Q2 2026 Sleep Cycle AB (publ) Earnings Call
Speaker #1: Good morning, everyone, and welcome to Sleep Cycle's second quarter earnings call. I'm Erik J. Mark, the CEO, and I'm joined by Elisabeth Hedman, our CFO and Head of Investor Relations.
Erik Jivmark: Good morning, everyone, and welcome to Sleep Cycle's Q2 earnings call. I am Erik Jivmark, I am the CEO, and I am joined by Elisabeth Hedman, our CFO and Head of Investor Relations. Q2 was a demanding quarter for the consumer business, but it was also a quarter where the strategic shift we have been building towards became increasingly tangible. Today, I want to spend most of my time on that shift. What is changing in our market, how we are broadening the business beyond the app, and the progress we are seeing across the three growth pillars. First, our mission, it has not changed. We want to improve global health by helping people to take control over their sleep. What is changing, though, is how we scale that mission. We are moving beyond app stores. Sleep Cycle starts from a position that is difficult to replicate.
Erik Jivmark: Good morning, everyone, and welcome to Sleep Cycle's Q2 earnings call. I am Erik Jivmark, I am the CEO, and I am joined by Elisabeth Hedman, our CFO and Head of Investor Relations. Q2 was a demanding quarter for the consumer business, but it was also a quarter where the strategic shift we have been building towards became increasingly tangible. Today, I want to spend most of my time on that shift. What is changing in our market, how we are broadening the business beyond the app, and the progress we are seeing across the three growth pillars. First, our mission, it has not changed. We want to improve global health by helping people to take control over their sleep. What is changing, though, is how we scale that mission. We are moving beyond app stores. Sleep Cycle starts from a position that is difficult to replicate.
Speaker #1: So, Q2 was a demanding quarter for the consumer business, but it was also a quarter where the strategic shift we have been building toward became increasingly tangible.
Speaker #1: Today, I want to spend most of my time on that shift—what is changing in our market, how we are broadening the business beyond the app, and the progress we're seeing across the three growth pillars.
Speaker #1: But first, our mission: it has not changed. We want to improve global health by helping people take control of their sleep. What is changing, though, is how we scale that mission.
Speaker #1: We're moving beyond app stores. Sleep Cycle starts from a position that is difficult to replicate. We have analyzed more than 4 billion nights of sleep.
Erik Jivmark: We have analyzed more than 4 billion nights of sleep. We reached more than 82 million installs, and we built a large active user base over more than a decade. Importantly, this was built largely through organic growth and also with a very efficient operating model. When we talk about moving beyond the app, we are not starting a new business from scratch. We are taking technology, we are taking data distribution, and also our sleep expertise that already exists, and we apply that in more ways. Thereby, we are taking control of our own destiny. This chart explains where we are in the journey. From 2021 to 2025, we built a highly profitable consumer business. Revenue grew, margins expanded, and B2B gradually became a larger part of the mix. 2026 is different. We are deliberately investing more heavily in new growth areas while the consumer business is under pressure.
Erik Jivmark: We have analyzed more than 4 billion nights of sleep. We reached more than 82 million installs, and we built a large active user base over more than a decade. Importantly, this was built largely through organic growth and also with a very efficient operating model. When we talk about moving beyond the app, we are not starting a new business from scratch. We are taking technology, we are taking data distribution, and also our sleep expertise that already exists, and we apply that in more ways. Thereby, we are taking control of our own destiny. This chart explains where we are in the journey. From 2021 to 2025, we built a highly profitable consumer business. Revenue grew, margins expanded, and B2B gradually became a larger part of the mix. 2026 is different. We are deliberately investing more heavily in new growth areas while the consumer business is under pressure.
Speaker #1: We reached more than 82 million installs, and we built a large, active user base over more than a decade. Importantly, this was achieved largely through organic growth and with a very efficient operating model.
Speaker #1: So when we talk about moving beyond the app, we're not starting a new business from scratch. We're taking technology, data, distribution, and also our sleep expertise that already exists, and we apply that in more ways.
Speaker #1: And thereby, we're taking control of our own destiny. So, this chart explains where we are in the journey. From 2021 to 2025, we built a highly profitable consumer business.
Speaker #1: Revenue grew, margins expanded, and B2B gradually became a larger part of the mix. 2026 is different. We are deliberately investing more heavily in new growth areas, while the consumer business is under pressure.
Speaker #1: But we're funding that transformation from the business we've already built. The objective is clear: from 2027 onward, we want several growth engines rather than relying almost entirely on one consumer subscription product.
Erik Jivmark: But we are funding that transformation from the business we have already built. The objective is clear. From 2027 and onward, we want several growth engines rather than relying almost entirely on one consumer subscription product. That is the transition that we are making. The reason why we can do that is because the underlying opportunity around sleep is broadening. Sleep is increasingly connected to health, performance, recovery, and even longevity. Therefore, the way consumers experience sleep technology is also changing. It is moving into all the different spaces such as wearables, digital health, even pharma, smart home products, and broader health platforms. Those environments increasingly value exactly the type of technology we have built. Passive sensing, continuous insights, and software that can operate in the background.
Erik Jivmark: But we are funding that transformation from the business we have already built. The objective is clear. From 2027 and onward, we want several growth engines rather than relying almost entirely on one consumer subscription product. That is the transition that we are making. The reason why we can do that is because the underlying opportunity around sleep is broadening. Sleep is increasingly connected to health, performance, recovery, and even longevity. Therefore, the way consumers experience sleep technology is also changing. It is moving into all the different spaces such as wearables, digital health, even pharma, smart home products, and broader health platforms. Those environments increasingly value exactly the type of technology we have built. Passive sensing, continuous insights, and software that can operate in the background.
Speaker #1: That is the transition that we're making. The reason why we can do that is because the underlying opportunity around sleep is broadening. Sleep is increasingly connected to health, performance, recovery, and even longevity.
Speaker #1: And therefore, the way consumers experience sleep technology is also changing. It's moving into all the different spaces, such as wearables, digital health, even pharma, smart home products, and broader health platforms.
Speaker #1: And those environments increasingly value exactly the type of technology we have built: passive sensing, continuous insights, and software that can operate in the background.
Speaker #1: So, the important point is that the sleep opportunity is increasingly larger than the standalone sleep app category where we have historically been operating. That also changes the market that we can address.
Erik Jivmark: The important point is that the sleep opportunity is increasingly larger than the standalone sleep app category where we have historically been operating. That also changes the market that we can address. Historically, we operated primarily in a sleep app market around SEK 1.7 billion. By applying the same underlying technology to Sleep Apnea Screening and tech licensing, our estimated addressable market expands to around SEK 47 billion annually. That is a structural change. The same core technology, more use cases, more distribution channels, and much larger markets. This brings us to the three pillars of the strategy. First, we have the Sleep Cycle app. It remains our consumer engine. It is our largest source of revenue, and it is an important distribution platform. This is where the majority of our staff is focusing their time.
Erik Jivmark: The important point is that the sleep opportunity is increasingly larger than the standalone sleep app category where we have historically been operating. That also changes the market that we can address. Historically, we operated primarily in a sleep app market around SEK 1.7 billion. By applying the same underlying technology to Sleep Apnea Screening and tech licensing, our estimated addressable market expands to around SEK 47 billion annually. That is a structural change. The same core technology, more use cases, more distribution channels, and much larger markets. This brings us to the three pillars of the strategy. First, we have the Sleep Cycle app. It remains our consumer engine. It is our largest source of revenue, and it is an important distribution platform. This is where the majority of our staff is focusing their time.
Speaker #1: Historically, we operated primarily in a sleep app market of around SEK 1.7 billion, by applying the same underlying technology to sleep apnea and tech licensing.
Speaker #1: Our estimated addressable market expands to around SEK 47 billion annually. That is the structural change. So, the same core technology, more use cases, more distribution channels, and much larger markets.
Speaker #1: So this brings us to the three pillars of the strategy. First, we have the Sleep Cycle app. It remains our consumer engine. It's our largest source of revenue, and it's an important distribution platform.
Speaker #1: This is where the majority of our staff is focusing their time. Secondly, we have sleep apnea, where we want to apply our technology to a significantly larger medical need and a much larger market.
Erik Jivmark: Secondly, we have Sleep Apnea Screening, where we want to apply our technology to a significantly larger medical need and a much larger market. Thirdly, we have tech licensing, where partners can embed the Sleep Cycle technology directly into their own products and ecosystems. What connects all these is the same underlying technology platform. That is very important because we are not building three unrelated businesses. What we are doing is we are creating multiple routes to market from the capabilities we already have.
Erik Jivmark: Secondly, we have Sleep Apnea Screening, where we want to apply our technology to a significantly larger medical need and a much larger market. Thirdly, we have tech licensing, where partners can embed the Sleep Cycle technology directly into their own products and ecosystems. What connects all these is the same underlying technology platform. That is very important because we are not building three unrelated businesses. What we are doing is we are creating multiple routes to market from the capabilities we already have.
Speaker #1: And thirdly, we have tech licensing, where partners can embed the Sleep Cycle technology directly into their own products and ecosystems. What connects all these is the same underlying technology platform.
Speaker #1: And that is very important, because we're not building three unrelated businesses. What we're doing is creating multiple routes to market from the capabilities we already have.
Speaker #1: I want to zoom in a little bit on each of these pillars, starting with the app. There is no other way to put it than to say the consumer business remains under pressure, particularly at the top of the funnel.
Erik Jivmark: I want to zoom in a little bit on each of these pillars. Starting with the app. There is no other way to put it than the consumer business remains under pressure, particularly at the top of the funnel. Acquisition is the main challenge. Underneath the headline, there are several encouraging signals. We continue to gain download shares within the meditation and sleep tracker segment on iOS.
Erik Jivmark: I want to zoom in a little bit on each of these pillars. Starting with the app. There is no other way to put it than the consumer business remains under pressure, particularly at the top of the funnel. Acquisition is the main challenge. Underneath the headline, there are several encouraging signals. We continue to gain download shares within the meditation and sleep tracker segment on iOS.
Speaker #1: Acquisition is the main challenge. But underneath the headline, there are several encouraging signals. We continue to gain download share within the meditation and sleep tracker segment on iOS.
Speaker #1: Pricing has held up. We have an FX-adjusted ARPU at SEK 280. We also see that engagement is improving. We have a threefold increase in sleep-aid listening, to mention one thing.
Erik Jivmark: Pricing has held up. We have an FX-adjusted ARPU at 280 SEK. We also see that engagement is improving. We have a threefold increase in CPAP listening, to mention one thing. We are starting to build distribution outside the traditional app store funnel. Web to app is still small, but conversion and monetization are moving materially in the right direction. The diagnosis is very straightforward. We need to rebuild acquisition, but the underlying product economics and also the engagement give us something to build from. Turning to Sleep Apnea Screening. Before we go into the details of the program, I think it is worth keeping the opportunity in mind. Sleep Apnea Screening is a very large and highly undiagnosed condition. Traditional diagnostic pathways are expensive and difficult to scale.
Erik Jivmark: Pricing has held up. We have an FX-adjusted ARPU at 280. We also see that engagement is improving. We have a threefold increase in CPAP listening, to mention one thing. We are starting to build distribution outside the traditional app store funnel. Web to app is still small, but conversion and monetization are moving materially in the right direction. The diagnosis is very straightforward. We need to rebuild acquisition, but the underlying product economics and also the engagement give us something to build from. Turning to Sleep Apnea Screening. Before we go into the details of the program, I think it is worth keeping the opportunity in mind. Sleep Apnea Screening is a very large and highly undiagnosed condition. Traditional diagnostic pathways are expensive and difficult to scale.
Speaker #1: And we're starting to build distribution outside the traditional app store funnel. So, web-to-app is still small, but conversion and monetization are moving materially in the right direction.
Speaker #1: So, the diagnosis is very straightforward. We need to rebuild acquisition, but the underlying product economics and also the engagement give us something to build from.
Speaker #1: Turning to sleep apnea, before we go into the details of the program, I think it's worth keeping the opportunity in mind. Sleep apnea is a very large and highly undiagnosed condition.
Speaker #1: Traditional diagnostic pathways are expensive and difficult to scale. Our ambition is to make risk detection significantly more accessible through a software-only approach. And 150,000 people who have already signed up and registered interest gives us an indication that there is real consumer demand ahead of launch.
Erik Jivmark: Our ambition is to make risk detection significantly more accessible through a software-only approach, and 150,000 people who already signed up and registered interest gives us an indication that there is a real consumer demand ahead of launch. The same goes for B2B, where we have a lot of interesting conversations right now with potential partners. Let's talk a little bit about the clinical validation study. The original study itself has been executed essentially as planned. The challenge is that fewer participants than expected have turned out to have moderate to severe OSA. Importantly, participants cannot be recruited based on previously known sleep apnea diagnosis. We only know the clinical mix after the study nights have been completed. We do not know it beforehand. As a result, we need to find more people that have moderate to severe OSA.
Erik Jivmark: Our ambition is to make risk detection significantly more accessible through a software-only approach, and 150,000 people who already signed up and registered interest gives us an indication that there is a real consumer demand ahead of launch. The same goes for B2B, where we have a lot of interesting conversations right now with potential partners. Let's talk a little bit about the clinical validation study. The original study itself has been executed essentially as planned. The challenge is that fewer participants than expected have turned out to have moderate to severe OSA. Importantly, participants cannot be recruited based on previously known sleep apnea diagnosis. We only know the clinical mix after the study nights have been completed. We do not know it beforehand. As a result, we need to find more people that have moderate to severe OSA.
Speaker #1: And the same goes for B2B, where we have a lot of interesting conversations right now with potential partners. But let's talk a little bit about the clinical validation study.
Speaker #1: So, the original study itself has been executed essentially as planned. The challenge is that fewer participants than expected have turned out to have moderate to severe OSA.
Speaker #1: So, importantly, participants cannot be recruited based on a previously known sleep apnea diagnosis. We only know the clinical mix after the study nights have been completed; we don't know it beforehand.
Speaker #1: As a result, we need to find more people who have moderate to severe OSA. Therefore, additional enrollment is required to secure the statistical basis for regulatory approval.
Erik Jivmark: Therefore, additional enrollment is required to secure the statistical basis for the regulatory approval. That will require a materially larger investment and shift the timeline. The newly appointed board is currently preparing the decision on the scope of the extension. Our ambition is to achieve the regulatory approval in the US. That remains unchanged. We will, of course, communicate it and update a timeline once the decision has been taken. It is also important to separate the need for additional enrollment from the broader regulatory program. We have made a number of significant milestones in this quarter. We have external specialists that have been validating the regulatory approach that we are taking. The quality system is being established against the relevant standards. The documentation has passed an external pre-audit, and the design freeze is done. The work is now about completing the required clinical evidence that we need.
Erik Jivmark: Therefore, additional enrollment is required to secure the statistical basis for the regulatory approval. That will require a materially larger investment and shift the timeline. The newly appointed board is currently preparing the decision on the scope of the extension. Our ambition is to achieve the regulatory approval in the US. That remains unchanged. We will, of course, communicate it and update a timeline once the decision has been taken. It is also important to separate the need for additional enrollment from the broader regulatory program. We have made a number of significant milestones in this quarter. We have external specialists that have been validating the regulatory approach that we are taking. The quality system is being established against the relevant standards. The documentation has passed an external pre-audit, and the design freeze is done. The work is now about completing the required clinical evidence that we need.
Speaker #1: That will require a materially larger investment and shift the timeline. The newly appointed board is currently preparing the decision on the scope of the extension.
Speaker #1: Our ambition to achieve regulatory approval in the US remains unchanged. We will, of course, communicate and update the timeline once a decision has been made.
Speaker #1: It's also important to separate the need for additional enrollment from the broader regulatory program. We have achieved a number of significant milestones in this quarter.
Speaker #1: We have external specialists that have been validating the regulatory approach that we're taking. The quality system is being established against the relevant standards. The documentation has passed an external pre-audit, and the design phase is done.
Speaker #1: So the work is now about completing the required clinical evidence that we need. The dates beyond Q2—you should see those as preliminary, and that depends, of course, on the board's decision and the pace of recruitment.
Erik Jivmark: The dates beyond Q2, you should see those as preliminary, it depends, of course, on the board's decision and the pace of recruitment. Our ambition remains US regulatory approval during 2027. Finally, tech licensing. This is where we are increasingly moving from a platform development to commercial adaptation. We now have a broad set of partner-ready capabilities, these capabilities can be embedded across a wide range of partner ecosystems. I think more importantly, we have commercial proof. After the quarter, Ultrahuman, they converted their pilot into a commercial SDK license. We started an SDK pilot with Ant Group. This gives us an entry into the Chinese market, our global IoT agreement starts to contribute revenue now in Q3. We have also completed the UK HSA research and the collaboration we have there around cough data.
Erik Jivmark: The dates beyond Q2, you should see those as preliminary, it depends, of course, on the board's decision and the pace of recruitment. Our ambition remains US regulatory approval during 2027. Finally, tech licensing. This is where we are increasingly moving from a platform development to commercial adaptation. We now have a broad set of partner-ready capabilities, these capabilities can be embedded across a wide range of partner ecosystems. I think more importantly, we have commercial proof. After the quarter, Ultrahuman, they converted their pilot into a commercial SDK license. We started an SDK pilot with Ant Group. This gives us an entry into the Chinese market, our global IoT agreement starts to contribute revenue now in Q3. We have also completed the UK HSA research and the collaboration we have there around cough data.
Speaker #1: But our ambition remains U.S. regulatory approval during 2027. Finally, tech licensing: this is where we are increasingly moving from platform development to commercial adaptation.
Speaker #1: We now have a broad set of partner-ready capabilities, and these capabilities can be embedded across a wide range of partner ecosystems. And I think, more importantly, we have commercial proof.
Speaker #1: After the quarter, Ultrahuman converted their pilot into a commercial SDK license. We started an SDK pilot with Ant Group. This gives us an entry into the Chinese market.
Speaker #1: And our global IoT agreements start to contribute revenue now in Q3. We have also completed the UK HSA research and the collaboration we have there around COFF data.
Speaker #1: So, this is increasingly becoming a real commercial business, not a strategic pipeline. And with that, I'll hand over to Elizabeth to take you through the financial performance.
Erik Jivmark: This is increasingly becoming a real commercial business, not a strategic pipeline. With that, I will hand over to Elisabeth to take you through the financial performance.
Erik Jivmark: This is increasingly becoming a real commercial business, not a strategic pipeline. With that, I will hand over to Elisabeth to take you through the financial performance.
Speaker #2: Thank you, Eric. So, let me take you through the quarter in numbers. I'll keep this to the headlines and come back to the details on the slides that follow.
Elisabeth Hedman: Thank you, Erik. Let me take you through the quarter in numbers. I will keep this to the headlines and come back to the details on the slides that follow. Net sales were just under 50 million SEK, down around 20% reported and around 15% currency adjusted. EBIT was -7.5 million SEK, that figure carries close to 11 million SEK of items affecting comparability. Adjusted EBIT was positive at 3.4 million SEK, a margin of nearly 7%. Paying subscribers ended at the quarter at 665,000 against 878,000 a year ago. ARPU was 257 SEK reported, but 280 SEK currency adjusted. The B2B revenue grew close to 30% year over year and now accounts for around 15% of the total revenue. We ran the quarter with 38 employees on average. That is the shape of the quarter.
Elisabeth Hedman: Thank you, Erik. Let me take you through the quarter in numbers. I will keep this to the headlines and come back to the details on the slides that follow. Net sales were just under 50 million SEK, down around 20% reported and around 15% currency adjusted. EBIT was -7.5 million SEK, that figure carries close to 11 million SEK of items affecting comparability. Adjusted EBIT was positive at 3.4 million SEK, a margin of nearly 7%. Paying subscribers ended at the quarter at 665,000 against 878,000 a year ago. ARPU was 257 SEK reported, but 280 SEK currency adjusted. The B2B revenue grew close to 30% year over year and now accounts for around 15% of the total revenue. We ran the quarter with 38 employees on average. That is the shape of the quarter.
Speaker #2: Net sales were just under SEK 50 million, down around 20% reported and around 15% currency adjusted. EBIT was minus SEK 7.5 million, and that figure includes close to SEK 11 million of items affecting comparability. Adjusted EBIT was positive at SEK 3.4 million, a margin of nearly 7%.
Speaker #2: Paying subscribers ended the quarter at 665,000, compared to 878,000 a year ago. ARPU was 257 SEK reported, but 280 SEK currency adjusted. The B2B revenue grew close to 30% year over year and now accounts for around 15% of total revenue.
Speaker #2: And we ran the quarter with an average of 38 employees. So that is the shape of the quarter. We have a top line under pressure, a mix moving in the right direction, and a deliberate investment profile.
Elisabeth Hedman: We have a top line under pressure, a mix moving in the right direction, and a deliberate investment profile. I will take you through the bridge to adjusted EBIT and the cash position on the next few slides. This slide is the single best picture of the transformation. The B2B share of revenue has gone from around 5% to 15% in nine quarters. That is roughly a tripling. The B2B revenue was broadly flat this quarter against the previous quarter, the reason is specific. We renegotiated our agreement with Ultrahuman during this quarter, the pilot was converted into a commercial licensing agreement. We had a temporary kind of pause on the revenue. Year over year, the B2B revenue grew close to 30% against a 9% share a year ago.
Elisabeth Hedman: We have a top line under pressure, a mix moving in the right direction, and a deliberate investment profile. I will take you through the bridge to adjusted EBIT and the cash position on the next few slides. This slide is the single best picture of the transformation. The B2B share of revenue has gone from around 5% to 15% in nine quarters. That is roughly a tripling. The B2B revenue was broadly flat this quarter against the previous quarter, the reason is specific. We renegotiated our agreement with Ultrahuman during this quarter, the pilot was converted into a commercial licensing agreement. We had a temporary kind of pause on the revenue. Year over year, the B2B revenue grew close to 30% against a 9% share a year ago.
Speaker #2: So I'll take you through the bridge to adjusted EBIT and the cash position on the next few slides. This slide is the single best picture of the transformation.
Speaker #2: The B2B share of revenue has gone from around 5% to 15% in nine quarters. That's roughly a tripling. The B2B revenue was broadly flat this quarter against the previous quarter, and the reason is specific.
Speaker #2: We renegotiated our agreement with Ultrahuman during this quarter, and the pilot was converted into a commercial licensing agreement. So, we had a temporary kind of pause on the revenue.
Speaker #2: Year over year, the B2B revenue grew close to 30%, compared to a 9% share a year ago. And based on the signed agreements we have, we expect the B2B revenue to come in above SEK 9 million in the third quarter.
Elisabeth Hedman: On the signed agreement we have, we expect the B2B revenue to come in above SEK 9 million in Q3. On the consumer side, the currency-adjusted ARPU was SEK 280 against the SEK 257 reported and SEK 269 last year. That gap is the whole story. Currency is the headwind, not willingness to pay. Our price increases are showing through in the currency-adjusted figures. While the reported top line is down, the mix underneath is shifting towards the recurring higher leverage B2B revenue that we have been building for. Now to the financials in a bit more detail and what sits behind the numbers. Starting with the currency, around 6 percentage points of the reported decline is exchange rates, not lost business. Currency adjusted, the decline is around 15% rather than 20%.
Elisabeth Hedman: On the signed agreement we have, we expect the B2B revenue to come in above SEK 9 million in Q3. On the consumer side, the currency-adjusted ARPU was SEK 280 against the SEK 257 reported and SEK 269 last year. That gap is the whole story. Currency is the headwind, not willingness to pay. Our price increases are showing through in the currency-adjusted figures. While the reported top line is down, the mix underneath is shifting towards the recurring higher leverage B2B revenue that we have been building for. Now to the financials in a bit more detail and what sits behind the numbers. Starting with the currency, around 6 percentage points of the reported decline is exchange rates, not lost business. Currency adjusted, the decline is around 15% rather than 20%.
Speaker #2: On the consumer side, the currency-adjusted ARPU was SEK 280, versus SEK 257 reported and SEK 269 last year. And that gap is the whole story.
Speaker #2: Currency is the headwind, not willingness to pay. So our price increases are showing through in the currency-adjusted figures. While the reported top line is down, the mix underneath is shifting towards the recurring, higher-leverage B2B revenue that we have been building for.
Speaker #2: Now, to the financials in a bit more detail and what sits behind the numbers. Starting with the currency: around 6 percentage points of the reported decline is due to exchange rates, not lost business.
Speaker #2: So, currency-adjusted, the decline is around 15% rather than 20%. And it's worth being precise about where the rest of it sits—it's in the new B2B sales.
Elisabeth Hedman: It is worth being precise about where the rest of it sits. It is in the new B2B sales. It is not within retention. Renewal and pricing are holding up. The pressure is at the top of the acquisition funnel. Against that, the B2B grew close to 30% year-over-year with an increasing share of it recurring. Sequentially, it was broadly flat for the reason I mentioned on the previous slide, but the year-over-year trend is the one that matters here. On costs, the reported lines in the table carry the items affecting comparability. Close to SEK 9 million of transaction costs for the offer sits in other external costs, and just over SEK 2 million for the reorganization sits in personnel. Excluding those, which is the like-for-like comparison, the cost base is still up, and that is deliberate. The technology platform and the partnership business.
Elisabeth Hedman: It is worth being precise about where the rest of it sits. It is in the new B2B sales. It is not within retention. Renewal and pricing are holding up. The pressure is at the top of the acquisition funnel. Against that, the B2B grew close to 30% year-over-year with an increasing share of it recurring. Sequentially, it was broadly flat for the reason I mentioned on the previous slide, but the year-over-year trend is the one that matters here. On costs, the reported lines in the table carry the items affecting comparability. Close to SEK 9 million of transaction costs for the offer sits in other external costs, and just over SEK 2 million for the reorganization sits in personnel. Excluding those, which is the like-for-like comparison, the cost base is still up, and that is deliberate. The technology platform and the partnership business.
Speaker #2: It's not within retention. Renewal and pricing are holding up; the pressure is at the top of the acquisition funnel. Against that, the B2B grew close to 30% year-over-year, with an increasing share of it recurring.
Speaker #2: Sequentially, it was broadly flat for the reason I mentioned on the previous slide, but the year-over-year trend is the one that matters here.
Speaker #2: On costs, the reported lines in the table carry the items affecting comparability. Close to SEK 9 million of transaction costs for the offers sits in other external costs.
Speaker #2: And just over SEK 2 million for the reorganization sits in personnel. Excluding those—which is the like-for-like comparison—the cost base is still up, and that is deliberate.
Speaker #2: The technology platform and the partnership business. The other side of the margin is simply the top line. The revenue that we lost is B2C, and that shortfall weighs directly on the margin.
Elisabeth Hedman: The other side of the margin is simply the top line. The revenue that we lost is B2C, and that shortfall weighs directly on the margin. The reported margin was -15% and adjusted close to 7%. The difference between those two is the items affecting comparability, the offer, and the reorganization. I will show you a bridge on the next slide. Here is the bridge. We start at SEK -7.5 million reported. We add back around SEK 9 million of transaction costs related to the public cash offer and just over SEK 2 million of reorganization costs. Together, close to SEK 11 million of items affecting the comparability between the quarters. That takes us to an adjusted EBIT of +SEK 3 million with a margin of nearly 7%. The point I want to leave with you is that both items are non-recurring and separately identifiable.
Elisabeth Hedman: The other side of the margin is simply the top line. The revenue that we lost is B2C, and that shortfall weighs directly on the margin. The reported margin was -15% and adjusted close to 7%. The difference between those two is the items affecting comparability, the offer, and the reorganization. I will show you a bridge on the next slide. Here is the bridge. We start at SEK -7.5 million reported. We add back around SEK 9 million of transaction costs related to the public cash offer and just over SEK 2 million of reorganization costs. Together, close to SEK 11 million of items affecting the comparability between the quarters. That takes us to an adjusted EBIT of +SEK 3 million with a margin of nearly 7%. The point I want to leave with you is that both items are non-recurring and separately identifiable.
Speaker #2: So the reported margin was minus 15% and adjusted close to 7%. And the difference between those two is the items affecting comparability, the offer, and the reorganization. I will show you a bridge on the next slide.
Speaker #2: So here is the bridge. We start at minus SEK 7.5 million reported. We add back around SEK 9 million of transaction costs related to the public cash offer.
Speaker #2: And just over SEK 2 million of reorganization costs. Together, close to SEK 11 million of items affecting the comparability between the quarters. That takes us to adjusted EBIT of positive SEK 3 million, with a margin of nearly 7%.
Speaker #2: The point I want to leave with you is that both items are non-recurring and separately identifiable. This is not a redefinition of the underlying cost base.
Elisabeth Hedman: This is not a redefinition of the underlying cost base. The costs are related to these two items. On cash, the headline is that operations still generate cash. During this quarter, we paid a dividend to shareholders, and we invested primarily within Sleep Apnea Screening. That is why the cash flow is reflected this way. It is all funded internally. We have no debt, so we do not expect to need external capital while still returning capital to shareholders. The investment program itself is fully self-funded. With that, let me hand back to Erik Jivmark to take you through the medium-term targets and what the apnea licensing opportunities look like from here. Erik.
Elisabeth Hedman: This is not a redefinition of the underlying cost base. The costs are related to these two items. On cash, the headline is that operations still generate cash. During this quarter, we paid a dividend to shareholders, and we invested primarily within Sleep Apnea Screening. That is why the cash flow is reflected this way. It is all funded internally. We have no debt, so we do not expect to need external capital while still returning capital to shareholders. The investment program itself is fully self-funded. With that, let me hand back to Erik Jivmark to take you through the medium-term targets and what the apnea licensing opportunities look like from here. Erik.
Speaker #2: The costs are related to these two items. On cash, the headline is that operations still generate cash. During this quarter, we paid a dividend to shareholders, and we invested primarily within Sleep Apnea.
Speaker #2: That's why the cash flow is reflected this way. It's also ended internally. We have no debt, so we do not expect to need external capital.
Speaker #2: While still returning capital to shareholders. So, the investment program itself is fully self-funded. And with that, let me hand back to Eric to take you through the medium-term targets and what the apnea licensing opportunities look like from here.
Speaker #2: Eric.
Speaker #1: All right. Thank you, Elizabeth. So, our medium-term ambition is unchanged, and I want to say that clearly, given the quarter we just reported. On capital return, 40 to 60 percent of profit after tax are paid out to shareholders.
Erik Jivmark: All right. Thanks, Elisabeth. Our medium-term ambition is unchanged. I want to say that clearly, given the quarter we just reported. On capital return, 40% to 60% of profit after tax are paid out to shareholders. The dividend of SEK 0.53 per share for the 2025 financial year was approved at the AGM on 13 April 2026. On growth, we retain the ambition to double revenue over the medium term. It is driven primarily by the B2B Sleep Apnea and tech licensing. On profitability, an EBIT margin of at least 25% per year, and that should be measured through the cycle. These are through-cycle targets, and Q2 sits below the profitability level. As you notice, there is also a lot of non-recurring items.
Erik Jivmark: All right. Thanks, Elisabeth. Our medium-term ambition is unchanged. I want to say that clearly, given the quarter we just reported. On capital return, 40% to 60% of profit after tax are paid out to shareholders. The dividend of SEK 0.53 per share for the 2025 financial year was approved at the AGM on 13 April 2026. On growth, we retain the ambition to double revenue over the medium term. It is driven primarily by the B2B Sleep Apnea and tech licensing. On profitability, an EBIT margin of at least 25% per year, and that should be measured through the cycle. These are through-cycle targets, and Q2 sits below the profitability level. As you notice, there is also a lot of non-recurring items.
Speaker #1: The dividend of SEK 0.53 per share for the 2025 financial year was approved at the AGM on the 13th of April, 2026. On growth, we retain the ambition to double revenue over the medium term.
Speaker #1: It's driven primarily by the B2B sleep apnea and tech licensing. On profitability, an EBIT margin of at least 25% per year, and that should be measured through the cycle.
Speaker #1: So these are through-cycle targets. Q2 sits below the profitability level and, as you noticed, there are also a lot of non-recurring items. However, the targets reflect where we expect the business to operate once the B2B ramp-up and the apnea investment phase are behind us.
Erik Jivmark: However, the targets reflect where we expect the business to operate once the B2B ramp up and the apnea investment phase are behind us. I just want to close with the outlook. The picture for the second half is relatively clear. We still expect full-year revenue to decline, but we expect the rate of the decline to moderate in the second half as B2B revenue grows from being agreements that are already signed into converting to revenue. In Q3, we expect B2B revenue to exceed SEK 9 million. That would represent around a 30% year-on-year growth. That is before we add any new contributions from contracts that we have not yet signed. On profitability, we continue to expect a reported EBIT margin of around 5% for the full year, with the adjusted margin around 9%. On Sleep Apnea, our ambition for US regulatory approval in 2027 remains unchanged.
Erik Jivmark: However, the targets reflect where we expect the business to operate once the B2B ramp up and the apnea investment phase are behind us. I just want to close with the outlook. The picture for the second half is relatively clear. We still expect full-year revenue to decline, but we expect the rate of the decline to moderate in the second half as B2B revenue grows from being agreements that are already signed into converting to revenue. In Q3, we expect B2B revenue to exceed SEK 9 million. That would represent around a 30% year-on-year growth. That is before we add any new contributions from contracts that we have not yet signed. On profitability, we continue to expect a reported EBIT margin of around 5% for the full year, with the adjusted margin around 9%. On Sleep Apnea, our ambition for US regulatory approval in 2027 remains unchanged.
Speaker #1: I just want to close with the outlook. So, the picture for the second half is relatively clear. We still expect full-year revenue to decline, but we expect the rate of decline to moderate in the second half as B2B revenue grows from being agreements that are already signed into converting to revenue.
Speaker #1: In Q3, we expect B2B revenue to exceed 9 million SEK. That would represent around 30% year-on-year growth. And that is before we add any new contributions from contracts that we haven't yet signed.
Speaker #1: On profitability, we continue to expect a reported EBIT margin of around 5% for the full year, with the adjusted margin around 9%. And on sleep apnea, our ambition for U.S. regulatory approval in 2027 remains unchanged.
Speaker #1: The next step is that the board will decide on the scope of the study and the extension of the study. So, despite the challenging consumer environment, the direction of travel is crystal clear for us.
Erik Jivmark: The next step is that the board will decide on the scope of the study and the extension of the study. Despite the challenging consumer environment, the direction of travel is crystal clear for us. The decline should moderate. B2B is becoming a more meaningful contributor, and we continue to invest behind opportunities that we believe can drive the next phase of growth. With that, Elisabeth and I are happy to take any questions that you might have.
Erik Jivmark: The next step is that the board will decide on the scope of the study and the extension of the study. Despite the challenging consumer environment, the direction of travel is crystal clear for us. The decline should moderate. B2B is becoming a more meaningful contributor, and we continue to invest behind opportunities that we believe can drive the next phase of growth. With that, Elisabeth and I are happy to take any questions that you might have.
Speaker #1: The decline should moderate, B2B is becoming a more meaningful contributor, and we continue to invest behind opportunities that we believe can drive the next phase of growth.
Speaker #1: And with that, Elizabeth and I are happy to take any questions that you might have.
Speaker #2: All right, so let's see. We have a question from Jessica Grünewald at Redeye. With the sleep apnea study needing expansion for statistical significance, was this a design flaw in the original study or a population enrollment issue?
Elisabeth Hedman: All right. Let us see. We have a question from Jessica Grunewald at Redeye. With the Sleep Apnea study needing expansion for statistical significance, was this a design flaw in the original study or a population enrollment issue, and does it change your confidence in the underlying technology's clinical performance?
Elisabeth Hedman: All right. Let us see. We have a question from Jessica Grunewald at Redeye. With the Sleep Apnea study needing expansion for statistical significance, was this a design flaw in the original study or a population enrollment issue, and does it change your confidence in the underlying technology's clinical performance?
Speaker #2: And does it change your confidence in the underlying technologies' clinical performance?
Erik Jivmark: It's a very good question, and I think this is the irony of everything. The study that we have done, we carried out on time. The challenge we have is we don't know before someone takes the test if they have moderate to severe Sleep Apnea or not. To file for the approval to FDA, we need two buckets of people. One bucket of people that has been sleeping and turns out not to have Sleep Apnea. That bucket is full. The other bucket is people that have moderate to severe. There, we lack a number of subjects to be able to file for the approval to FDA. This is where it becomes a little bit counterintuitive. The study has been carried out according to plan and on time. We started in April and we're wrapping it up in these days.
Erik Jivmark: It's a very good question, and I think this is the irony of everything. The study that we have done, we carried out on time. The challenge we have is we don't know before someone takes the test if they have moderate to severe Sleep Apnea or not. To file for the approval to FDA, we need two buckets of people. One bucket of people that has been sleeping and turns out not to have Sleep Apnea. That bucket is full. The other bucket is people that have moderate to severe. There, we lack a number of subjects to be able to file for the approval to FDA. This is where it becomes a little bit counterintuitive. The study has been carried out according to plan and on time. We started in April and we're wrapping it up in these days.
Speaker #1: It's a very good question, and I think this is the irony of everything. So the study that we have done, we carried out on time.
Speaker #1: The challenge we have is we don't know before someone takes the test if they have moderate to severe sleep apnea or not. And to file for the approval to FDA, we need two buckets of people.
Speaker #1: So, one bucket of people are those who have been sleeping and turn out not to have sleep apnea. That bucket is full. The other bucket is people that have moderate to severe.
Speaker #1: There, we lack a number of subjects to be able to file for approval to the FDA. So we are—and this is where it becomes a little bit counterintuitive.
Speaker #1: The study has been carried out according to plan and on time. We started in April, and we finalized it. We're wrapping it up these days.
Speaker #1: The challenge we've had—and I have no other way to put it—is that we've been a bit unlucky in the distribution among these people that have been sleeping.
Erik Jivmark: The challenge we've had, and I have no other way to put it than we've been a bit unlucky in the distribution among these people that have been sleeping. That's what we need to do. It hasn't changed a bit my confidence in the underlying technology.
Erik Jivmark: The challenge we've had, and I have no other way to put it than we've been a bit unlucky in the distribution among these people that have been sleeping. That's what we need to do. It hasn't changed a bit my confidence in the underlying technology.
Speaker #1: So that's what we need to do. It hasn't changed a bit—my confidence in the underlying technology.
Speaker #2: Okay, so another question from Jessica. Now that Alter holds 78.2% of votes and a new board is seated, how has your day-to-day mandate as CEO changed?
Elisabeth Hedman: Okay, so another question from Jessica Grunewald. Now that Altor holds 78.2% of votes and a new board is seated, how has your day-to-day mandate as CEO changed? More autonomy, tighter reporting lines, or a shift in strategic priorities from the previous board?
Elisabeth Hedman: Okay, so another question from Jessica Grunewald. Now that Altor holds 78.2% of votes and a new board is seated, how has your day-to-day mandate as CEO changed? More autonomy, tighter reporting lines, or a shift in strategic priorities from the previous board?
Speaker #2: More autonomy, tighter reporting lines, or a shift in strategic priorities from the previous board?
Speaker #1: Well, I think it's too early to answer. I mean, currently we are in onboarding mode with a new board, and we will see further on how things potentially might shift.
Erik Jivmark: Well, I think it's too early to answer. Currently, we are in onboarding mode with the new board, and we will see further on how things potentially might shift. But right now, we're onboarding and no real change from the previous situation.
Erik Jivmark: Well, I think it's too early to answer. Currently, we are in onboarding mode with the new board, and we will see further on how things potentially might shift. But right now, we're onboarding and no real change from the previous situation.
Speaker #1: But right now, we're onboarding, and there's no real change from the previous situation.
Speaker #2: We also have one question from another person. Given Ant Group's scale, should we think of the one-year agreement primarily as a technology validation, or is there already a clear path to meaningful recurring revenue if the pilot performs well?
Elisabeth Hedman: We have also one question from another person. Given Ant Group's scale, should we think of the one-year agreement primarily as a technology validation, or is there already a clear path to meaningful recurring revenue if the pilot performs well?
Elisabeth Hedman: We have also one question from another person. Given Ant Group's scale, should we think of the one-year agreement primarily as a technology validation, or is there already a clear path to meaningful recurring revenue if the pilot performs well?
Erik Jivmark: It's a very good question. The pilot is, of course, for them to validate that there is a, how should I say, a relevant use case for the technology that we are offering them. We have a commercial agreement for the pilot that it doesn't make a big dent in our top line, but there is at least something, and because that's very important for us. We don't just want to give away technology. That's not a commercial model. We will, during the pilot, also discuss with them what would the next step be. Very similar approach that we took with Ultrahuman. The better news with the pilot is that Ant Group, it's a very big player in the region where we are in current dialogues with other B2B tech licensing partners. It's not insignificant that we have signed Ant Group.
Erik Jivmark: It's a very good question. The pilot is, of course, for them to validate that there is a, how should I say, a relevant use case for the technology that we are offering them. We have a commercial agreement for the pilot that it doesn't make a big dent in our top line, but there is at least something, and because that's very important for us. We don't just want to give away technology. That's not a commercial model. We will, during the pilot, also discuss with them what would the next step be. Very similar approach that we took with Ultrahuman. The better news with the pilot is that Ant Group, it's a very big player in the region where we are in current dialogues with other B2B tech licensing partners. It's not insignificant that we have signed Ant Group.
Speaker #1: That's a very good question. So, the pilot is, of course, for them to validate that there is—how should I say—a relevant use case for the technology that we are offering them.
Speaker #1: We have a commercial agreement for the pilot, so it doesn't make a big dent in our top line, but there is at least something.
Speaker #1: And because that's very important for us, we don't just want to give away technology. That's not a commercial model. So we will, during the pilot, also discuss with them what the next step would be.
Speaker #1: So, a very similar approach that we took with Ultrahuman. The better news with the pilot is that Ant Group, or Author, is a very big player in the region where we are in current dialogues with other B2B tech licensing partners.
Speaker #1: It's not insignificant that we have signed Ant Group and Author. It means quite a lot for the other conversations that we have, and that's why we were really eager to get this over the finish line.
Erik Jivmark: It means quite a lot for the other conversations that we have, and that's why we were really eager to get this over the finish line.
Erik Jivmark: It means quite a lot for the other conversations that we have, and that's why we were really eager to get this over the finish line.
Speaker #2: All right. So those were all the questions. Thank you so much.
Elisabeth Hedman: All right. Those were all questions.
Elisabeth Hedman: All right. Those were all questions.
Erik Jivmark: All right.
Erik Jivmark: All right.
Elisabeth Hedman: Thank you so much.
Elisabeth Hedman: Thank you so much.
Erik Jivmark: Thank you very much.
Erik Jivmark: Thank you very much.
