Q1 2026 Pulmonx Corp Earnings Call

April 29, 2026

Operator: Good day. Thank you for standing by. Welcome to the Pulmonx Q1 2026 Earnings Conference Call. At this time, all participants are in a listen-only mode. After the presentation, there will be a question-and-answer session. To participate, you will need to press star 11 on your telephone. To withdraw the question, press star 11 again. Please be advised that today's conference is being recorded. Now it's my pleasure to hand the conference to Brian Johnston with Investor Relations. Please go ahead.

Operator: Good day. Thank you for standing by. Welcome to the Pulmonx Q1 2026 Earnings Conference Call. At this time, all participants are in a listen-only mode. After the presentation, there will be a question-and-answer session. To participate, you will need to press Star one one on your telephone. To withdraw the question, press Star one one again. Please be advised that today's conference is being recorded. Now it's my pleasure to hand the conference to Brian Johnston with Investor Relations. Please go ahead.

Speaker #1: Good day, and thank you for standing by. Welcome to the Pulmonx First Quarter 2026 earnings conference call. At this time, all participants are in a listen-only mode.

Speaker #1: After the presentation, there will be a question-and-answer session. To participate, you will need to press star 11 on your telephone, you will then hear a message advising your hand is raised.

Speaker #1: To withdraw the question, press star 11 again. Please be advised that today's conference is being recorded. Now, it's my pleasure to hand the conference to Brian Johnston with Investor Relations.

Speaker #1: Please go ahead.

Speaker #2: Good afternoon, and thank you all for participating in today's call. Joining me from Pulmonx are Glendon French, President and Chief Executive Officer; and Derrick Sung, Chief Operating Officer and Chief Financial Officer.

Brian Johnston: Good afternoon, thank you all for participating in today's call. Joining me from Pulmonx are Glendon French, President and Chief Executive Officer; and Derrick Sung, Chief Operating Officer and Chief Financial Officer. Earlier today, Pulmonx issued a press release announcing its financial results for the quarter ended 31 March 2026. A copy of the press release is available on the Pulmonx website. Before we begin, I'd like to remind you that management will make statements during this call that include forward-looking statements within the meaning of federal securities laws, which are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. Any statements contained in this call that relate to expectations or predictions of future events, results, or performance are forward-looking statements.

Speaker #2: Earlier today, Pulmonx issued a press release announcing its financial results for the quarter ended March 31, 2026. A copy of the press release is available on the Pulmonx website.

Speaker #2: Before we begin, I'd like to remind you that management will make statements during this call that include forward-looking statements within the meaning of federal securities laws, which are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995.

Speaker #2: Any expectations or predictions of future events, results, or performance are forward-looking statements. All forward-looking statements, including without limitation, those relating to our operating trends, commercial strategies, and future financial performance, including long-term outlook, and full-year 2026 guidance, the timing and results of clinical trials, physician engagement, expense management, market opportunity, guidance for revenue, gross margin, operating expenses, cash issues, commercial expansion, and product demand, adoption, and pipeline development are based upon our current estimates and various assumptions.

Brian Johnston: All forward-looking statements, including without limitation, those relating to our operating trends, commercial strategies, and future financial performance, including long-term outlook and full year 2026 guidance, the timing and results of clinical trials, physician engagement, expense management, market opportunity, guidance for revenue, gross margin, operating expenses, cash usage, commercial expansion, and product demand, adoption and pipeline development are based upon our current estimates and various assumptions. These statements involve material risks and uncertainties that could cause actual results or events to materially differ from those anticipated or implied by these forward-looking statements. Accordingly, you should not place undue reliance on these statements. For a list and description of the risks and uncertainties associated with our business, please refer to the Risk Factors section of our filings with the Securities and Exchange Commission, including our annual report on Form 10-K, filed with the SEC on 10 March 2026.

Speaker #2: These statements involve material risk and uncertainties that could cause actual results or events to materially differ from those anticipated or implied by these forward-looking statements.

Speaker #2: Accordingly, you should not place undue reliance on these statements. For a list and description of the risks and uncertainties associated with our business, please refer to the risk factors section of our filings with the Securities and Exchange Commission, including our annual report on Form 10-K filed with the SEC on March 10, 2026.

Speaker #2: Also, during this call, we will discuss certain non-GAAP financial measures. Reconciliations to these non-GAAP financial measures, to the most directly, comparable GAAP financial measures, are provided in the press release, which is posted on our Investor Relations website.

Brian Johnston: Also, during this call, we will discuss certain non-GAAP financial measures. Reconciliations to these non-GAAP financial measures to the most directly comparable GAAP financial measures are provided in the press release, which is posted on our investor relations website. These non-GAAP measures are not intended to be a substitute for our GAAP results. This conference call contains time-sensitive information and is accurate only as of the live broadcast today, 29 April 2026. Pulmonx disclaims any intention or obligation, except as required by law, to update or revise any financial projections or forward-looking statements, whether because of new information, future events, or otherwise. With that, I will turn the call over to Glendon French.

Speaker #2: These non-GAAP measures are not intended to be a substitute for our GAAP results. This conference call contains time-sensitive information and is accurate only as of the live broadcast today, April 29, 2026.

Speaker #2: Pulmonx disclaims any intention or obligation except as required by law to update or revise any financial projections or forward-looking statements whether because of new information, future events, or otherwise.

Speaker #2: And with that, I will turn the call over to Glenn.

Speaker #3: Thank you, Brian. Good afternoon, everyone, and welcome to our first quarter 2026 earnings call. Here with me is Derrick Sung, our Chief Operating Officer and Chief Financial Officer.

Glendon French: Thank you, Brian. Good afternoon, everyone, and welcome to our Q1 2026 earnings call. Here with me is Derrick Sung, our Chief Operating Officer and Chief Financial Officer. Pulmonx delivered total worldwide revenue of $20.6 million in Q1 2026. Since our last update, we are increasingly encouraged by continued operational momentum, and we remain confident in our ability to achieve our previously communicated revenue guidance of $90 to 92 million for the full year 2026, with a return to global growth in the H2 of this year. We are making good progress in our efforts to address internal operational and executional challenges that have led to recent underperformance, and we remain highly focused on three key priorities. First, re-accelerating US sales growth. Second, advancing our market-expanding clinical initiatives. Third, aligning our cost structure to drive profitability.

Speaker #3: Pulmonx delivered total worldwide revenue of $20.6 million in the first quarter of 2026. Since our last update, we are increasingly encouraged by continued operational momentum, and we remain confident in our ability to achieve our previously communicated revenue guidance of $90 to $92 million for the full year 2026 with a return to global growth in the back half of this year.

Speaker #3: We are making good progress in our efforts to address internal operational and executional challenges that have led to recent underperformance and we remain highly focused on three key priorities.

Speaker #3: First, re-accelerating U.S. sales growth; second, advancing our market-expanding clinical initiatives; and third, aligning our cost structure to drive profitability. Let me take each of these in turn, starting with our progress on driving U.S. sales growth.

Glendon French: Let me take each of these in turn, starting with our progress on driving US sales growth. A foundational element of re-accelerating US revenue growth is having the right people and the right culture in place, and I'm encouraged by our progress. We have filled with top talent all our sales leadership positions and substantially all our US field sales roles. We are also seeing clear improvements in our commercial team culture. Further, sales turnover has stabilized over the last 6 months, a marked improvement from earlier in 2025. We expect turnover from here to be in line with industry standards. We believe this stabilization is a direct result of our efforts to increase leadership transparency and streamline selling priorities to focus on our highest impact activities. These priorities are grounded in our previously discussed near-to-far approach, specifically, one, setting up high quality and efficient valve programs.

Speaker #3: A foundational element of re-accelerating U.S. revenue growth is having the right people in the right culture in place. And I'm encouraged by our progress.

Speaker #3: We have filled with top talent all our sales leadership positions, and substantially all our US field sales roles. We are also seeing clear improvements in our commercial team culture.

Speaker #3: Further, sales turnover has stabilized over the last six months, a marked improvement from earlier in 2025. We expect turnover from here to be in line with industry standards.

Speaker #3: We believe this stabilization is a direct result of our efforts to increase leadership transparency and streamline selling priorities to focus on our highest-impact activities.

Speaker #3: These priorities are grounded in our previously discussed near-to-far approach, specifically: one, setting up high-quality and efficient valve programs; two, engaging with COPD-oriented clinicians aligned with hospital systems offering Zephyr valves.

Glendon French: Two, engaging with COPD-oriented clinicians aligned with hospital systems offering Zephyr valves. Three, working together with our champions to educate service line administrators to ensure appropriate resourcing of their programs. Four, concentrating our direct-to-patient efforts on geographies with established treating centers that have the capacity to accommodate interested patients. We are encouraged by early feedback from the field force and from our customers on this approach, which reflects greater focus, stronger engagement, and a more consistent execution model overall. As the newer members of our team become increasingly productive, we expect US sales performance to improve over the course of the year, with growth re-acceleration in the back half of 2026. Turning to our second priority, growing our addressable market with our AeriSeal program remains a key focus.

Speaker #3: Three, working together with our champions to educate service line administrators to ensure appropriate resourcing of their programs. And four, concentrating our direct-to-patient efforts on geographies with established treating centers that have the capacity to accommodate interested patients.

Speaker #3: We are encouraged by early feedback from the field force and from our customers on this approach, which reflects greater focus, stronger engagement, and a more consistent execution model overall.

Speaker #3: As the newer members of our team become increasingly productive, we expect US sales performance to improve over the course of the year, with growth re-acceleration in the back half of 2026.

Speaker #3: Turning to our second priority, growing or addressable market with our Aerocele program remains a key focus. Our Convert2 Pivotal trial is progressing well, and we are especially encouraged by our pace of enrollment since bringing on new leadership within our clinical affairs organization.

Glendon French: Our CONVERT II pivotal trial is progressing well, and we are especially encouraged by our pace of enrollment since bringing on new leadership within our clinical affairs organization. Today, we are highly confident in our ability to complete enrollment of this trial in 2027, bringing us one step closer to expanding our total addressable market by approximately 20% globally. We see meaningful potential for AeriSeal to serve as both a revenue driver and a market expander for Zephyr valves over the medium to long term and look forward to providing updates on enrollment progress in the quarters ahead. On our third priority, we have made substantial progress in aligning our spending with our strategic priorities. As previously discussed, we executed a broad cost reduction initiative in Q1.

Speaker #3: Today, we are highly confident in our ability to complete enrollment of this trial in 2027, bringing us one step closer to expanding our total addressable market by approximately 20% globally.

Speaker #3: We see meaningful potential for Aerocele to serve as both a revenue driver and a market expander for Zephyr valves over the medium to long term, and look forward to providing updates on enrollment progress in the quarters ahead.

Speaker #3: On our third priority, we have made substantial progress in aligning our spending with our strategic priorities. As previously discussed, we executed a broad cost reduction initiative in the first quarter. With these actions, our underlying expense trajectory has significantly improved, and we remain on track to deliver meaningful operating leverage and lower cash burn while maintaining investments in our key growth drivers.

Glendon French: With these actions, our underlying expense trajectory has significantly improved, and we remain on track to deliver meaningful operating leverage and lower cash burn while maintaining investments in our key growth drivers. In closing, we have greater conviction in our strategy to refine execution to further penetrate the substantial remaining market opportunity for our products. While 2026 is a year of execution and transition, we are confident in the progress we are making. We have a better understanding of what drove prior underperformance. We have taken meaningful steps to address those issues, and we have aligned the organization around initiatives that matter most. We remain confident in the underlying strength of the business, the size of the opportunity ahead of us, and our ability to deliver sustainable, profitable growth over time.

Speaker #3: In closing, we have greater conviction in our strategy to refine execution to further penetrate the substantial remaining market opportunity for our products. While 2026 is a year of execution and transition, we are confident in the progress we are making.

Speaker #3: We have a better understanding of what drove prior underperformance, we have taken meaningful steps to address those issues, and we have aligned the organization around initiatives that matter most.

Speaker #3: We remain confident in the underlying strength of the business, the size of the opportunity ahead of us, and our ability to deliver sustainable, profitable growth over time.

Speaker #3: With that, I will turn the call over to Derrick to provide a more detailed review of our first quarter results.

Glendon French: With that, I will turn the call over to Derrick to provide a more detailed review of our Q1 results.

Speaker #4: Thank you, Glenn, and good afternoon, everyone. Total worldwide revenue in the first quarter of 2026 was $20.6 million, a 9% decrease from 22.5 million in the same period last year, and a decrease of 12% on a constant currency basis.

Derrick Sung: Thank you, Glenn, and good afternoon, everyone. Total worldwide revenue in Q1 2026 was $20.6 million, a 9% decrease from $22.5 million in the same period last year, and a decrease of 12% on a constant currency basis. US revenue in Q1 was $13.3 million, a 7% decrease from $14.2 million during the same period of the prior year. We added 15 new US treating centers during the quarter. International revenue in Q1 2026 was $7.3 million, a 12% decrease from $8.3 million during the same period last year, and a decrease of 21% on a constant currency basis. The decline in revenue was fully attributable to the absence of sales to our distributor in China.

Speaker #4: US revenue in the first quarter was $13.3 million, a 7% decrease from $14.2 million during the same period of the prior year. We added $15 new US treating centers during the quarter.

Speaker #4: International revenue in the first quarter of 2026 was $7.3 million, a 12% decrease from $8.3 million during the same period last year, and a decrease of 21% on a constant currency basis.

Speaker #4: The decline in revenue was fully attributable to the absence of sales to our distributor in China. As a reminder, we are currently awaiting the renewal of our Chinese registration certificate, which we expect to come in the second half of 2026.

Derrick Sung: As a reminder, we are currently awaiting the renewal of our Chinese registration certificate, which we expect to come in H2 2026. Excluding China, we continued to see solid performance across all our other international markets, which grew 22% as compared to the same period last year and 9% on a constant currency basis. Gross margin for Q1 2026 was 78%, compared to 73% in the prior year period. The year-over-year increase was driven primarily by the lower mix of distributor sales in our international markets. Looking forward, we continue to expect gross margin to be approximately 75% for the full year 2026, trending higher in H1 of the year and lower toward H2 of the year based on the mix of distributor sales.

Speaker #4: Excluding China, we continued to see solid performance across all our other international markets, which grew 22% as compared to the same period last year and 9% on a constant currency basis.

Speaker #4: Gross margin for the first quarter of 2026 was $78% compared to $73% in the prior year period. The year-over-year increase was driven primarily by the lower mix of distributor sales in our international markets.

Speaker #4: Looking forward, we continue to expect gross margin to be approximately 75% for the full year of 2026, trending higher in the first half of the year and lower toward the second half of the year based on the mix of distributor sales.

Speaker #4: Total operating expenses for the first quarter of 2026 were $29 million, a 6% decrease from the same period last year. Non-cash stock-based compensation expense was $3.8 million, in the first quarter of 2026.

Derrick Sung: Total operating expenses for Q1 2026 were $29 million, a 6% decrease from the same period last year. Non-cash stock-based compensation expense was $3.8 million in Q1 2026. Operating expenses in Q1 included approximately $1.4 million of one-time costs related to the restructuring initiative that we executed at the start of the year. Excluding stock-based compensation expense and the restructuring costs, operating expenses in Q1 2026 decreased 8% from the same period of the prior year. We remain committed to decreasing spend in 2026 through our cost alignment efforts while maintaining investments in our key growth initiatives.

Speaker #4: Operating expenses in the first quarter included approximately $1.4 million of one-time costs related to the restructuring initiative that we executed at the start of the year.

Speaker #4: Excluding stock-based compensation expense and the restructuring costs, operating expenses in the first quarter of 2026 decreased 8% from the same period of the prior year.

Speaker #4: We remain committed to decreasing spend in 2026 through our cost alignment efforts, while maintaining investments in our key growth initiatives. To that end, we continue to expect full-year 2026 operating expenses to fall between $113 and $115 million inclusive of approximately $19 million of non-cash stock-based compensation expense.

Derrick Sung: To that end, we continue to expect full-year 2026 operating expenses to fall between $113 million and $115 million, inclusive of approximately $19 million of non-cash stock-based compensation expense. R&D expenses for Q1 2026 were $4.9 million compared to $4.8 million in Q1 2025. Sales, general, and administrative expenses for Q1 2026 were $24.1 million compared to $26.1 million in Q1 2025. Net loss for Q1 2026 was $13.7 million or a loss of $0.33 per share as compared to a net loss of $14.4 million or a loss of $0.36 per share for the same period of the prior year.

Speaker #4: R&D expenses for the first quarter of 2026 were $4.9 million, compared to $4.8 million in the first quarter of 2025. Sales, general, and administrative expenses for the first quarter of 2026 were $24.1 million, compared to $26.1 million in the first quarter of 2025.

Speaker #4: Net loss for the first quarter of 2026 was $13.7 million, or a loss of 33 cents per share as compared to a net loss of 14.4 million or a loss of 36 cents per share for the same period of the prior year.

Speaker #4: An average weighted share count of 41.9 million shares was used to determine loss per share for the first quarter of 2026. Adjusted EBITDA loss for the first quarter of 2026 was $8.5 million, consistent with the first quarter of 2025.

Derrick Sung: An average weighted share count of 41.9 million shares was used to determine loss per share for Q1 2026. Adjusted EBITDA loss for Q1 2026 was $8.5 million, consistent with Q1 2025. Excluding one-time restructuring charges, adjusted EBITDA loss was $7 million and 18% favorable to the same period of the prior year. We ended 31 March 2026 with $61.6 million in cash equivalents, and marketable securities, a decrease of $8.2 million from 31 December 2025. In Q1 2026, we took meaningful steps to strengthen our balance sheet and extend our cash runway. First, we executed a cost restructuring initiative that reduced our ongoing operating expenses by over 10%.

Speaker #4: Excluding one-time restructuring charges, adjusted EBITDA loss was $7 million, and 18% favorable to the same period of the prior year. We ended March 31, 2026, with $61.6 million in cash, cash equivalents, and marketable securities.

Speaker #4: A decrease of $8.2 million from December 31, 2025. In the first quarter of 2026, we took meaningful steps to strengthen our balance sheet and extend our cash runway.

Speaker #4: First, we executed a cost restructuring initiative that reduced our ongoing operating expenses by over 10%. Second, we closed on a $60 million credit facility with a five-year interest-only structure, extending the maturity of our existing debt out to 2031 and providing us with access to an additional $20 million in undrawn capital, subject to certain revenue milestones.

Derrick Sung: Second, we closed on a $60 million credit facility with a 5-year interest-only structure, extending the maturity of our existing debt out to 2031 and providing us with access to an additional $20 million in undrawn capital subject to certain revenue milestones. With these measures in place, we expect to burn roughly $23 million of cash for the full year 2026, which would be a substantial decrease from the $32 million of cash that we burned in 2025. Finally, turning to our revenue outlook for 2026. We are reiterating our full-year 2026 revenue guidance of $90 to 92 million. Our guidance contemplates sequential quarterly improvement in our year-over-year revenue trend, with a return to year-over-year growth in both our US and international businesses in the H2 of the year.

Speaker #4: With these measures in place, we expect to burn roughly $23 million of cash for the full year 2026, which would be a substantial decrease from the $32 million of cash that we burned in 2025.

Speaker #4: Finally, turning to our revenue outlook for 2026, we are reiterating our full year 2026 revenue guidance of $90 to $92 million. Our guidance contemplates sequential quarterly improvement in our year-over-year revenue trend with a return to year-over-year growth in both our US and international businesses in the back half of the year.

Speaker #4: In the U.S., we expect our recently filled sales positions and our refocused commercial strategy to gradually drive improving sales productivity as the year progresses.

Derrick Sung: In the US, we expect our recently filled sales positions and our refocused commercial strategy to gradually drive improving sales productivity as the year progresses. Internationally, revenue growth through H1 2026 will continue to be negatively impacted by the lack of sales to our distributor in China. That said, we expect continued strength throughout the year from our remaining international markets, with year-over-year sales growth in our international business resuming in H2 of the year. To conclude, we entered 2026 with a clear plan and our Q1 reflects early progress. We remain focused on the work ahead, ramping our sales organization, advancing our clinical programs, and delivering the financial leverage we've committed to. We are confident in the strength of our business and our team's ability to execute.

Speaker #4: Internationally, revenue growth through the first half of 2026 will continue to be negatively impacted by the lack of sales to our distributor in China.

Speaker #4: That said, we expect continued strength throughout the year from our remaining international markets, with year-over-year sales growth in our international business resuming in the second half of the year.

Speaker #4: To conclude, we entered 2026 with a clear plan, and our first quarter reflects early progress. We remain focused on the work ahead, ramping our sales organization, advancing our clinical programs, and delivering the financial leverage we've committed to.

Speaker #4: We are confident in the strength of our business and our team's ability to execute. With that, I'd like to thank you for your attention, and we will now open the call up for questions.

Derrick Sung: With that, I'd like to thank you for your attention, and we will now open up the call up for questions. Operator?

Speaker #3: Thank you so much. And as a reminder to ask a question, simply press star 11 on your telephone. And wait for your name to be announced.

Operator: Thank you so much. As a reminder, to ask a question, simply press star one one on your telephone and wait for your name to be announced. To remove yourself, press star one one again. Our first question, one moment please, comes from Rick Wise with Stifel. Please proceed.

Speaker #3: To remove yourself, press star 11 again. Our first question, one moment, please. Comes from Rick Weiss with Stifel. Please proceed.

Rick Wise: Good afternoon. Hi. Hi, Glendon. How you doing? Let me start off if I could. I mean, obviously, getting the sales team in place, and it sounds like it's largely in place, critical, and it seems like you're seeing some good encouraging early progress here. Maybe, talk to us about in more detail, some of the points you made about going deeper in the accounts, and some of the specific strategies you're using to see sales growth accelerate. Maybe just as part of that, help us. Maybe it's a question for Derrick. Help us understand what's dialed into the guidance in terms of productivity with these new people and, you know, today and what you're hoping for and what we might see. Thank you.

Speaker #4: Good afternoon. Hi, Glenn. How are you doing? Let me start off, if I could. I mean, obviously, getting the sales team in place—and it sounds like it's largely in place—is critical.

Speaker #4: And it seems like you're seeing some good encouraging early progress here. Maybe talk to us about in more detail some of the points you made about going deeper in the accounts and some of the specific strategies you're using to see sales growth accelerate and maybe just as part of that, help us.

Speaker #4: Maybe it's a question for Derrick. But help us understand what's dialed into the guidance in terms of productivity for these new people and today and what you're hoping for and what we might see.

Speaker #4: Thank you.

Speaker #5: Hey, Rick. So we are well, first and foremost, we've been focused on narrowing the items that we're asking our US sales force to do.

Glendon French: Hey, Rick. So we are Well, first and foremost, we've been focused on narrowing the items that we're asking our US sales force to do. I think one of the key things that we realized coming into this period was that last year, there were just too many balls in the air. We've narrowed that focus, and it's in the areas that we commented on in the comments that just preceded. We have, as you had mentioned, substantially filled all of our open positions. Our average tenure, as you might imagine, is not what it was a year ago, but we are bringing people up to speed quite quickly.

Speaker #5: I think one of the key things that we realized coming into this period was that last year, there were just too many balls in the air.

Speaker #5: So we've narrowed that focus. And it's in the areas that we commented on in the comments that just preceded. And we have as you had mentioned, substantially filled all of our open positions.

Speaker #5: Our average 10-year, as you might imagine, is not what it was a year ago. But we are bringing people up to speed quite quickly.

Speaker #5: We are focusing our activity on setting up high-quality and efficient valve programs, and we're doing that by engaging COPD physicians around these centers to be driving patients into those centers.

Glendon French: We are focusing our activity on setting up high quality and efficient valve programs, we're doing that by engaging COPD physicians around these centers to be driving patients into those centers. We are looking to gain administrative service line level administrative support to ensure that we have the resources to execute on that plan. We're seeing positive impact from those efforts even in these early stages. I think that one of the bigger issues for us is just getting our sales force up and running and trained and moving forward. We are right where we expected to be at this point.

Speaker #5: We are looking to gain administrative service line-level administrative support to ensure that we have the resources to execute on that plan. And we're seeing positive impact from those efforts even in these early stages.

Speaker #5: But I think that one of the bigger issues for us is just getting our sales force up and running and trained and moving forward.

Speaker #5: And we are right where we expected to be at this point, so we feel good about the fact that we're full and that people are coming up the learning curve.

Glendon French: We feel good about the fact that we're full and that people are coming up the learning curve, and we certainly have some very bright spots with regard to the execution of the strategy that we've outlined.

Speaker #5: And we certainly have some very bright spots with regard to the execution of the strategy that we've outlined.

Speaker #4: Well, that's great to hear. Derrick, for you, maybe just help us just think through with the first quarter in hand, the 2026 growth cadence and thinking about the reaffirmed 2026 guidance range you laid out.

Rick Wise: That's great to hear. Derrick, for you, maybe just help us just think through with Q1 in hand, the 2026 growth cadence, and thinking about the reaffirmed 2026 guidance range you laid out, it applies 60 basis points of the year. This is sort of a transition. Do you feel like consensus has got it right in terms of the current sequencing? Should we be more back weighting it? I think consensus for Q2 is like $22 million. If that's the case, what gives you the confidence that the company can have the step-up needed from Q2 to Q3, et cetera, to get those numbers you laid out? Thanks.

Speaker #4: It implies 60 basis points of the year. This is sort of a transition. Are you do you feel like consensus has got it right in terms of the current sequencing?

Speaker #4: Should we be more back-weighting it? I think consensus for the second quarter is like 22-ish million. And if that's the case, what gives you the confidence that the company can have the step up needed from 2Q to 3Q, etc., to get the numbers you've laid out?

Speaker #4: Thanks.

Speaker #5: Sure, Rick. And thanks for the question. As it relates to guidance, we do expect to demonstrate a sequential, quarterly, year-over-year improvement in growth as the year goes on.

Derrick Sung: Sure, Rick Wise, and thanks for the question. As it relates to guidance, we do expect to demonstrate a sequential quarterly year-over-year improvement in growth as the year goes on. As Glendon French said, you know, we feel very good about the performance in Q1. We're already demonstrating that, particularly in the US. Our year-over-year growth rate, while down 7% in Q1, is a meaningful improvement from our growth rate, or our decline of 11% in Q4. You know, we already feel like we've bottomed in Q4 in terms of year-over-year growth rates.

Speaker #5: And as Glenn said, we feel very good about the performance in Q1. We're already demonstrating that, particularly in the US. Our year-over-year growth rate, while down 7% in Q1, is a meaningful improvement from our growth rate of or our decline of 11% in Q4.

Speaker #5: And so we already feel like we've bottomed in Q4 in terms of year-over-year growth rates. And both in the US and internationally, we expect to see and I think this is reflected to your question currently in consensus.

Derrick Sung: Both in the US and internationally, we expect to see, and I think this is reflected to your question, currently in consensus, but we expect to see that sequential improvement every quarter flipping to positive year-over-year growth in the back half of the year and even exiting the year with double-digit growth, both US and international. In the US, what gives us confidence and the driver for that sequential improvement in year-over-year growth is, in fact, the Addition of the new folks that we have brought in, and the time that it takes for the new reps to get up to speed and get up to productivity. That does take some time.

Speaker #5: But we expect to see that sequential improvement every quarter, flipping to positive year-over-year growth in the back half of the year, exiting the year with double-digit growth.

Speaker #5: Both US and international. In the US, what gives us confidence and the driver for that sequential improvement in year-over-year growth is, in fact, the addition of the new folks that we have brought in.

Speaker #5: And the time that it takes to for the new reps to get up to speed and get up to productivity. So that does take some time, typically six to nine months or so is what we've seen on average for new hires to get up to speed.

Derrick Sung: Typically, six to nine months or so, is what we've seen on average for new hires to get up to speed. As the year progresses and also as our focused strategies take hold in the US, we do expect to see that improvement sequentially across the year. On the international side, it's really a question of comps, frankly. You know, the decline that you're seeing in our international sales in Q1 is primarily all attributable to timing of sales into China. We are currently awaiting registration of our or renewal of our registration certificate in China. There's a lack of absence of sales into China in the first this year.

Speaker #5: And so, as the year progresses, and also as our focused strategies take hold in the US, we do expect to see that improvement sequentially across the year.

Speaker #5: On the international side, it's really a question of comps, frankly. So the decline that you're seeing in our international sales in Q1 is primarily all attributable to timing of sales into China.

Speaker #5: We are currently awaiting registration or renewal of our registration certificate in China, so there's an absence of sales into China.

Speaker #5: In the first half of this year, and we expect—and in the first half of this year, certainly. And last year, in the first half of 2025, there were a number of large orders that were placed into China.

Derrick Sung: In H1 this year, certainly in last year, in H1 2025, there were a number of large orders that were placed into China. To put it into context, China is still a relatively small portion of our total sales, less than 5% of our total sales. The timing of those sales drove tough comps in H1 this year. That's what's driving the optical declining growth rate and will drive that optical decline growth rate for H1 this year. Our underlying business, as we talked about, is still strong. We grew 22% year-over-year reported in Q1. We've seen double-digit growth in our underlying direct international businesses for the past couple years.

Speaker #5: To put it into context, China is still a relatively small portion of our total sales, less than 5% of our total sales. But the timing of those sales drove tough comps in the first half of this year.

Speaker #5: So that's what's driving the optical declining growth rate and will drive that optical decline in growth rate for the first half of this year.

Speaker #5: Our underlying business, as we talked about, is still strong. We grew 22% year-over-year, reported in Q1. We've seen double-digit growth in our underlying direct international businesses for the past couple of years.

Speaker #5: We expect that trend to continue, and so in the back half of this year, that underlying strength of our OUS business—continued strength—will be more representative in our growth rates.

Derrick Sung: We expect that trend to continue. In the back half of this year, that underlying strength of our OUS business, continued strength, will be more representative in our growth rates, and that's what we expect to drive the step-up in growth in our international business.

Speaker #5: And that's what we expect to drive the step-up in growth in our international business.

Speaker #4: Thanks, Derrick, for the comprehensive answer. I appreciate it.

Rick Wise: Thanks, Derrick, for the comprehensive answer. Appreciate it.

Speaker #1: Thank you. Our next question is from the line of John Young with Connor Court. Please proceed.

Operator: Thank you. Our next question is from the line of John Young with Canaccord. Please proceed.

John Young: Thanks, Glenn and Derek. Appreciate giving the progress update provided today. I wanna go to the US accounts, 15 added in Q1. I think that was higher than any number that was added last year according to our model. I would love to know, is this due to the refocused sales team ramping quickly? Maybe how should we think about just the pace of account additions to the remainder of the US for the year? If I could ask my second question too related to the sales force, is just what metrics are you guys focused on in monitoring success of the revamped sales force? Thanks for taking the questions.

Speaker #6: Thanks, Glenn and Derrick. I appreciate the progress update provided today. I want to go to the US accounts—16 added in Q1. I think that was higher than any number that was added last year according to our model.

Speaker #6: I would love to know, is this due to the refocused sales team ramping quickly? And maybe, how should we think about just the pace of account additions in the remainder of the US for the year?

Speaker #6: And if I could ask my second question too, really, to the Salesforce—just what metrics are you guys focused on in monitoring the success of the revamped Salesforce?

Speaker #6: Thanks for taking the questions.

Glendon French: 15 is, as you noted, a strong number relative to what we saw on a quarterly basis across 2023. It's difficult to say whether that's anywhere close to the new normal. I think we're gonna stand with the 10 per quarter expectation which we laid out. I'll let Derrick talk about that guidance if he wishes to. That feels like the right sort of number. Some of these new accounts I think were lining up perhaps to happen late 2023, maybe fell into Q1. I think time will tell as to whether the mean is above 10, but I would keep that. With regard to metrics, you know, at this point, we feel really good about the plan.

Speaker #5: So, 15 is, as you noted, a strong number relative to what we saw on a quarterly basis across last year. It's difficult to say whether that's anywhere close to the new normal.

Speaker #5: I think we're going to stand with the 10 per quarter expectation, which we laid out. But I'll let Derrick talk about that guidance if he wishes to.

Speaker #5: But that feels like the right sort of number. Some of these new accounts, I think, were lining up perhaps to happen late last year, maybe fell into this quarter.

Speaker #5: I think time will tell as to whether the mean is above 10. But I would keep that. With regard to metrics, at this point, we feel really good about the plan.

Glendon French: We are focused on moving things in a, in a fairly simplified, basic way. We're just trying to bring our people up to speed as quickly as we possibly can. We have some territories that did very, very well last year. They continue to be doing well this year, continuing to, you know, take advantage of the momentum that they established. You know, we see that in an array of different indicators. We've talked before about the importance of StratX and seeing that, you know, sort of coming through as a leading indicator for our performance, and we feel good about where we sit at this point.

Speaker #5: We are focused on moving things in a fairly simplified, basic way, and we're just trying to bring our people up to speed as quickly as we possibly can.

Speaker #5: We have some territories that are that did very, very well last year. They continue to be doing well this year. Continuing to take advantage of the momentum that they established.

Speaker #5: And we see that in an array of different indicators. We've talked before about the importance of Strat-X and seeing that sort of coming through as a leading indicator for our performance and we feel good about where we sit at this point.

Speaker #1: Thank you. One moment for our next question. It comes from Franken with Lake Street Capital Markets. Please proceed.

Operator: Thank you. One moment for our next question. It comes from Frank Takkinen with Lake Street Capital Markets. Please proceed.

Speaker #4: Great. Thank you for taking the questions. I know this has come up on, I think it was the previous call as well, but wondering if you can speak to kind of bigger picture growth aspirations.

Frank Takkinen: Great. Thank you for taking the questions. I know this has come up on, I think it was the previous call as well, but, wondering if you can speak to kind of bigger picture, growth aspirations. I know you're only a few quarters into this, and I think last time the context provided was, substantially better, which obviously aligns with the cadence of revenue growth throughout 2026. Now that you've had a little bit more time with the organization, are you comfortable providing any type of we expect to be a double-digit grower commentary or something, similar, in nature to that as you think about a longer-term business?

Speaker #4: I know you're only a few quarters into this and I think last time the context provided was substantially better, which obviously aligns with the cadence of revenue growth throughout 2026.

Speaker #4: But now that you've had a little bit more time with the organization, are you comfortable providing any type of 'we expect to be a double-digit grower' commentary, or something similar in nature, as you think about the longer-term business?

Speaker #5: Yeah. Frank, you want to take that, Derrick? I mean, I'll go ahead and I'll start. You can add to it, Derrick, if you wish.

Glendon French: Yeah. Frank,

Frank Takkinen: Frank.

Glendon French: You wanna take that, Derrick? I mean, I'll go ahead. I'll start. You can add to it, Derrick, if you wish. We fully expect. I will speak for myself. I certainly expect us to be a double-digit grower. I think everybody on the team expects us to be a double-digit grower. I think we're trying to figure out, you know, when you look across the period, where we weren't meeting that expectation or we were moving, you know, sort of rapidly in the direction of not meeting that expectation was particularly in the United States. Yeah, we're trying to get to the bottom of that. We think we were doing too many things, and we think we lost too many sales reps, and we think we can get back into a double-digit range.

Frank Takkinen: You wanna take that, Derrick? I mean, I'll go ahead. I'll start. You can add to it, Derrick, if you wish. We fully expect. I will speak for myself. I certainly expect us to be a double-digit grower. I think everybody on the team expects us to be a double-digit grower. I think we're trying to figure out, you know, when you look across the period, where we weren't meeting that expectation or we were moving, you know, sort of rapidly in the direction of not meeting that expectation was particularly in the United States. Yeah, we're trying to get to the bottom of that. We think we were doing too many things, and we think we lost too many sales reps, and we think we can get back into a double-digit range.

Speaker #5: We fully expect I will speak for myself. I certainly expect us to be a double-digit grower. I think everybody on the team expects us to be a double-digit grower.

Speaker #5: I think we're trying to figure out when you look about you look across the period where we weren't meeting that expectation or we were moving sort of rapidly in the direction of not meeting that expectation was particularly in the United States.

Speaker #5: We're trying to get to the bottom of that. We think we were doing too many things, and we think we lost too many sales reps, and we think we can get back into a double-digit range. Where exactly in that range is still to be determined.

Glendon French: Where exactly in that range is still to be determined. I believe, you know, obviously outside the United States, we've thrown up a couple 20% in a row, roughly, in terms of our growth in 2025 over 2024 and 2024 over 2023. You know, absent the matters that Derrick outlined, we're in that same sort of neighborhood in Q1 as well in some of our key markets. All of our major European markets are double-digit growers in Q1. We don't report that, but that's the case. We feel good about that. They're executing on a plan that looks very much like the US plan, which is no coincidence. We've got TAM expanders on the horizon that we're working very, very hard to push forward.

Speaker #5: I believe, obviously, outside the United States, we've thrown up a couple of 20 percents in a row, roughly, in terms of our growth in 2025 over 2024 and 2024 over 2023.

Speaker #5: And absent the matters that Derrick outlined, we're in that same sort of neighborhood in the first quarter as well. And some of our key markets, all of our major European markets are double-digit growers in the first quarter.

Speaker #5: We don't report that, but that's the case. So we feel good about that. They're executing on a plan that looks very much like the U.S. plan.

Speaker #5: Which is no coincidence. And we've got PAM expanders on the horizon that we're working very, very hard to push forward. We're excited about Aeroseal.

Glendon French: We're excited about AeriSeal and look forward to talking more about that as we move deeper into the year. Derrick, did you want to add something to that?

Speaker #5: And look forward to talking more about that as we move in deeper into the year. Derrick, did you want to add something to that?

Speaker #3: Yeah. I would simply add that also it contemplated in our guidance even for 2025, as I just mentioned, is that we will exit the year growing double digits in both our international and US markets.

Derrick Sung: Yeah. I would simply add, that also it contemplated in our guidance even for 2025, as I just mentioned, is that we will exit the year growing double digits in both our international and US markets. I don't want to get ahead of ourselves and provide any more guidance than that beyond 2025. Or 2026. I'm sorry. In 2026, I meant to say, our guidance contemplates double-digit growth as we exit the year. I don't wanna provide any more guidance beyond 2026, but I just did want to add that additional commentary. Thanks, Frank.

Speaker #3: So I don't want to get ahead of ourselves and provide any more guidance than that, beyond '25 or '26. I'm sorry—in 2026, I meant to say our guidance contemplates double-digit growth as we exit the year.

Speaker #3: And I don't want to provide any more guidance beyond '26, but I just did want to add that additional commentary. Thanks, Frank.

Speaker #4: Perfect. Thanks, Paul. Thank you. Maybe just for my follow-up on the Chinese registration renewal is there a reliance on that to hit the second-half expectations for OUS growth and then related to that, what needs to happen for that renewal?

Frank Takkinen: Perfect. Thankful. Thank you. Maybe just for my follow-up on the Chinese registration renewal, is there a reliance on that to hit the H2 expectations for OUS growth? Related to that, what needs to happen for that renewal? Is this more administrative in nature? Is there some risk to this renewal maybe not occurring on time with your guided timelines?

Speaker #4: Is this more administrative in nature? Is there some risk to this renewal maybe not occurring on time with your guided timelines?

Speaker #3: Yeah, thanks, Frank, for that question. I'll take that. This is Derrick. So, we do continue to expect the renewal of our registration certificate to come in the back half of this year.

Derrick Sung: Yeah. Thanks, Frank, for that question. I'll take that. This is Derrick. We do continue to expect the renewal of our registration certificate to come in the back half of this year. It is, I believe, an administrative process that we're simply working through, it will simply take some time. At this point, we don't have any reason to believe that we won't get that registration certificate renewed in the back half of the year. Now, when that renewal comes, I would say that our expectation is that the resumption of sales into China will be very gradual. There'll be, you know, accounts will need to be restarted, et cetera. We're not expecting, you know, a bolus of sales to come in.

Speaker #3: It is, I believe, an administrative process that we're simply working through. So it will simply take some time. But at this point, we don't have any reason to believe that we won't get that registration certificate renewed in the back half of the year.

Speaker #3: Now, when we do get that when that renewal comes, I would say that our expectation is that the resumption of sales into China will be very gradual.

Speaker #3: There will be accounts that will need to be restarted, etc., so we're not expecting a bolus of sales to come in. It will take some time.

Derrick Sung: It will take some time. Our current guidance, you know, doesn't contemplate a significant contribution from China, even in the, in our H2. However, as I mentioned, we will be anniversarying those tough comps from our China sales in H1 of 2025. I think that'll, you know. We'll expect to flip back to positive international growth. As, you know, Glendon and I just mentioned, you'll see our international growth rates just really be much more reflective of the strong underlying growth in our direct international businesses that we're currently experiencing.

Speaker #3: And to that end, our current guidance doesn't contemplate a significant contribution from China even in our back half. However, as I mentioned, we will be anniversarying those tough comps from our China sales and in the first half of 2025.

Speaker #3: And so I think that'll we'll expect to flip back to positive international growth. And as Glenn and I just mentioned, you'll see our international growth rates just really be much more reflective of the strong underlying growth in our direct international businesses that we're currently experiencing.

Speaker #4: Perfect. Thank you.

Frank Takkinen: Perfect. Thank you.

Speaker #1: Thank you so much. One moment for our next question. And it's PSC. Please proceed.

Operator: Thank you so much. One moment for our next question. It comes from Joseph Downing with PSC. Please proceed.

Joseph Downing: Hey, Glenn and Derrick. Thanks for taking the question. I guess as you kind of reprioritize existing base of treating physicians, can you just help to quantify same store productivity, say, in your top quartile of accounts versus, say, the bottom couple quartiles? In this vein, I guess how much of the 2026 US revenue plan depends on lifting the bottom two quartiles versus this, you know, top 25%?

Speaker #4: Hey, Glenn and Derrick. Thanks for taking the question. Yeah. So I guess as you kind of reprioritize existing base of trading positions, can you just help to quantify same-store productivity, say, in your top quartile accounts versus, say, the bottom couple of quartiles?

Speaker #4: And in this vein, I guess, how much of the 2026 US revenue plan depends on both in the bottom two quartiles versus this top 25%?

Speaker #5: Yeah. I would say that we are focused on to the extent that we have some we've got a mix of things going on here, Joe.

Glendon French: Yeah.

Derrick Sung: Yeah.

Glendon French: I would say that we are focused on, you know, to the extent that we have some. We've got a mix of things going on here, Joe. We've got the, we've got uncovered territories that are now covered, so we need to, you know, reestablish those connections and get those moving. We tend to have a bias toward the accounts that are performing best and trying to move them along and take full advantage of the near to far strategy in relation to them, make sure that they're, you know, leveraging all the best practices that we've talked about in prior calls. So I would say the top quartile would be more of the area of focus as opposed to the lowest quartile.

Speaker #5: We've got the we've got uncovered territories that are now covered. So we need to reestablish those connections and get those moving. We tend to have a bias toward the accounts that are performing best and trying to move them along and take full advantage of the near-to-far strategy and relation to them, make sure that they're leveraging all the best practices that we've talked about in prior calls.

Speaker #5: And so I would say the top quartile would be more of the area of focus as opposed to the lowest quartile. We are, however, bringing in some number of new accounts that and we are standards for bringing our accounts online have changed.

Glendon French: We are, however, bringing in some number of new accounts that our standards for bringing our accounts online have changed quite a bit. We've really raised the bar and expect those accounts to invest pretty heavily in terms of their time and efforts to get up and running and have patients that are ready to go. There's far fewer people who are recently trained who are not doing procedures. We actually are quite optimistic about the newer accounts that are coming online and are doing procedures right out of the blocks. Those would be what I would consider outside the first, or the first quartile, or the top quartile, or lower quartile, but rather just new accounts on top of that.

Speaker #5: Quite a bit. We've really raised the bar and expect those accounts to invest pretty heavily in terms of their time and efforts to get up and running and have patience that are ready to go.

Speaker #5: So there's far fewer people who are recently trained who are not doing procedures. So we actually are quite optimistic about the newer accounts that are coming online and are doing procedures right out of the blocks.

Speaker #5: So those probably those would be what I would consider outside the first or the first quartile or the top quartile or lower quartile. But rather just new accounts on top of that.

Speaker #5: But first and foremost, we're getting our team up and running. A backup and running. And just trying to support these strongest of our accounts most predominantly and some of our newer accounts will also make some good contributions.

Glendon French: First and foremost, we're getting our team up and running, back up and running and just trying to support the strongest of our accounts most predominantly, and some of our newer accounts will also make some good contributions.

Speaker #2: Thanks, Glenn. And then just for my follow-up, I want to touch on LungTrax real quick. I know it's kind of being refocused or deemphasized a little bit, whichever way you prefer to frame it.

Joseph Downing: Thanks, Glenn. Just for my follow-up, wanna touch on LungTraX real quick. I know it's kind of being refocused or de-emphasized a little bit, whichever way, you know, you prefer to frame it. I'm just curious, like, what percent of US accounts right now, I think it's the larger ones you said are still, you know, it's more effectively used in those kind of accounts. What percent of the accounts are using it? Kind of what like ROI threshold would lead you to kind of selectively expand it again versus keeping it kind of at this narrow scope?

Speaker #2: But I'm just curious, what percent of US accounts right now I think it's the larger ones you said are still it's more effectively used in those kind of accounts?

Speaker #2: What percent of the accounts are using it? And then kind of what ROI threshold would lead you to kind of selectively expand it again versus keeping it kind of at this narrow scope?

Speaker #3: So we pulled back our we were spending what in retrospect looked like a disproportionate amount of our time pursuing Detect, what we call LungTrax Detect.

Glendon French: We were spending what in retrospect looked like a disproportionate amount of our time pursuing Detect, what we call LungTraX Detect. I think we brought that to a level of time and attention that it deserves. We learned a great deal during the period of time where we were heavily promoting Detect in that it really fits into a specific subset of our accounts. We did some pilots across the last year or so, and it revealed that the technology works well in certain types of accounts. We're tending to target Detect. I wouldn't call it a de-emphasis at all.

Speaker #3: And so I think we brought that to a level of time and attention that it deserves. We learned a great deal during the period of time where we were heavily promoting Detect.

Speaker #3: In that, it really fits into a specific subset of our accounts. We did some pilots across the last year or so. And it revealed that the technology works well in certain types of accounts.

Speaker #3: And so we're tending to target Detect. I wouldn't call it a de-emphasis at all. I think it was just a more focused approach to Detect.

Glendon French: I think it's just a more focused approach to Detect in situations where we have determined that there could be a sort of a great return for the hospital that invests in Detect in terms of patient flow and so forth. You know, everything you've heard before, which is in certain accounts, it can be great. We definitely have data that suggests that. It takes longer to get set up than we, I think anticipated last year that it would. Those that are up and running, it took a little time to get them up and running.

Speaker #3: In situations where we have determined that there could be a sort of great return for the hospital that invests in Detect in terms of patient flow and so forth.

Speaker #3: So as far as what percent of accounts, I don't think we report that. But everything you've heard before, which is in certain accounts, it can be great.

Speaker #3: We definitely have data that suggests that. It takes longer to get set up than we I think anticipated last year, that it would. And those that are up and running, it took a little time to get them up and running.

Speaker #3: But there seems to be all indications are that when that technology is up and running and being used, it's a pretty solid contributor to our efforts in that account.

Glendon French: There seems to be all indications are that when that technology is up and running and being used, it's a pretty solid contributor to our efforts in that account.

Speaker #4: Great. Thanks, Glenn. Appreciate it.

Joseph Downing: Great. Thanks, Glenn. Appreciate it.

Speaker #1: Thank you. And this will conclude the Q&A session. I will pass it back to Glenn French for closing remarks.

Operator: Thank you. This will conclude the Q&A session, and I will pass it back to Glendon French for closing remarks.

Speaker #5: Thank you very much, operator. In summary, we have a clear plan, and our first quarter reflects early progress executing this plan. We remain focused on the work ahead, specifically ramping U.S. sales, advancing our clinical programs, and delivering the financial leverage to which we have committed.

Glendon French: Thank you very much, operator. In summary, we have a clear plan, our Q1 reflects early progress executing this plan. We remain focused on the work ahead, specifically ramping US sales, advancing our clinical programs, and delivering the financial leverage to which we have committed. We are right where we expected to be at this point. We are confident in our business and in our team's ability to continue to execute. I want to thank you very much, too. I'd like to express a thank you to our employees for your focused and considerable efforts. Thank everyone on this call today for your time and your ongoing interest in Pulmonx. Have a good afternoon.

Speaker #5: We are right where we expected to be at this point. We are confident in our business and in our team's ability to continue to execute.

Speaker #5: I want to thank you very much too, I'd like to express a thank you to our employees. For your focused and considerable efforts. And thank everyone on this call today for your time and your ongoing interest in Pulmonx.

Speaker #5: Have a good afternoon.

Operator: This concludes our conference. Thank you for participating, and you may now disconnect.

Q1 2026 Pulmonx Corp Earnings Call

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