expand our gross margin to the high-50s.
Speaker 4: Operating expenses for the full year 2022 were $61.4 million as compared to $45.3 million in the prior year period.
Speaker 4: This increase was driven primarily by an increase in personnel related costs.
Speaker 4: including an increase in stock-based compensation of $4.5 million.
Speaker 4: Net loss for the full year 2022 was $33.6 million compared to $22.2 million in the prior year.
Speaker 4: While we are pleased with our overall results for the year, as Kevin shared, we experienced a slow down in Q4. With that context, let's look more closely at our fourth quarter results.
Speaker 4: Revening for the fourth quarter 2022 was 11.6 million compared to 15.8 million in the prior year period.
Speaker 4: Recall that in Q4 of 2021, we had a large shipment of MX 908 devices to the US Army, which totaled approximately 8 million.
Speaker 4: making this an unusual period to compare. Handheld revenue from our MX908 product for the fourth quarter 2022 was 7.1 million, which included 55 MX908 handheld device shipments.
Speaker 4: Desktop revenue for the fourth quarter 2022 was $3.3 million.
Speaker 4: This included 10 zip chip interfaces, 3 rebel devices, and our first Maven shipments.
Speaker 4: The show presents a decline in desktop revenue of 23% and was primarily due to a decrease of rebel device placement.
Speaker 4: Offset in part with growth in service and consumables, mainly related to rebel kits, and product revenue from Maven and related sampling devices.
Speaker 4: In fact, desktop service consumables revenues were up more than 55% for the fourth quarter.
Speaker 4: Licensing contract revenue for the fourth quarter 2022 was $1.2 million compared to $0.3 million in the prior year period.
Speaker 4: Gross profit was $5.9 million for the fourth quarter of 2022 compared to $9.1 million for the prior year period. It has been sources Free Board, checkAT&Tum!
Speaker 4: Gross margin was 51% for the fourth quarter 2022 as compared to 58% for the prior year period.
Speaker 4: The decarion in Grossmargin was largely due to fewer device shipments.
Speaker 4: Total operating expenses for the fourth quarter of 2022 were $16.3 million, compared to $12.7 million in the prior year period.
Speaker 4: Net loss for the fourth quarter of 2022 was 9.8 million compared to 3.5 million in the prior year period.
Speaker 4: We ended 2022 with $188 million in cash and cash equivalents. In addition, we have $15 million of debt outstanding.
Speaker 4: Let's get a mention, we are maintaining our disciplined approach to capital deployment. We are being proactive and efficient in our investments as we focus on our product innovation, market penetration and commercialization efforts.
Speaker 4: In line with these efforts, here in 2023, we recently reduced our headcount by approximately 6% and expect our headcount to remain relatively flat for 2023 as we prioritize roles and responsibilities across the organization.
Speaker 4: We had 227 employees as of December 31, 2022.
Speaker 4: We are targeting to keep operating expense growth below 10% in 2023, excluding expenses related to non-cash, stock-based compensation, and intangible amortization. Cash consumed from operating activities, excluding working capital, for the full year 2022, increased modestly.
Speaker 4: to $24 million, compared to $17 million in the prior year period. The increase in cash used was primarily related to headcount expansion. A key focus for us is running our business with an eye towards profitability. We have multiple years of cash runway and are well capitalized to support our long-term growth objectives.
Speaker 4: Looking ahead in 2023, we expect revenue to be in the range of $48 to $52 million, representing growth of 2% to 11% over a full year 2022.
Speaker 4: 7% growth at the midpoint. As Kevin discussed earlier, we are continuing to see protracted sales cycles and more conservative capital budgets, particularly in the bioprocessing end market, which we expect to continue through the first half of 2023, and thus anticipate a similar seasonality trend to 2022.
Speaker 4: At this point, I would like to turn the call back to Kevin for closing comments.
Speaker 3: Thanks, Joe. For 2023, we continue to focus on our core growth objectives.
Speaker 3: First, grow revenue by penetrating new accounts and radiating across large BioPharma accounts, as well as progressing handheld device pilots to enterprise scale.
Speaker 3: Second, advance and broaden our product portfolio with simple, smart, and connected devices with an emphasis on bioanalytic solutions.
Speaker 3: And finally, third, lay the OMX foundation to address emerging proteomics and metabolomics opportunities. We believe 908 devices is uniquely positioned to capture the opportunity in front of us. We have multiple new product releases in the process analytical technology space, building a complimentary device portfolio.
Speaker 3: with the first already launched in January and a second later this year.
Speaker 3: We have a diverse offering with our handheld devices in the forensic space. We believe these handhelds will continue to be critical with rising geopolitical uncertainties and the ongoing fentanyl crisis.
Speaker 3: And finally, we have a strong cash balance with the runway beyond 2025 as we have remained efficient and thoughtful on spend and headcount, working to ensure expenses are not outpacing our revenue growth.
Speaker 1: With that, we'll open it up to questions. Thank you, sir. Ladies and gentlemen, we will now begin the question and answer session.
Speaker 1: If you would like to ask a question, please press star followed by the number one on your telephone keypad. If your question has been answered and you would like to withdraw from the queue, please press star followed by the number two.
Speaker 1: And if you are using your speaker phone, please lift your handset before pressing any keys. Your first question will come from Matt LaRue at William Blair. Please go ahead.
Speaker 3: Take good morning. Thanks for my question. Kevin, could you maybe just go in a bit more detail on the challenges you're seeing within bioprocessing?
You know, copy by company in a certain season we've heard a different take and different levels of headwinds or not We just be curious what you're seeing Specifically, I think we call out
maybe challenges in the process development side for small bio pharma, but any additional detail as we move into 23 would be helpful.
Yeah, yeah, I have to math. Yeah, for sure, I don't think our observations are too much different from what others are seeing out there. We're obviously selling our products into the preclinical process development space. So not the GMP space here largely.
And yes, we forecasted in our Q3 call, we're seeing those customers just under more pressure and we've just overall seen deal velocity slower there and that's starting in the second half of last year and things are just taking longer. And we're just seeing people being more thoughtful with the investments of their cash and that prolonged purchases and can add evaluations and just...
that are small biotechs as well. So yeah, we've seen some pressure with those customers across sport.
Okay, on Nathan specifically, you know, that's been out there for a couple of months, could you just maybe add any color around early conversations with potential customers, are they responding to the offering, whether they're viewing, you know, glucose and lactate as enough to move the needle?
and then even potentially what their conversations are about sort of amplified adding to that that may have been offered over time.
Yeah, yeah, for sure. I mean, we're excited about MAVEN. We just launched it in early January . We did have some first sales of about a half a million dollars, a little bit more, of MAVEN and related products into 4 as we were preparing for that launch and getting it fully out there publicly at the Advanced Therapy Conference.
very complimentary to Rebel. We think it is as Rebel's buddy, and we also think it as a prelude to Rebel Online. So while Rebel is leveraging our per-micro scale math technology, Maven is using discrete biosensors for glucose in lactate, again, which are two analyzed that are difficult to detect using our math spec technology.
So Maven is bringing the aseptic sampling technology, which is a critical enabler for online connectivity. And we do get that feedback that online connections of devices is where the future is going. It just reduces lab costs, operator time, and that resonates well in these markets, especially where we talked about some of the pressures, some being labor and some being just…
tighter spend overall. So we think it's a great precursor to rebel online and the missile conversations have been struck. Okay, and if I could squeeze one more, either for Joe or for Kevin, just as we're thinking about the build for the year.
What are you hearing from customers about what they're looking for at getting factors to make purchasing decisions? I think for some of the larger bioprocessing companies, they're sort of the issue of destocking and there's maybe an end date relative to when they're lapping tough cops. But it comes to extending person cycles.
moving up the executive chain to make decisions, what are kind of the key swing factors that might help get people to start moving and make a purchase in the skin.
Yeah, and we're maybe a different dynamic than the destocking world there because again, we're being used in that preclinical process development side, as you know. And in our conversations, it's still, I think, is causing just some conservatism there. And I'd say that during these times, we're really just in focus with the customers to make them succeed.
to really amplify that and really looking to use that as leverage point to why adopt Rebel now. There's also a couple other interesting points that we look towards as we think about 2023. The consumables and service revenue for the best tops were up about 55% per Q4 and the Q4 also contained the highest.
So the second highest number of orders we've ever received for scheduled consumable orders. So these are orders that are meant to ship over 2023. And that to us means that people are getting back to work and incorporating rebel into their priority. So we see those as positive indicators. So yeah, that's great. Producer. We
number of orders we've ever received for scheduled consumables. So these are orders that are meant to ship over 2023. And that to us means that people are getting back to work and incorporating rebel into their priority. So we see those as positive indicators. Thanks, Ellen. Thank you very much.
Your next question comes from Pneet Saura at SVB Securities. Please go ahead.
You had your thanks for taking the question. So maybe just a clarification one for Joe. Maybe you know, can you quantify what was the Army contribution here in the quarter. I mean, I appreciate the tough comes from last year, but just wondering what was the Army growth and...
in Q4. We conclude those in Q3. There was that 8 million headwind for Q4 related to the device revenue in Q4 2021. Now the year in Q4 2022, what was in there was approximately 2 million in consumables and accessories.
ship to the US Army, mainly the US, the Aero module, and that PO that we mentioned that we secured in Q3. So we continue to see shipments there. We're working to continue to work on the center price account that we think there are future opportunities. We'll recognize a service revenue over time on the devices that have been deployed over the last 18 years.
on that despite the approximate hundred units with the Army in 2022. And I think if you add to that Joe and think about the contributions outside of the Army, right, that out of that 15.8, you know, we saw a growth of about 50% in Q4 year over year.
If you will, fans are me devices.
Got it. That's very helpful. And then, historically speaking, heading here into 2023, you have more products than you have had before with Maven and Tracy too as well. So can you maybe put festival
talked to us about sort of how should we think about the growth on the life sciences side of the business, especially Rebel and you know you talked about the strong order book here as well on consumables so you know sort of how should we think about that within the context of the guide and then
Kevin, just wondering where the 6% reduction in the workforce was, does that change anything on the commercial and the sales aspect for Rebel and Maven? Maybe I'll start and pass it to Joe and then talk a little bit about the 6% reduction.
Over the quarter, we placed 13 desktops over the quarter, and that included about a half million dollars of new products at Maven and related. So 80 devices over the year, not including Maven in that number. So we're really focused on expanding that product portfolio, as you mentioned, and we have that strategy to really focus on the process, analytical technologies. And so to us, that's really now allowing us to drive conversations at a different level because now there's...
So as we think about kind of maybe even trace and maybe expand it more broadly across our portfolio, we set the guidance and come to that guidance of 7% and think about the levers to achieve that. We consider the low end of course, but many things wouldn't be going in our favor in that case. So we spend a lot of time ensuring the midpoint is set appropriately and how can we achieve that high end as we march through the year. So we've lined the site into what we contemplated as we set that guide.
and done a lot of analysis on the run rate assumptions for each of our channels. And today we're seeing customers working through their contracting and procurement process. We can take a few quarters including some of these opportunities in the guide. But we have diversification, not just Rebel and Maven with our handouts and the forensic space.
And this gives us options to navigate as we see some near-term pressure in the bioprocessing space. So you can see some product mix shifts.
But I would say as we think about Q1, we've seen some continuing slowness, but good rep activity and conversations, and it's still taken some time to close, but directly we're likely to see our growth rate in Q1 similar to our full year range. So some good ground to cover up the core.
Maybe I can hit for a moment the 6% reduction. So yes, we announced the 6% reduction of our headcount and really that's nothing more than maintaining our disciplined approach to how we deploy capital. We've always been direct ah.
quite thoughtful in that regard. And if you look at our cash per numbers, we hope that it tells you that story. And we want to continue to drive efficiency and being a lean organization. So we're being proactive to focus on what manners, the product innovation, market penetration and our commercial efforts. But we did reduce head count by about 6 percent and now expect the head count to remain approximately flat for the...
and we just see areas to optimize our organization. So we've been very careful to consider impacts on our commercial objectives and we're in a good position.
And, you know, really, as you know, again, being good stewards of cash, we just absolutely don't want our expenses to be outpacing our revenues in the short term. Got it. Helpful, guys. Thanks. That's it for me. Thanks very much. You're welcome.
Your next question comes from Dan Areos at Steeple.
Hey guys, this is Evan Stampler on ForDen. Thanks for the questions. Maybe we can start with, so these macro headwinds that you're seeing in Biopharma, it sounds like a pretty good confidence that things will get better.
in the back half of the year. And there's something in your conversations with customers that gives you confidence in that outlook, or is it kind of just a feeling at this point and you hope that things get better, but are you seeing actually some green shoes currently and within your conversations? That's my first question.
of 2023. And I think we see that similar conservatism across the customer base. And obviously, we don't have that level of backlog. So you see things more directly with us. I would say we are seeing some positives and some positive early signs out of these customers. As we said, we've got a couple of two four indicators there.
We're confident, cognizant I should say, that we changed our guide in Q3 with the ebbs and flows of the timing of the US government and macro impact overall. We had to get out in front of it at that time. We're now taking a very thoughtful stance for sure to make things better.
to the upside if you will and we're not guiding to recovery, we have not seen. So we don't want another situation like in Q3 where we had to take down that guide. We're giving that best view. We can, that's possible, but we believe it's achievable here in 2023 with some room to the upside and improvement as we progressed through 2023 and see those customers getting back to work and adopting it.
I would point out that beyond bioprosoping had when we've seen things lessen a bit compared to Q3 in our handhelds. And uniqueness about 908 is that we do have diversification of markets with our handhelds. And then also, of course, the new products we mentioned, one of which is out in another coming. And frankly, some geographies. We've been investing in the EMEA area and we're starting to see that pay off. This isn't me or productions.
I mean, you did talk a lot about consumables and how it sounds like utilization is improving and you sounds like you have also a nice kind of order book there. You know, we've talked about this a bunch. You know, at the time of the IPO, you guys talked about, you know, one kit per month for users.
and then having that kind of move up over the course of a year or two up to, you know, maybe one and a half, two kits a month. So you guys tell us where you're kind of on average you are with customers there in terms of that ramp.
Yeah, absolutely. So you're right. We've been focusing on that call it target of roughly one kit per month for active users on average. We certainly do have users that are at a higher number of kits than that. We're focused on those users. We're focused on understanding their message, their use case, and how to trumpet that to the world. We reported in Q3 that we were tracking at that time closer to about a half a kit per month.
including users that spoke publicly at our critical mass user meeting in September . We're really working to be engaged with our install base with a regular cadence application and service, and we've been layering on in 2023 now a key account aspect to that. And we're really implementing programs to work with customers to share their success.
that will help drive that number of utilisation to one kits and beyond over time.
And maybe to build on that too, and the rebel kid is just one element of our recurring revenue. But we did see significant growth approximately 100% in our recurring revenue for the full year. And 35% of our products and service revenue is in recurring up 19%. And the primary drivers were our service revenue for both handouts and desktop.
contributed about 45% of that 100% pie and the handheld error accessories and consumables contribute about 40% and the rest What the remainder was from growth and our desktop consumables and overall were encouraged by the building desktop returning revenue in 2022 which grew quarter over quarter each quarter in 2022 and rebel kits a big piece of that story even with that approximately half-kit evil is recent today
I know that's super helpful. Maybe just one last one if I can sneak it in on the handhelds. Obviously now you have the Army contract rolling off. I think you've spent a little bit of time talking about your sales funnel.
the mix of existing and new customers, which all sounds really good. At the end of your commentary you talked about, I think be able to grow placements of instruments in 2023 year over year. So maybe you can just talk about how much of what's embedded in guidance reflects.
I guess firm purchase orders versus things that you might be expecting from the sales funnel and how that sales funnel looks today gives you confidence in the outlook. I think we've over called before a lot of times we're kind of working through. We don't have a lot of backlog and focus on kind of the opportunity.
ahead of us in utilization of our sales force to close on deals. So contemplated within the guidance range includes moderate unit growth across all our devices with stronger growth in the back half of the year, especially with our dust tops. You know, we're focusing on that broadening of the portfolio of products as a whole with one sales force driving our dust tops, one touch to the customer, and we're thinking through what the right metrics are to focus on as we evolve here in 2023, but we're finding that as we broaden our product portfolio, especially on the desktop side with a variety of products and ASPs of placements is not always maybe the best metric.
In 2022, I mentioned that watching the third of our revenue was not from price placements but from recurring elements. So right now we think the best way to think about it is growth of overall dollars instead of placements, but we are still thinking this through. And we do see a path just to stress to growth on a unit basis, even with the Army devices in 2022, we see growth on unit basis for each of our products, both handouts and best the 2016 China United States BP chart.
and I'll see how the year plays out. And maybe I can add a little bit on the enterprise account funnel. You're right, we talked about some of the prepared remarks there, but we saw an increase of 15 accounts that are in the pilot program that are representing about 100 units of opportunity. That's up from 11 accounts we had in 2021.
And we have now 17 enterprise accounts that represent, as we estimate, about 800 devices of additional opportunity. And that's up about 15 percent compared to year 2021. So we have plenty of funnels to work with and are having great conversations with their handheld prospects and existing customers who are looking to roll out devices. USR-NE, as you know, is a large example of enterprise account, but there are other customers in that pipeline with 20 to 100 plus devices. The opportunity has already been going up. One of the
The status is we're really working with each of these customers to get budget allocation and funding for purchase. We're seeing some activity on the contracting procurement side, which is very good for some of these opportunities. And we do think, as Joe mentioned, we can have positive unit growth. And we have really considered the status that we just mentioned between Joe and I in our guidance that we provided today.
So, hey, thank you so much for the help, appreciate it. Thank you. Your final question will come from Jacob Johnson at Stevens. Please go ahead. Hey, good morning everybody. Maybe just first to go back to Maven. Half a million of sales in 4Q. Is that a good proxy for...
Yeah, I'm happy to get to talk to some of that and I'll pass it then to Joe for specific expectations for 2023 that you asked for. Yeah, I think Maven has brought applicability, certainly interest from a lot of the customers doing cell and gene therapy, particularly folks like looking at these closed loop systems, if you will.
So good traction and conversations and building the pipeline with them. Certainly with MAB customers that are measuring glucose and lactate in the infedgeback reactors daily and would prefer to not be drawing samples and taking it out in their PD lab and having this as a probe that's just in the lab.
sampling products and probes. There's also values to measure these parameters there. And from Maven, we did ship our first handful of mavens in Q4 and before the official launch and total revenue for the Maven and related sampling devices. So it's not just Maven was approximately 600K.
In Q4, we have consumables, but also related sampling devices through our sale with OEM partners that we're looking to build on going forward. So we see Maven as a 2023 growth driver as we will have a full year sales opportunity, but it was based upon the technology through our trace acquisition for the full year, you know, a performance basis, you know, a trace, it was about 1.8, 1.9 million, and we see growth on that overall business.
and seeing some weakness and instruments, including kind of the processing analytics piece. But it seems like the long term opportunity is coming at some point. I'm just here is kind of what you think, the inflection point for you and maybe the probably processing analytics by a four point out industry will be.
and maybe along those lines, how much of this is going to be driven by things you can control, like new product launches and the technology catching up to what your customers need versus kind of customer demand to move towards continuous manufacturing in this 4.0 scene? Yeah, I think you're right. I mean, the future to us looks bright. It's a timing.
Yeah, the need to us has not changed. I think those customers are requiring such devices, particularly as the pipeline of therapeutics is used to more advanced modalities. So from an inflection point, we'll see where we're at as we get through the year and look as we get some traction with these new products. But we're excited for where we're going over the long term.
Is that the right way to think about the first half of the year? Kind of specific to the fourth quarter.
Yeah, you're right. I mean, we certainly did not place the number of levels and two four that we would have expected. And I know some of you might track the Pierce Biotech layout tracker and what's from this. Of course, you show up there. I think you might also well look for the bioproscing equipment showing up on auction sites as a gauge. I know our team is looking to buy gear from that.
in the aftermarket in-house. And as a CFO , I like that we are saving dollars personally, but keep in mind that was not possible 12 months ago and the outlet just wasn't there. But I don't like seeing our customers having the auctions, but some are. I certainly do not like seeing Revol included in an auction, and I did see that in one situation. So I really think this is an industry phenomenon more than a 908 phenomenon.
But yes, Q3, I saw Q4 levels for short of expectations, mainly market driven. Yeah, and I think again, where we're looking at it is just that complete set of desktop devices, which we did place 13 in the quarter, including that half a million of the new mavens.
and 80 devices over the year. And we're really looking this as a strategy and not beyond REBOL. So really expanding that portfolio and building off of the REBOL and driving those conversations and complimenting REBOL with the case of Maven and looking towards things like online sampling. So, yeah, I think right now in these leaner times, we just have to be working on the fundamentals, which is getting these customers.
Ladies and gentlemen, this concludes your question and answer session. At this time, I will turn the call back to Kevin Knopf for any closing remarks. Thank you. Thank you all for your time. We appreciate your attendance and the thoughtful questions and we look forward to keeping you updated. Have a great day.
Ladies and gentlemen, this does conclude your conference call for this morning. We would like to thank you all for participating and ask you to please disconnect your lights.