Q2 2026 RaySearch Laboratories AB (publ) Earnings Call

August 13, 2026

Carolina Strömlid: From Q2 2026. My name is Carolina Strömlid and I am Head of Investor Relations. Today, our CEO and Founder, Johan Löf, and our CFO, Nina Grönberg, will take you through the key highlights and financial results for the quarter. After the presentation, we will open up for questions. Simply raise your hand in Teams if you would like to ask a question. With that short introduction, I will hand over to you, Johan.

Speaker #1: Quarter of 2026. My name is Carolina Stromlid, and I'm head of investor relations. Today our CEO and founder, Johan Lof, and our CFO, Nina Grnberg, will take you through the key highlights and financial results for the quarter.

Speaker #1: After the presentation, we will open up for questions. Simply raise your hand in Teams if you would like to ask a question. And with that short introduction, I'll hand over to you, Johan.

Speaker #2: Thank you, Carolina. And welcome again, everyone. This is a summary of RaySearch as of today. We have 4 different software platforms: RayStation, which is a treatment planning system; RayCare, which is an oncology information system; RayIntelligence, an analytics platform; and RayCommand, which is a treatment control system.

Johan Löf: Thank you, Carolina, and welcome again, everyone. This is a summary of RaySearch as of today. We have four different software platforms. RayStation, which is a treatment planning system, RayCare, which is an oncology information system, RayIntelligence, an analytics platform, and RayCommand, which is a treatment control system, and they are all dedicated to improving cancer treatments. We have 472 employees of 41 different nationalities. We collaborate with 26 industrial partners, and we have over 1,200 customers in 51 countries. Most importantly, our software has been used to treat over 11 million cancer patients. This is the revenue development over a very long period of time. The message here is that RaySearch has grown every year since 2008, except for the two pandemic years. Even though, as we can see in this diagram, the fluctuations between quarters can be quite significant.

Speaker #2: And they're all dedicated to improving cancer treatments. We have 472 employees of 41 different nationalities. We collaborate with 26 industrial partners, and we have over 1,200 customers in 51 countries.

Speaker #2: But most importantly, our software has been used to treat over 11 million cancer sections. So this is the revenue development over a very long period of time.

Speaker #2: And the message here is that RaySearch has grown every year since 2008, except for the two pandemic years. Even though, as we can see in this diagram, the fluctuations between quarters can be quite significant.

Speaker #2: And if you look at the last 2 quarters, we have had 2 quite weak quarters, but nevertheless we expect this growth journey to continue.

Johan Löf: If you look at the last two quarters, we have had two quite weak quarters, but nevertheless, we expect this growth journey to continue. A few words about Q2. The weaker development in net sales and operating profit during the quarter was, of course, disappointing. It was primarily due to poor performance in the US, where several deals were postponed compared to our expectations. Net sales decreased by 11% to SEK 272 million, while organic growth was a negative 8%. Recurring support revenue continued to provide stability, amounting to SEK 133 million or 49% of total revenue. Operating profit was SEK 28 million, corresponding to an operating margin of 10%. If you look beyond the individual quarter, the last 12 months show a bit more consistent performance. Net sales amounted to SEK 1.27 billion with organic growth of 9%.

Speaker #2: So a few words about Q2. So the weekly development in net sales and operating profit during the quarter was, of course, disappointing. It was primarily due to poor performance in the US, where several deals were postponed compared to our expectations.

Speaker #2: Net sales decreased by 11% due to uncertainty 2 million, while organic growth was a negative 8%. Recurring support revenue continued to provide stability, amounting to $133 million, or 49% of total revenue.

Speaker #2: Operating profit was 28 million, Swedish crowns, corresponding to an operating margin of 10%. If we look beyond the individual quarter, the last 12 months show a bit more consistent performance.

Speaker #2: Net sales amounted to $1.27 billion, Swedish crowns, with organic growth of 9%. Recurring support revenue provided a solid base, accounting for 41% of total revenue.

Johan Löf: Recurring support revenue provided a solid base accounting for 41% of total revenue. Operating profit was SEK 277 million, with an EBIT margin of 22% over the last 12 months. While the second quarter was disappointing, the last 12 months figures show a more stable view of our underlying performance. Despite a weaker quarter, demand remained stable across our markets and order intake increased by 23%. Several expected deals in the US were postponed during the quarter, but a number of those were received in early Q3. In total, we secured nine RayStation orders worth approximately $5 million in July. These came from well-established cancer centers. For example, UF Health Proton Therapy Institute, the University of North Carolina School of Medicine, the Lexington VA Health Care System, and the Emory Proton Therapy Center. We made progress in several other important markets.

Speaker #2: Operating profit was $277 million, with an EBIT margin of 22% over the last 12 months. So while in the second quarter was disappointing, the last 12 months figures show more stable view of our underlying performance.

Speaker #2: Despite the weekly quarter, demand remained stable across our markets, and order intake increased by 23%. Several expected deals in the US were postponed during the quarter, but the number of those we received in early Q3.

Speaker #2: In total, we secured 9 RayStation orders worth approximately $5 million in July. These came from well-established cancer centers, for example University of Florida Health Proton Therapy Institute, the University of North Carolina School of Medicine, the Lexington VA Healthcare System, and the Emory Proton Therapy Center.

Speaker #2: We made progress in several other important markets. We received our first RayStation order in Vietnam, and John's Cancer Center in Seoul, South Korea, expanded its RayStation installation with additional licenses for carbon iron therapy.

Johan Löf: We received our first RayStation order in Vietnam, and Yonsei Cancer Center in Seoul, South Korea, expanded its RayStation installation with additional licenses for carbon ion therapy. In Germany, the upcoming end of life of Pinnacle contributed to five new RayStation orders. Overall, we continue to see solid demand with several important opportunities across our markets. Another important customer win during the quarter was Dana-Farber Cancer Institute in Boston, which selected both RayStation and RayCare for its proton therapy program. The order value was SEK 0.9 million, and we expect approximately one-third of that to be recognized as revenue in Q3. This also means that another leading cancer center, one of the top 15 clinics in the world, join our growing customer base.

Speaker #2: In Germany, the upcoming End of Life of Pinnacle contributed to 5 new RayStation orders. Overall, we continued to see solid demand, with several important opportunities across our markets.

Speaker #2: Another important customer win during the quarter was Dana-Farber Cancer Institute in Boston. We selected both RayStation and RayCare for its proton therapy program. The order value was $29 million, Swedish crowns, and we expect approximately one-third of that to be recognized as revenue in Q3.

Speaker #2: And this also means that another leading cancer center, one of the top 15 clinics in the world, joined our growing customer base. The solution combines RayStation and RayCare to enable efficient, adaptive, and data-driven workflows together with Mevion's S250 fit proton therapy system.

Johan Löf: The solution combines RayStation and RayCare to enable efficient, adaptive, and data-driven workflows together with Mevion's MEVION S250-FIT proton therapy system and Leo Cancer Care's Marie chair and CT. The combined system is supported in RayStation v2025. The first treatment was done in June this year, and that treatment happened at Stanford. Some other key highlights from the quarter. In mid-May, Iridium Netwerk in Belgium performed the first online adaptive treatments using RayStation and RayCare on a Varian TrueBeam linear accelerator. This opens up for advanced adaptive radiation therapy to many clinics and patients around the world using equipment that they already have. We also further strengthened our proton expertise through the recruitment of Antony Lomax, who is one of the world's most highly regarded experts in proton therapy.

Speaker #2: And Leo Cancer Care's Marie Chair, and CT. And the combined system is supported in RayStation version 2025. The first treatment was done on in June this year, and that treatment happened at Stanford.

Speaker #2: Some other key highlights from the quarter. In mid-May, Iridium Network in Belgium performed the first online adaptive treatments using RayStation and RayCare on a variant TrueBeam linear accelerator.

Speaker #2: This opens up for advanced adaptive radiation therapy to many clinics and patients around the world using equipment that they already had. We also further strengthened our proton expertise through the recruitment of Anthony Lomax, who is one of the world's most highly regarded experts in proton therapy.

Speaker #2: During the quarter, we participated in the Esther Congress here in Stockholm, which was a great opportunity to connect with the global oncology community. On the product side, we launched new versions of RayStation, RayCare, and Ray Intelligence during the quarter, together these releases expand our capabilities within adaptive treatments, more efficient workflows, and more precise personalized cancer treatments.

Johan Löf: During the quarter, we participated in the ESTRO Congress here in Stockholm, which was a great opportunity to connect with the global oncology community. On the product side, we launched new versions of RayStation, RayCare, and RayIntelligence during the quarter. Together, these releases expand our capabilities within adaptive treatments, more efficient workflows, and more precise personalized cancer treatments. Finally, we introduced a long-term incentive program to attract and retain talent. To secure shares for the program participants, we acquired treasury shares. We also carried out additional repurchases to reduce the number of outstanding shares. So in total, share repurchases amounted to SEK 200 million. I will now hand over to Nina to go through the financial development in more detail.

Speaker #2: Finally, we introduced a long-term incentive program to attract and retain talent. To secure shares for the program participants, we acquired Treasury shares; we also carried out additional repurchases to reduce the number of outstanding shares.

Speaker #2: So in total, share repurchases amounted to $200 million, Swedish crowns. I will now hand over to Nina, to go through the financial development in more detail.

Speaker #1: Thank you, Johan. It is obvious that our second quarter didn't turn out the way we expected, and the demand that we see in the market wasn't reflected in order intake nor in our net sales.

Nina Grönberg: Thank you, Johan. It is obvious that our Q2 didn't turn out the way we expected, and the demand that we see in the market wasn't reflected in order intake nor in our net sales. Order intake was up 23%, and it did include orders of strategic importance, and that is good. The growth was in relation to a rather low comparison quarter, and order intake on licenses was down 14%. As you know by now, our business model involves fluctuations, and the underlying fundamentals in our market and research position have not changed. We continue our growth path. The book-to-bill ratio was 1.1, and order backlog end of June amounted to SEK 1,691,000,000, of which SEK 670 million is expected to turn into net sales in the next 12 months.

Speaker #1: Order intake was up 23%, and it did include orders of strategic importance, and that is good. But the growth was in relation to a rather low comparison quarter, and order intake on licenses was down 14%.

Speaker #1: As you know by now, our business model involves fluctuations, and we underlying fundamentals in our market and research position have not changed. We continue our growth path.

Speaker #1: The book-to-build ratio was 1.1, and order backlog end of June amounted to $1,691 million. Of which $670 is expected to turn into net sales in the next 12 months.

Speaker #1: The overview of net sales and EBIT margin development gives the view of the disappointment in the second quarter. With a drop of 11% from $305 million in 2025 to the $272 million in 2026.

Nina Grönberg: The overview of net sales and EBIT margin development gives the view of the disappointment in Q2, with a drop of 11% from 305 million SEK in 2025 to 272 million in 2026. License sales decreased 18% in the quarter, and hardware sales were down 38%. Support sales did increase with 1%. There are still some headwinds from the stronger Swedish krona, and organic growth was -8%. The low net sales led to an EBIT of 28 million and an EBIT margin of 10%, and both of them are lower than last year's 36 million and 12%. We were not able to keep up the margin in the same way as we were in Q1 of this year. Currency gain from revaluation of working capital gave us a +4 million SEK effect in Q2.

Speaker #1: License sales decreased 18% in the quarter and hardware sales were down 38%. Support sales did increase with 1%. There are still some headwinds from the stronger Swedish krona and organic growth was minus 8%.

Speaker #1: The low net sales led to an EBIT of $28 million and an EBIT margin of 10%, and both of them are lower than last year's $36 million and 12%.

Speaker #1: And we were not able to keep up the margin in the same way as we were in the first quarter of this year. Currency gain from revaluation of working capital gave us a positive $4 million effect in the second quarter.

Speaker #1: Leading the revenue into licenses, support, hardware, and training. The support revenue stood for $49% of the total revenue in the quarter, where our normal number is usually around 40%, and those higher $49 was related to the lower license sales in the quarter.

Nina Grönberg: Splitting the revenue into licenses, support, hardware, and training. The support revenue stood for 49% of the total revenue in the quarter, where our normal number is usually around 40%, and those higher 49% was related to the lower license sales in the quarter. Taking away currency effects from support numbers, the growth would have been 4%. We still have some prioritization effects in support sales that moves revenue into later periods. Moving to the next slide with the quarterly and last 12-month development of free cash flow. Free cash flow in Q2 was 50 million SEK, and that is including positive effects from an increase in advances from customers and temporary increases in accounts payable. As you can see, it is an improvement compared to last year. Cash flow is always in focus, and it will be so also going forward.

Speaker #1: Taking away currency effects from support numbers, the growth would have been 4%. We still have some periodization effects in support sales. That moves revenue into later periods.

Speaker #1: Moving to the next slide, with the quarterly and last 12-month development of free cash flow. Free cash flow in the second quarter was $50 million and that is including positive effects from an increase in advances from customers and temporary increases in accounts payable.

Speaker #1: And as you can see, it is an improvement compared to last year. Cash flow is always in focus, and it will be so also going forward.

Speaker #1: But as I have mentioned before, we have contract situations. For example, larger, very profitable contracts frame agreements and so on. Where we do accept longer payment terms, and we do see it as a strength that we are able to have this flexibility.

Nina Grönberg: As I have mentioned before, we have contract situations, for example, larger, very profitable contracts, frame agreements, and so on, where we do accept longer payment terms. We do see it as a strength that we are able to have this flexibility. We have very low bad debt, and for the end of the quarter, we also had 390 million in advances from customers. Cash balance end of the quarter amounted to 213 million. It was affected by a dividend payment that we did in May of 137 million. During Q2, we also did share buyback of 142 million. in July, we have acquired own shares for an additional 58 million. That gives us in total share buybacks of 200 million, and that means that we have acquired 995,558 shares at this point, and that stands for 2.9% of the total registered shares.

Speaker #1: We have very, very low bad debt, and per the end of the quarter, we also had $390 million in advances from customers. Cash balance end of the quarter amounted to $213 million.

Speaker #1: It was affected by a dividend payment that we did in May of $137 million. And during the second quarter, we also did share buyback of $142 million.

Speaker #1: In July, we have acquired own shares for an additional $58 million. And that gives us in total share buybacks of $200 million, and that means that we have acquired $995,000, $558 shares as it at this point.

Speaker #1: And that stands for 2.9% of the total registered shares. As Johan also mentioned, there are two purposes with those share buybacks. One is to keep Treasury shares in order to secure our long-term incentive program.

Nina Grönberg: As Johan also mentioned, there are two purposes with those share buybacks. One is to keep treasury shares in order to secure our long-term incentive program, and the other one is repurchases to reduce the number of outstanding shares and to transfer value to our shareholders. In order to keep a high level of flexibility and preparedness for possible investment opportunities coming up, we have signed during Q2 a new credit facility. It is a rolling credit facility that we use when we want to, and it is in the amount of 225 million SEK. That was all from me, so I hand over to you again, Johan.

Speaker #1: And the other one is repurchases to reduce the number of outstanding shares and to transfer value to our shareholders. In order to keep a high level of flexibility and preparedness for possible investment opportunities coming up, we have signed during the second quarter a new credit facility.

Speaker #1: It is a so-called rolling credit facility that we use when we want to, and it is in the amount of $225 million. And that was all from me, so I hand over to you again, Johan.

Speaker #2: Thank you very much, Nina. Okay, so let me summarize and share our outlook. I've been not satisfied with our performance during the first half of the year.

Johan Löf: Thank you very much, Nina. Well, let me summarize and share our outlook. While we are not satisfied with our performance during the H1 of the year, our long-term growth prospects remain unchanged. Demand for advanced radiotherapy software continues to be strong. We are already seeing robust order momentum in the US in early Q3, which supports a strong H2 of the year. We are a leading player in the global proton therapy market, which continues to grow and offers a large number of business opportunities. The clinical milestone achieved with RayStation and RayCare on TrueBeam is very important. Online adaptive treatments on the most widely installed treatment machine in the market support a broader adoption of both RayCare and RayStation. Finally, we believe in strong performance during the H2 of the year and our operating margin target of at least 25% for 2026 is unchanged.

Speaker #2: Our long-term growth prospects remain unchanged. Demand for advanced radiotherapy software continues to be strong. We're already seeing robust order momentum in the US in early Q3, which supports strong second half of the year.

Speaker #2: We are a leading player in the global proton therapy market, which continues to grow and offers a large number of business opportunities. The clinical milestone achieved with RayStation and RayCare on TrueBeam are is very important.

Speaker #2: Online adaptive treatments on the most widely installed treatment machine in the market support a broader adoption of both RayCare and RayStation. Finally, we believe in strong performance during the second half of the year, and our operating margin target of at least 25% for 2026 is unchanged.

Johan Löf: Online adaptive treatments on the most widely installed treatment machine in the market support a broader adoption of both RayCare and RayStation. Finally, we believe in strong performance during the H2 of the year and our operating margin target of at least 25% for 2026 is unchanged. Now it is time to open up for questions, and I will hand over to Carolina.

Speaker #2: So now it's time to open up for questions, and I will hand over to Carolina.

Johan Löf: Now it is time to open up for questions, and I will hand over to Carolina.

Speaker #1: Yes. I will just remind you to please raise your hand in Teams if you would like to ask a question. The first question comes from Christopher Liljeberg at DNB Carnegie.

Carolina Strömlid: Yes. I will just remind you to please raise your hand in Teams if you would like to ask a question. The first question comes from Kristofer Liljeberg at DNB Carnegie. Kristofer, please go ahead and unmute yourself.

Speaker #1: Christopher, please go ahead and unmute yourself.

Speaker #3: Yeah, there. Sorry. Thank you. A few questions from me. Yeah, can you hear me now? Do you hear me? Okay, good. So the first question is you received quite the number of orders here in early third quarter.

Kristofer Liljeberg: Yeah, there. Sorry. Thank you. Few questions from me.

Carolina Strömlid: Yes, Kristoffer.

Kristofer Liljeberg: Yeah, can you hear me now? Do you hear me?

Carolina Strömlid: Yes.

Johan Löf: Yes.

Kristofer Liljeberg: Okay, good. The first question is, you received quite the number of orders here in early Q3. Is it possible to say how much of the miss in Q2 has now been recovered in early Q3? That is my first question. Then, yeah, maybe we could start with that.

Speaker #3: So is it possible to say how much of the miss in the second quarter has now been recovered in early third quarter? That's my first question.

Speaker #3: And then, yeah, maybe we could start with that.

Speaker #2: Can we just ask them one by one? I think it's yeah, it's there's a big part, but it's I wouldn't say it's everything. But yeah, that does my answer.

Johan Löf: We can answer them one by one, I think it is.

Kristofer Liljeberg: Yeah

Kristofer Liljeberg: Yeah.

Johan Löf: Yeah, there is a big part, but I wouldn't say it's everything. That's my answer. It's not 100% on unserved orders.

Speaker #2: It's not 100% obviously orders.

Speaker #3: Okay. But do you expect to recover all of it in the third quarter, or could it be further delayed there?

Kristofer Liljeberg: Okay, but do you expect to recover all of it then in Q3, or could it be further delays there?

Speaker #2: No, those particular the expected orders for Q2, I think I'm quite confident that we'll recover all of those during Q3.

Johan Löf: No, those particular, the expected orders for Q2, I think, I'm quite confident that we'll recover all of those during Q3.

Speaker #3: Okay. And do you see a risk for additional delays instead in the third quarter and fourth quarter?

Kristofer Liljeberg: Okay. Do you see a risk for additional delays instead in Q3 and Q4?

Speaker #2: It's a fair question. Because now we have had two quarters with delays, although this was more elaborate or more clear in the second quarter in particular related to the United States.

Johan Löf: It's a fair question. Because now we have had two quarters with delays. Although it was more elaborate or more clear in Q2 in particular related to the United States. There are other ways of looking at this and given the pipeline that we have now, we are confident that we will deliver on the well, promise for the entire year. That requires a very strong comeback in both Q3 and Q4.

Speaker #2: But we there are other ways of looking at this, and given the pipeline that we have now, we are confident that we will deliver on the well, promise for the entire year.

Speaker #2: And that requires a very strong comeback in both Q3 and Q4.

Speaker #3: And that's actually my second question. So when you say deliver on what you have promised for the year, then you refer to the margin or would you be willing to give any sort of indication of what type of sales growth we could expect for the full year?

Kristofer Liljeberg: That's actually my second question. When you say deliver on what you have promised for the year, then you refer to the margin or would you be willing to give any sort of indication what type of sales growth we could expect for the full year?

Speaker #2: Is there any sales growth target? So I'm referring to the EBIT margin. Target.

Johan Löf: We don't have any sales growth target. So, I'm referring to the EBIT margin target.

Speaker #3: Yeah, okay. But given that sales is down, FX adjusted here, first half of the year, do you think it's fair to assume that you could be back at double digit sales growth for this year?

Kristofer Liljeberg: Yeah. Okay. Given that sales is down FX adjusted here H1 of the year, do you think it's fair to assume that you could be back at double-digit sales growth for this year?

Speaker #2: That's definitely our aim. Given that we we can't change the cost base drastically because that's mostly related to our staff. And that we can only change that in a slow fashion.

Johan Löf: That is definitely our aim. Given that we cannot change the cost base drastically because that is mostly related to our staff, and that we can only change that in a slow fashion. With that assumption, to be able to deliver the EBIT margin target, it requires a significant growth.

Speaker #2: So with that assumption, then to be able to deliver the EBIT margin target, it requires a significant growth.

Speaker #3: Okay. Just one more question on R&D. Amortization, which were down here in the first half of the year. Is this the level we should assume now going forward, or as you continue to capitalize, will R&D amortization pick up anytime soon?

Kristofer Liljeberg: Okay. Just one more question on the R&D amortization, which were down here in the H1 of the year. Is this the level we should assume now going forward? As you continue to capitalize, will R&D amortization pick up anytime soon? Thanks.

Speaker #3: Thanks.

Speaker #1: Yeah. Yeah. I take that question. I mean, the main reason for the amortization to be lower this quarter is that we have a later release of RayStation, previous year we did that release already in April, and this year it was in June.

Nina Grönberg: Yeah. I will take that question. The main reason for the amortization to be lower this quarter is that we have a later release of RayStation. Previous year, we did that release already in April, and this year it was in June. That is the effect that you see in the depreciations. When it comes to the capitalization rate, it was low, I would say, in the comparison quarter. It has been on 70% last year, the total of last year, and now in the Q2 2026, we are approximately on those 70% again.

Speaker #1: So that is the effect that you see in the depreciations. When it comes to the capitalization rate, it was low, I would say, in the comparison quarter.

Speaker #1: So and it was it has been on 70% last year, the total of last year. And now in the quarter two, 2026, we are approximately on those 70% again.

Speaker #3: But with the release amortization, we should expect it to go up again in third quarter.

Kristofer Liljeberg: With the release amortization, we should expect it to go up again in Q3 then?

Speaker #1: Yeah, I would say so. Yes.

Nina Grönberg: Yeah, I would say so. Yes.

Speaker #3: Okay. Thank you.

Kristofer Liljeberg: Okay. Thank you.

Speaker #2: Thank you.

Johan Löf: Thank you.

Speaker #1: We will now move over to Mattias Wadsten. For the next question. Mattias, please sorry, Mattias Wadsten at SEB. Mattias, please go ahead and unmute yourself.

Carolina Strömlid: We will now move over to Mattias Vadsten for the next question. Mattias, please. Sorry, Mattias Vadsten at SEB. Mattias, please go ahead and unmute yourself.

Speaker #3: Good. Hello. Can you hear me?

Mattias Vadsten: Good. Hello, can you hear me?

Speaker #2: Yes.

Speaker #1: Hi.

Johan Löf: Yes.

Speaker #3: Perfect. First one, just a clarification maybe on the press release on 10th of August and the comments you made today around the 5 million dollars in orders from the US.

Nina Grönberg: Hi.

Mattias Vadsten: Perfect. First one, just a clarification made on the press release on 10 August and the comments you made today around the $5 million in orders from the US. Basically, is that all US revenue you have received in July, or is it referring to those specific orders that slipped from Q2?

Speaker #3: So basically, is that all US revenue you have received in July or is it referring to those specific orders that slipped from the second quarter?

Speaker #2: It's referring to the ones that slipped. But I right now, I don't know if there is additional I can't answer that question if there is some additional orders on top of that.

Johan Löf: It is referring to the ones that slipped. Right now, I do not know if there is additional. I cannot answer that question if there is some additional orders on top of that. At any rate, it is no big ones, but it could be a few smaller ones.

Speaker #2: At any rate, it's no big ones, but it could be a few smaller ones.

Speaker #3: Perfect. Thank you very much. And then I was keen to hear a little bit about on APAC and Europe, would you say that those regions are performing more or less in line with your initial expectations?

Mattias Vadsten: Perfect. Thank you very much. I was keen to hear a little bit about APAC and Europe. Would you say that those regions are performing more or less in line with your initial expectations so far this year or in general terms?

Speaker #3: So for this year or general terms?

Speaker #2: Yes. Yes. I would. Especially in Europe, they have been performing very well so far. APAC is a little bit behind, but they also have a very strong H2 projected.

Johan Löf: Yes. I would. Especially in Europe, they have been performing very well so far. APAC is a little bit behind, but they also have a very strong H2 projected.

Speaker #3: Thank you. And then I have a question. Before we give the Pinnacle conversion as percent of license revenues, I don't know if you're willing to give that for either Q2 or first half or anything.

Mattias Vadsten: Thank you. I have a question. Before you have given the Pinnacle conversion as percent of license revenues, I do not know if you are willing to give that for either Q2 or H1 or anything.

Speaker #2: I'm sorry. I don't think we have it at this moment.

Johan Löf: I am sorry, I do not think we have it at this moment.

Speaker #1: Sorry, can you please repeat? No. We haven't.

Nina Grönberg: Sorry, can you please repeat? We have a Pinnacle replacement. No, we have not.

Speaker #3: Okay. That's fine. Last one was on the cost side. Selling expenses in Q2 looked quite high, and at the same time, admin was lower.

Mattias Vadsten: Okay, that is fine. Last one was on the cost side. Selling expenses in Q2 looked quite high, and at the same time, admin was lower. I was keen to hear if there are any reclassifications in cost items or anything like that is disturbing the comparison figures.

Speaker #3: So I was just keen to hear if there are any reclassifications in cost items or anything like that. That's disturbing the comparison figures.

Speaker #1: Sorry, Mattias, I was focused on your previous question trying to look that up with the Pinnacle replacement. So I'm sorry, but can you repeat it again?

Nina Grönberg: Sorry, Mattias, I was focused on your previous question, trying to look that up, the Pinnacle replacement. I am sorry, but can you repeat it again?

Speaker #3: Yeah, of course. No worries. It's the selling expenses that looked high at the same time as I think admin looked quite low. So if there are any reclassification or anything going on.

Mattias Vadsten: Yeah, of course. No worries. It is the selling expenses that looked high. At the same time, I think admin looked quite low. If there are any reclassification or anything going on.

Speaker #1: Yeah. I mean, admin, if you're related to last year, we had a couple of yeah, items that were affecting comparison last year. If you remember.

Nina Grönberg: Admin, if you relate it to last year, we had a couple of items that were affecting comparison last year, if you remember. That is the main reason for the lower admin costs. When it comes to selling costs, we have increased the staff there, so that increase is mainly related to that.

Speaker #1: So that's the main reason for the lower admin costs. And when it comes to selling costs, I would say we I mean, we have increased the staff there.

Speaker #1: So that increase is mainly related to that.

Speaker #3: Okay. Then I was squeezing one last question there. 1,227 customers you presented in the beginning.

Mattias Vadsten: Okay. I will squeeze in one last question. The 1,227 customers you presented was in the beginning.

Speaker #1: Yes. Sorry, Mattias, Esther was also a big thing that added some costs in this quarter two related to the last year since it was in Stockholm.

Nina Grönberg: Yeah.

Mattias Vadsten: Is that

Mattias Vadsten: Is that-

Nina Grönberg: Sorry, Mattias. ESTRO was also a big thing that added some costs in this quarter too, related to last year, since it was in Stockholm this year.

Speaker #1: This year, we had some extra activities. And we also have a minor effect that we have moved our patent costs from admin to sales.

Johan Löf: There was an extra activity.

Nina Grönberg: We had some extra activities. And we also have a minor effect that we have moved our patent cost from admin to sales. So that is also part of it. But I would say the main thing is that we have increased the staff.

Speaker #1: So that is also part of it. But I would say the main thing is that we have increased the staff.

Speaker #3: Okay. Thank you. I will squeeze in one last question now. So the 1,227 customers you presented is that as of Q2? I mean, as of June then or is it today?

Mattias Vadsten: Okay. Thank you.

Nina Grönberg: Yes.

Mattias Vadsten: I will squeeze in one last question now. So the 1,227 customers you presented, is that as of Q2? Or, I mean, as of June then, or is it today?

Speaker #1: Yeah. End of. No, no. Okay. That is the number you presented. Customers, that is of today, right?

Nina Grönberg: Yeah. End of. No, okay. That is the number you presented. Customers, that is of today. Right?

Speaker #2: Of today.

Speaker #1: Yeah.

Speaker #3: Okay. Thank you so much.

Johan Löf: Of today.

Nina Grönberg: Yeah.

Mattias Vadsten: Okay. Thank you so much.

Speaker #2: Thank you, Mattias.

Speaker #1: Thank you. Our next question comes from Carlos Moreno. Carlos, please go ahead and unmute yourself.

Johan Löf: Thank you, Mattias.

Nina Grönberg: Thank you.

Carolina Strömlid: Our next question comes from Carlos Moreno. Carlos, please go ahead and unmute yourself.

Speaker #4: Hello there. Thanks for taking my question. I've got well, I've got two questions that sort of related. I'll come out with them. If I would have gone back 12, 18 months ago, I would have thought that this year which, by the way, looks like for the quarterly volatility is going to be a decent year for revenue growth.

Carlos Moreno: Hello there. Thanks for taking my question. I have two questions, they are sort of related. I will come out with them. If I would have gone back 12, 18 months ago, I would have thought that this year, which by the way, looks like all the quarterly volatility is going to be a decent year for revenue growth. But I would have thought it would have been like a banner year because of the Pinnacle roll-off, and it makes me slightly worried about what is going to happen post-Pinnacle, because you do have a bit of a tailwind at the moment. It is an okay year with this tailwind, and as you say yourself, RayCare is a very long cycle sale. Connected to that, I wanted to ask, I will just lay it out and then we can answer the two bits.

[Analyst 1]: Hello there. Thanks for taking my question. I have two questions, they are sort of related. I will come out with them. If I would have gone back 12, 18 months ago, I would have thought that this year, which by the way, looks like all the quarterly volatility is going to be a decent year for revenue growth. But I would have thought it would have been like a banner year because of the Pinnacle roll-off, and it makes me slightly worried about what is going to happen post-Pinnacle, because you do have a bit of a tailwind at the moment. It is an okay year with this tailwind, and as you say yourself, RayCare is a very long cycle sale. Connected to that, I wanted to ask, I will just lay it out and then we can answer the two bits.

Speaker #4: But I would have thought it would have been like a banner year because of the Pinnacle rolloff. And it makes me slightly worried about what's going to happen post-Pinnacle because you do have a bit of a tailwind at the moment.

Speaker #4: It's an okay year. With this tailwind. And as you say yourself, RayCare is a very long cycle sale. And connected to that, I wanted to ask I'll just lay it out and then we can answer the two bits.

Speaker #4: I want to know if there's any change in your customers when it comes to thinking about paying for your software monthly rather than upfront with maintenance.

Carlos Moreno: I want to know if there is any change in your customers when it comes to thinking about paying for your software monthly rather than upfront with maintenance. Because if you think about back to Pinnacle, they have the machines. They know they are doing a software swap out. Surely these customers do not think of it as CapEx. They think of it as OpEx, and they would be very happy to do a SaaS sale. So I want to talk about Pinnacle and what happens post-Pinnacle in this tailwind period. I want to talk about the move to SaaS, which to me seems sooner or later it is going to happen. I just want to know what your customers are saying to you. Thank you.

[Analyst 1]: I want to know if there is any change in your customers when it comes to thinking about paying for your software monthly rather than upfront with maintenance. Because if you think about back to Pinnacle, they have the machines. They know they are doing a software swap out. Surely these customers do not think of it as CapEx. They think of it as OpEx, and they would be very happy to do a SaaS sale. So I want to talk about Pinnacle and what happens post-Pinnacle in this tailwind period. I want to talk about the move to SaaS, which to me seems sooner or later it is going to happen. I just want to know what your customers are saying to you. Thank you.

Speaker #4: Because if you think about back to Pinnacle, they've got the machines. They know they're doing a software swap out. Surely these customers don't think of it as capex.

Speaker #4: They think of it as opex. And they would be very happy to do a SaaS sale. So I want to talk about Pinnacle and what happens post-Pinnacle in this tailwind period.

Speaker #4: And I want to talk about the move to SaaS, which to me seems sooner or later, it's going to happen. And I just want to know what your customers are saying to you.

Speaker #4: Thank you.

Speaker #2: Okay. Thank you. So first of all, the Pinnacle as you say, tailwind. Anywhere soft in certain it's already gone in certain regions. For example, Japan, and UK are good examples.

Johan Löf: Okay. Thank you. First of all, the Pinnacle, as you say, tailwind, and it wears off in certain ways. It is already gone in certain regions. For example, Japan and UK are good examples. It has been gone for a while. Then we replace instead other systems like Monaco and Eclipse. That will happen in the other markets as well. So we see a transition from grabbing the low-hanging fruit that still exists then regarding Pinnacle, as it goes away, then there are other systems to replace and the RayCare sales are slowly but surely picking up, and there is a lot of interest. There is a big pipeline now. We have had, okay, not so many, but four sales so far this year. It was four sales in total last year.

Speaker #2: It's been gone for a while. And then we sell we replace and sell instead other systems like Monaco and Eclipse. So that will happen in the other markets as well.

Speaker #2: So we see a transition from grabbing the low-hanging fruit that still exists then regarding Pinnacle as it goes away, then there are other systems to replace.

Speaker #2: And the RayCare sales are slowly but surely picking up. And there's a lot of interest. There's a big pipeline now. We have had okay, not so many but four sales so far this year.

Johan Löf: There is a big pipeline now. We have had, okay, not so many, but four sales so far this year. It was four sales in total last year. I think we'll add a good number of additional RayCare sales during the H2 of this year. I say I'm not too worried about the loss of Pinnacle tailwind, if you will. When we come to, I don't think you mean SaaS, you mean subscription.

Speaker #2: It was four sales in total last year. And now I think we'll add a good number of additional RayCare sales. During the second half of this year.

Johan Löf: I think we'll add a good number of additional RayCare sales during the H2 of this year. I say I'm not too worried about the loss of Pinnacle tailwind, if you will. When we come to, I don't think you mean SaaS, you mean subscription.

Speaker #2: So I see I'm not too worried about the well, loss of Pinnacle tailwind, if you will. And then when we come to yeah, I don't think you mean SaaS.

Speaker #2: You mean subscription.

Speaker #4: Yeah.

Speaker #2: And so we do offer subscription. And we have some subscription customers. Not that many. The overwhelming buying behavior of our customers is still to have to not view this as opex, but to view this as a capex.

Carlos Moreno: Yeah.

[Analyst 1]: Yeah.

Johan Löf: We do offer a subscription, and we have some subscription customers, not that many. The overwhelming buying behavior of our customers is still to not view this as OpEx, but to view this as a CapEx investment. It makes some sense because it is a very long-term investment. I will add some details to this, some nuance, but I think it makes sense that if you, most of our customers, they buy RayStation, and they stick with RayStation forever, as far as we are concerned so far. That doesn't feel like a subscription situation because you really buy something for a very long period of time. I think the customers view it more as an investment type of purchase.

Speaker #2: Investment. And it makes some sense because it's a very long-term investment. I will add some details to this, some nuance, but I think it makes sense that if you most of our customers, they buy RayStation and they stick with RayStation forever.

Speaker #2: As far as we are concerned so far. And that doesn't feel like a subscription situation because you really buy something for a very long period of time.

Speaker #2: And then I think the customers view it more as an investment type of purchase. That being said, we want to it's really in our interest to at least not to avoid these quarterly fluctuations, to have more of a recurring revenue heavy model.

Johan Löf: That being said, it's really in our interest to at least not to avoid these quarterly fluctuations, to have more of a recurring revenue heavy model. I believe there are ways where the customers can invest in the RayStation or RayCare framework, and then functionality on top of that can be subscription-based. For example, treatment techniques, in some way they come and go. To go back 25 years, then all the treatments were called 3DCRT with uniform beams. For a long time, after 2000, it was another treatment technique, IMRT, and then yet another one came, VMAT, and I'm sure we'll have other treatment techniques. That type of thing, I think it lends itself nicely to subscription, where things that can change over time, that I think is very well-suited for subscription. We're going to investigate and move into that field.

Speaker #2: And I believe there are ways where the customers can invest in the RayStation or RayCare framework and then functionality on top of that can be subscription-based.

Speaker #2: For example, treatment techniques in some way, they come and go. If you go back 25 years, then all the treatments were called 3D CRT with uniform beams.

Speaker #2: And then for a long time, after 2000, it was another treatment technique, IMRT, and then yet another one came VMAT. And I'm sure we'll have other treatment techniques.

Johan Löf: For a long time, after 2000, it was another treatment technique, IMRT, and then yet another one came, VMAT, and I'm sure we'll have other treatment techniques. That type of thing, I think it lends itself nicely to subscription, where things that can change over time, that I think is very well-suited for subscription. We're going to investigate and move into that field. Because right now we just offer full RayStation or full RayCare in a subscription fashion. I think we'll see some sort of hybrid model going forward.

Speaker #2: So that type of thing I think it lends itself nicely to subscription. Where you can things that can change over time, that I think is very well suited for subscription.

Speaker #2: So we're going to investigate and move into that field. Because right now, if you just offer full RayStation or full RayCare, in a subscription fashion, then and I think we'll see some sort of hybrid model going forward.

Johan Löf: Because right now we just offer full RayStation or full RayCare in a subscription fashion. I think we'll see some sort of hybrid model going forward.

Speaker #4: Okay. But both sound a bit it's going to be slow. Basically, your customers aren't that interested in it. And it's not particularly changing yet.

Carlos Moreno: Okay. By the sound of it's going to be slow. Basically, your customers aren't that interested in it and it's not particularly changing. Yeah. Thank you very much.

[Analyst 1]: Okay. By the sound of it's going to be slow. Basically, your customers aren't that interested in it and it's not particularly changing. Yeah. Thank you very much.

Speaker #4: Thank you very much.

Speaker #2: Thank you.

Speaker #3: Thank you.

Johan Löf: Thank you.

Carolina Strömlid: Thank you. Next we have Oscar Bergman from Redeye. Oscar, please go ahead and unmute yourself.

Speaker #1: Next, we have Oskar Bergman from RedEye. Oskar, please go ahead and unmute yourself.

Speaker #5: Perfect. Can you hear me?

Speaker #1: Yes.

Speaker #2: Yes.

Oscar Bergman: Perfect. Can you hear me?

Speaker #5: Great. It seems that we are experiencing more delays in this industry as of late, specifically in the US. So I'm just wondering if you can give some background as to why that might be.

Johan Löf: Yep. Yes.

Oscar Bergman: Great. It seems that we are experiencing more delays in this industry as of late, specifically in the US. I am just wondering if you can give some background as to why that might be. I am speaking in general terms for the industry.

Speaker #5: And I'm speaking in general terms of the industry.

Speaker #2: Yeah, of course. Yeah, we have some theories and some data points. The reimbursement levels have gone down in the US during this year. And what we hear from some customers is that the administration around procurement and the part of the hospital that handles procurement has become much more cautious.

Johan Löf: Yeah, of course. We have some theories and some data points. You know, the reimbursement levels have gone down in the US during this year. What we hear from some customers is that the administration around procurement and the part of the hospital that handles procurement has become much more cautious, so they slow down the process. Some people say that it is because they really want to make sure that whatever the hospital buys is really needed. I think that is part of the explanation. Of course, in our cases, the hospitals, they do need the software, and nothing has been canceled so far. I guess in the end, it turns out that the hospital or the purchasing departments decide that, okay, this software is needed, but the whole process is slower because they want to minimize unnecessary purchases. That is the main explanation.

Speaker #2: And so they slow down the process. And some people say that it's because they really want to make sure that whatever the hospital buys is really, really needed.

Speaker #2: So I think that's part of the explanation that but of course, in our cases, the hospitals have they do need the software. And nothing has been canceled so far.

Johan Löf: I think that is part of the explanation. Of course, in our cases, the hospitals, they do need the software, and nothing has been canceled so far. I guess in the end, it turns out that the hospital or the purchasing departments decide that, okay, this software is needed, but the whole process is slower because they want to minimize unnecessary purchases. That is the main explanation. These delays, we do not see them in other regions. This is US-specific.

Speaker #2: So I guess in the end, it turns out that the hospital or the purchasing departments, they decide that, okay, this software is needed. But the whole process is slower because they want to sort of minimize unnecessary purchases.

Speaker #2: That's the main explanation. And these delays, we don't see them in other regions. This is US-specific.

Johan Löf: These delays, we do not see them in other regions. This is US-specific.

Speaker #5: Yeah. Okay. Great. Thanks. And at Astro, Johan, you showed a very interesting slide during your presentation. One slide illustrated the six machines that you have RayCare interoperability agreements with today.

Oscar Bergman: Yeah. Okay, great. Thanks. At ASTRO, Johan, you showed a very interesting slide during your presentation. One slide illustrated the six machines that you have RayCare interoperability agreements with today. On the second slide, you showed an additional 18 machines that you expect to have interoperability agreements with in the next 12 months. I just want to make sure that I understood the timeline correctly.

Speaker #5: And then on the second slide, you showed an additional 18 machines that you expect to have interoperability agreements with in the next 12 months.

Speaker #5: So I just want to make sure that I understood the timeline correctly.

Speaker #2: Yeah, 18 sounds a bit much. I think I know which slide you referred to. It's not I'm not sure it's 18. But it's a significant number.

Johan Löf: Yeah, 18 sounds a bit much. I think I know which slide you refer to. I am not sure it is 18, but it is a significant number. It is around 10 new machines. You have understood it perfectly right. We are adding interoperability to RayCare to a large number of machines right now.

Speaker #2: It's around 10 new machines. And you have understood it perfectly right. So we are adding interoperability to RayCare to a large number of machines right now.

Speaker #5: Okay. Great. And just a follow-up that on that. The customer pipeline in respect to those expected interoperability agreements, I suspect that you have pretty far-going discussions already with those potential customers that this would entail for you.

Oscar Bergman: Okay, great. Just to follow up on that, the customer pipeline with respect to those expected interoperability agreements, I suspect that you have pretty far going discussions already with those potential customers that this would entail for you.

Speaker #2: Yeah, in some cases. I think Dana Farber is a good example because they purchased maybe on Fit. The interoperability is not there technically yet, but it's very close.

Johan Löf: Yeah, in some cases. I think Dana-Farber is a good example because they purchased MEVION S250-FIT. The interoperability is not there technically yet, but it is very close. We have teamed up with both Mevion and Leo Cancer Care, and there will be interoperability between RayCare and that machine. Dana-Farber, they have already purchased it because they know that the interoperability will come.

Speaker #2: We have teamed up with both Mevion and Leo CancerCare, and they will be interoperability between RayCare. And that machine, but Dana Farber has they have already purchased it because they know that the interoperability will come.

Speaker #2: That's a large sample of that.

Oscar Bergman: Great. All right.

Speaker #5: Okay. And just a final question, for me. I recently spoke with someone who's very, very familiar with Pinnacle, and he told me that a part of the Pinnacle users today actually will continue using Pinnacle after end-of-life because there are some third-party service providers that are still going to service this TPS.

Johan Löf: That's one example of that.

Oscar Bergman: Okay. Just a final question from me. I recently spoke with someone who's very familiar with Pinnacle. He told me that a part of the Pinnacle users today actually will continue using Pinnacle after end of life because there are some third-party service providers that will still go in to service this TPS. I'm just wondering if you have noticed this to any significant degree, or if you expect that this is a very small part that over time is likely anyways to convert as well.

Speaker #5: I'm just wondering if you have noticed this, any significant degree, or if you expect that this is a very small part that over time is likely anyways to convert as well.

Speaker #2: Yeah, I don't think that's the long-term solution. It's still a very old system, and that's why they abandoned the system. It has been very robust, survived many, many more years than anyone expected.

Johan Löf: Well, I don't think that's the long-term solution. It's still a very old system, and that's why they abandoned the system. It has been very robust. It's survived many more years than anyone expected. For a medical device, as the treatment planning system is, you don't want to have it supported by a third-party organization for any longer period of time. So I think that's going to be a short, at least in the Western world, but I think it's probably true in, for example, China, there will be Pinnacle ongoing even before end of life. But the majority of the Pinnacle in North America and Europe will be replaced.

Johan Löf: Yeah, I don't think that's the long-term solution. It's still a very old system, and that's why they abandoned the system. It has been very robust. It's survived many more years than anyone expected. For a medical device, as the treatment planning system is, you don't want to have it supported by a third-party organization for any longer period of time. So I think that's going to be a short, at least in the Western world, but I think it's probably true in, for example, China, there will be Pinnacle ongoing even before end of life. But the majority of the Pinnacle in North America and Europe will be replaced.

Speaker #2: And for a medical device, as treatment planning system is, you don't want to have it supported by a third-party organization for any longer period of time.

Speaker #2: So I think that's going to be a short at least in the Western world, but I think it's probably true in, for example, China.

Speaker #2: There will be Pinnacles keep on going. Even before end-of-life. But the majority of the Pinnacles in North America and Europe will be replaced.

Speaker #5: Right. Yeah. Makes sense. Okay. Thanks.

Speaker #2: Thank you.

Oscar Bergman: Right. Yeah. Makes sense. Okay. Thanks.

Speaker #1: We will move over to Daniel Parsa for the next question. Daniel, please go ahead and unmute yourself.

Johan Löf: Thank you.

Carolina Strömlid: We will move over to Daniel Corca for the next question. Daniel, please go ahead and unmute yourself.

Speaker #6: Hi. Thank you for taking my question. So regarding the North American market, I think a lot of us investors have seen sort of a dual trend with large health systems consolidating while care simultaneously somehow shift towards smaller outpatient clinics and satellite centers.

Daniel Corca: Hi. Thank you for taking my question. Regarding the North American market, I think a lot of us investors have seen a dual trend with large health systems consolidating, while care simultaneously somehow shifts towards smaller outpatient clinics and satellite centers. I was just going to ask how RaySearch positions itself to product offer, particularly RayStation and RayCare, to capture this shift, and how does it affect your sales strategy in the US?

[Analyst 2]: Hi. Thank you for taking my question. Regarding the North American market, I think a lot of us investors have seen a dual trend with large health systems consolidating, while care simultaneously somehow shifts towards smaller outpatient clinics and satellite centers. I was just going to ask how RaySearch positions itself to product offer, particularly RayStation and RayCare, to capture this shift, and how does it affect your sales strategy in the US?

Speaker #6: And I was just going to ask how research positions itself to product offering. I mean, particularly RayCare and RayCare to capture this shift and how does it affect your sales strategy in the US?

Speaker #2: Now, currently, we work on both fronts. We work both with small, medium-sized clinics, and we work with the bigger networks. So it's not really we don't distinguish.

Johan Löf: Currently, we work on both fronts. We work both with small and medium-sized clinics, and we work with the bigger networks. We do not distinguish. Of course, we distinguish, but we do not prioritize one over the other.

Speaker #2: I mean, of course, we distinguish with them. We don't prioritize one over the other.

Speaker #6: But with the consolidation, wouldn't bigger hospitals, bigger hospital parks, a lot more diversifications in the machines? Could that be some kind of tailwind for you guys?

Daniel Corca: But with the consolidation, would not bigger hospitals, bigger hospital parks, a lot more diversifications in the machines, could that be some kind of tailwind for you guys, giving you guys moat with your software?

[Analyst 2]: But with the consolidation, would not bigger hospitals, bigger hospital parks, a lot more diversifications in the machines, could that be some kind of tailwind for you guys, giving you guys moat with your software?

Speaker #6: Give me your guys' moat with your software.

Speaker #2: I mean, if you look historically, the biggest most renowned we just announced Dana Farber, and that means that we have 11 out of the top 15 and largest clinics in the world.

Johan Löf: I think if you look historically, the biggest, most renowned, we just announced Dana-Farber, and that means that we have 11 out of the top 15 largest clinics in the world, and they represent what you are describing. So, yeah, on paper, that should be in our favor. But I also think it is important for RaySearch to go after, because the bulk of the market in the US is still all these smaller clinics. So the bigger clinics, check. They come to us eventually. The smaller clinics, we have to work harder to break into the one, two, three Linac centers.

Speaker #2: And they represent what you are describing. So yeah, on paper, that should be in our favor. But I also think it's important for research to go after because that's a bulk of the market in the US is still all these smaller clinics.

Speaker #2: So we have to the bigger clinics, I mean, check. We have those are they come to us eventually. The smaller clinics, we have to work harder to break into the one, two, three Linac centers.

Speaker #6: Okay. Thank you. And just one more question, regarding China. So I mean, look at China. China has for years there's been a sort of strong regulatory push for hospitals to source domestic medical equipment.

Daniel Corca: Okay. Thank you. Just one more question regarding China. Looking at China has through the years, there has been a strong regulatory push for hospitals to source domestic medical equipment. There came a new law about procurement also. I was just going to ask how is RaySearch navigating these buy local requirements and these regulatory shifts creating long-term hurdles for yourselves in the region, or is it also some kind of tailwind?

[Analyst 2]: Okay. Thank you. Just one more question regarding China. Looking at China has through the years, there has been a strong regulatory push for hospitals to source domestic medical equipment. There came a new law about procurement also. I was just going to ask how is RaySearch navigating these buy local requirements and these regulatory shifts creating long-term hurdles for yourselves in the region, or is it also some kind of tailwind?

Speaker #6: And there came a new law about procurement also. I was just going to ask how is research navigating these bi-local requirements? And do you see these regulatory shifts creating long-term hurdles for your sales in the region, or is it also some kind of tailwind?

Speaker #2: Yeah, regulatory-wise, it's a hell of a headwind, I would say. So far, it's a very heavy regulatory process. But I mean, it's clear that China aims to purchase more and more domestic in the healthcare sector.

Johan Löf: Yeah. Regulatory-wise, it is a hell of a headwind, I would say. So far it is a very heavy regulatory process. China aims to purchase more and more domestic in the healthcare sector. One way that we address this is to work closely with a number of new machine vendors that are Chinese. We have really good, very strong partnerships with several new machine vendors. We have worked for a long time with Xinda. We work with Intellaray, we work with Aul, and several others. That is a good approach for us to bundle with the Chinese machine.

Speaker #2: One way that we address this is to work closely with a number of new machine vendors that are Chinese. And we have really good, very strong partnerships with several new machine vendors.

Speaker #2: We have worked for a long time with Shinwa, we worked with IntelliRay, we worked with Our, and several others. So it's that's a good approach for us to bundle with the Chinese machine.

Speaker #6: Okay. Thank you.

Speaker #2: Thank you.

Daniel Corca: Okay. Thank you.

[Analyst 2]: Okay. Thank you.

Speaker #1: Now we have a follow-up question from Christopher Liljeberg at CNB Carnegie. Christopher, please go ahead and unmute yourself.

Johan Löf: Thank you.

Carolina Strömlid: Now we have a follow-up question from Kristofer Liljeberg at DNB Carnegie. Kristofer, please go ahead and unmute yourself.

Speaker #4: Yeah, thank you. Yes, wonder if you could disclose the number of proton therapy deals you signed in the second quarter and in the first half in total.

Kristofer Liljeberg: Yeah, thank you. Just wonder if you could disclose the number of proton therapy deals you signed in Q2 and in H1 in total.

Speaker #2: Okay. I don't have that number on top of my head. Do you have that, Nina?

Johan Löf: Okay. I don't have that number on top of my head. Do you have that, Nina?

Speaker #3: No, not exactly. I mean, it was we have to get back on that one.

Nina Grönberg: No, not exactly how many it was. We have to get back on that one.

Speaker #4: Okay. Yeah, that's fine.

Speaker #2: We can come back on that. At least to find out. We just have it right now.

Kristofer Liljeberg: Okay. That's fine.

Johan Löf: We can come back on that.

Nina Grönberg: Yeah.

Kristofer Liljeberg: Okay, great. Thank you.

Johan Löf: It is easy to find out. We just do not have it right now.

Speaker #1: Yes. We have received a few written questions, but most have been covered already. But I have one here regarding the Ortega project. RayStation, for the first two clinics, was recognized in Q1.

Nina Grönberg: Yes. We have received a few written questions, but most have been covered already. I have one here regarding the Ortega project. RayStation for the first two clinics was recognized in Q1. When do you expect RayCare for those two clinics to be delivered and recognized as revenue, and when do you currently expect RayStation and RayCare to be delivered to the third clinic?

Carolina Strömlid: Yes. We have received a few written questions, but most have been covered already. I have one here regarding the Ortega project. RayStation for the first two clinics was recognized in Q1. When do you expect RayCare for those two clinics to be delivered and recognized as revenue, and when do you currently expect RayStation and RayCare to be delivered to the third clinic?

Speaker #1: When do you expect RayCare for those two clinics to be delivered and recognized as revenue? And when do you currently expect RayStation and RayCare to be delivered to the third clinic?

Speaker #2: Yeah, we have delivered the two clinics. There will be at least two more. Deliveries this year. There will be up to four in total.

Johan Löf: Yeah. We have delivered 2 clinics. There will be at least 2 more deliveries this year. There will be up to 4 in total. Then we have another 5 to go.

Johan Löf: Yeah. We have delivered two clinics. There will be at least two more deliveries this year. There will be up to four in total. Then we have another five to go.

Speaker #2: And then we have another five to go. And they will probably be delivered within 2027, 2028. And I can say exactly when the revenue for RayCare will be recognized.

Nina Grönberg: Yeah, that is correct.

Johan Löf: They will probably be delivered within 2027, 2028. I cannot say exactly when the revenue for RayCare will be recognized, but I would guess almost all of it should have been recognized before end of 2028.

Speaker #2: I would guess almost all of it should be recognized before end of 2028.

Speaker #1: Yeah.

Speaker #3: So I can add that we have recognized revenue for RayCare for the two first sites now in quarter two. And as Johan said, when we deliver to the two additional sites in 2026, that will also be with RayCare.

Nina Grönberg: Yeah. I can add there, we have recognized revenue for RayCare for the 2 first sites now in Q2. As Johan said, when we deliver the 2.

Nina Grönberg: Yeah. I can add there, we have recognized revenue for RayCare for the two first sites now in Q2. As Johan said, when we deliver the two.

Johan Löf: Additional

Johan Löf: Additional.

Nina Grönberg: additional sites in 2026, that will also be with RayCare.

Nina Grönberg: Additional sites in 2026, that will also be with RayCare.

Speaker #2: Okay. So four RayCare installations this year to Ortega. Deliveries, yeah.

Johan Löf: Okay. So four RayCare installations this year to Ortega.

Speaker #3: Yeah.

Nina Grönberg: Yeah, or deliveries.

Speaker #1: Good. That concludes our Q&A. Thank you all for joining us today. And for your questions, if you have any follow-up questions, please don't hesitate to reach out to us.

Johan Löf: Deliveries.

Nina Grönberg: Yeah. Good. That concludes our Q&A.

Nina Grönberg: Yeah.

Carolina Strömlid: Good. That concludes our Q&A. Thank you all for joining us today and for your questions. If you have any follow-up questions, please don't hesitate to reach out to us. We look forward to seeing you again on 3 November for our Q3 results. Have a great day. Thank you.

Nina Grönberg: Thank you all for joining us today and for your questions. If you have any follow-up questions, please don't hesitate to reach out to us. We look forward to seeing you again on 3 November for our Q3 results. Have a great day. Thank you.

Speaker #1: We look forward to seeing you again on November the 3rd for our Q3 results. Have a great day. Thank you.

Speaker #2: Thank you.

Johan Löf: Thank you.

Nina Grönberg: Yep.

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Q2 2026 RaySearch Laboratories AB (publ) Earnings Call

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