Full Year 2026 Adheris Health Ltd Earnings Call

September 1, 2026

Speaker #2: My name is George Copsey-Afters, and I'll be your moderator today. With us, we have Chief Executive Officer John Ciccio. Good morning, John.

Moderator: My name's George Kopsiakos, and I will be your Moderator today. With us today, we have Chief Executive Officer, John Ciccio. Good morning, John.

George Kopsiaftis: My name's George Kopsiaftis, and I will be your Moderator today. With us today, we have Chief Executive Officer, John Ciccio. Good morning, John.

Speaker #3: Good morning, George.

John Ciccio: Morning, George.

Speaker #2: So, the format for today is for John to spend about 20 to 25 minutes talking through a presentation that will be, or has been, launched with the ASX this morning.

Moderator: The format for today is for John to spend about 20 to 25 minutes talking through a presentation that will be or has been launched with the ASX this morning. This will be followed by a question and answer session. Again, if you would like to ask a question, please click on the Q&A tab in the ribbon below, and then type your question into the box. As a reminder, this briefing is being recorded and will be available on the Adheris website. With that, I would now like to hand it over to John to get us started. Thanks, John.

George Kopsiaftis: The format for today is for John to spend about 20 to 25 minutes talking through a presentation that will be or has been launched with the ASX this morning. This will be followed by a question and answer session. Again, if you would like to ask a question, please click on the Q&A tab in the ribbon below, and then type your question into the box. As a reminder, this briefing is being recorded and will be available on the Adheris website. With that, I would now like to hand it over to John to get us started. Thanks, John.

Speaker #2: This will be followed by a question-and-answer session. Again, if you'd like to ask a question, please click on the Q&A tab in the ribbon below, and then type your question into the box.

Speaker #2: As a reminder, this briefing is being recorded and will be available on the Adheris website. And with that, I'd now like to hand it over to John to get us started.

Speaker #2: Thanks, John.

Speaker #3: Thank you, George. Welcome, everybody. Let's dive right into the slides. I'll skip the disclaimer here. Just quickly, on the business, for those of you that might be new to our story: we sit at the intersection between pharma manufacturers, retail pharmacies, and the patients that they serve.

John Ciccio: Thank you, George. Welcome, everybody. Let's dive right into the slides. I'll skip the disclaimer here. Just quickly on the business for those of you that might be new to our story. We sit at the intersection between pharma manufacturers, retail pharmacies, and the patients that they serve. We have relationships with top global pharma companies. Most of those relationships are over 15 years old. We also work with nine out of the top 10 pharmacy chains in the US, and those relationships have spanned over 20 years on average. We've driven quite a bit of impact across the 30 years that we've been in business. We reach over just about 170 million Americans through our network of 25,000 pharmacies. We've sent over 500 million sponsored messages to patients in the past five years, and we've driven strong results.

Speaker #3: We have relationships with top global pharma companies; most of those relationships are over 15 years old. We also work with 9 out of the top 10 pharmacy chains in the U.S., and those relationships have spanned over 20 years on average.

Speaker #3: We've driven quite a bit of impact across the 30 years that we've been in business. We reach just about 170 million Americans through our network of 25,000 pharmacies.

Speaker #3: We've sent over 500 million sponsored messages to patients in the past five years, and we've driven strong results. Sixty-five percent of the patients we reach return to therapy after receiving interventions from us, and click-through rates on SMS are over 24% on average.

John Ciccio: 65% of the patients we reach return to therapy after receiving interventions from us. Our click-through rates on SMS are over 24% on average. On the awareness side of our business, we drive an average lift of over 11%. The agenda for today is to cover key highlights from fiscal 2026. We'll spend some time reviewing progress against the strategic priorities that we established when I joined the business, and then we'll share some observations and outlook going forward. For key highlights, we'll start with the financial results for the year. Revenue was $34 million, down 46% from prior year. Gross profit of $14.6 million is down 56% from the prior year. Gross margin at 43%, down nine percentage points year over year. An underlying loss before income tax of $16.7 million, and that's actually a slightly smaller loss than in fiscal 2025, about a 1% difference.

Speaker #3: And on the awareness side of our business, we drive an average lift of over 11%. The agenda for today is to cover key highlights from fiscal '26.

Speaker #3: We'll spend some time reviewing progress against the strategic priorities that we established when I joined the business, and then we'll share some observations and outlook going forward.

Speaker #3: So for key highlights, we'll start with the financial results for the year. Revenue was $34 million, down 46% from the prior year. Gross profit was $14.6 million.

Speaker #3: Revenue is down 56% from the prior year. Gross margin is at 43%, down 9 percentage points year over year. The underlying loss before income tax is $16.7 million, which is actually a slightly smaller loss than in fiscal '25, but it's only a 1% difference.

John Ciccio: The statutory net loss of $4.3 million, which is much lower than it was in fiscal 2025, 93% lower than last year. We finished the period with $9.5 million cash at bank, and that's down about $800,000 year over year. I'll spend some time on key highlights from fiscal 2026, which really was a year where we established the foundations that will help us return the company to growth as we entered fiscal 2027. Starting in the upper left with our financial performance, we just talked through the key numbers. We did achieve cash flow breakeven in Q4, which we had guided previously, ending the year at $9.5 million in cash, as I had mentioned, and with no debt. Moving over to the right on operational highlights. We did accelerate our cost-out program and finished with a 37% reduction in operating costs over the prior year.

Speaker #3: Statutory net loss of $4.3 million, which is much lower than it was in fiscal '25—93% lower than last year. We finished the period with $9.5 million cash at bank, and that's down about $800,000 year over year.

Speaker #3: So, I'll spend some time on key highlights from fiscal '26, which really was a year where we established the foundations that will help us return the company to growth as we enter fiscal '27.

Speaker #3: Starting in the upper left with our financial performance, we just talked through the key numbers. We did achieve cash flow break-even in the fourth quarter.

Speaker #3: Which we had guided previously. Ending the year at $9.5 million in cash, as I had mentioned, and with no debt. Moving over to the right on operational highlights, we did accelerate our cost-out program and finished with a 37% reduction in operating costs over the prior year.

Speaker #3: And importantly, we did re-engage with many customers who had either stopped spending with us or had significantly reduced their spend with us in prior periods, and actually won over $3 million in contracts from customers who had previously stopped working with us.

John Ciccio: Importantly, we did reengage with many customers who had either stopped spending with us or had significantly reduced their spend with us in prior periods and actually won over $3 million US in contracts from customers who had previously stopped working with us. We also added eight new brands to our portfolio in H2 2026, which is a period of time where we typically don't see a lot of bookings, and we'll talk more about that cycle as we proceed. With board and management, key updates there. We did resize the board following the disposal of the ANZ business, and we did add a very experienced Non-Executive Director, John Murray, on 1 July.

Speaker #3: And we also added eight new brands to our portfolio in the second half of '26, which is a period of time where we typically don't see a lot of bookings.

Speaker #3: And we'll talk more about that cycle as we proceed. With the board and management, key updates there: we did resize the board following the disposal of the ANZ business, and we added a very experienced non-executive director, John Murray, on the 1st of July.

Speaker #3: And, as I've mentioned in prior presentations, we did refresh our leadership team with several executives who've spent a good amount of time in this company itself, as well as in the industry more broadly.

John Ciccio: As I have mentioned in prior presentations, we did refresh our leadership team with several executives who have spent a good amount of time in this company itself, as well as in the industry more broadly. They all bring a proven track record of executing both within this business and returning it to growth before, as well as strong delivery in the space more broadly. Then I will finish with a focus on the future. We are into our calendar 2027 pharma planning cycle, which is really a critical time of the year for the business. This is when our pharma customers develop their budgets for the following calendar year.

Speaker #3: And they all bring a proven track record of executing both within this business and returning it to growth before, as well as strong delivery in the space more broadly.

Speaker #3: Then I'll finish with a focus on the future. So, we are into our calendar '27 pharma planning cycle, which is really a critical time of the year for the business.

Speaker #3: This is when our pharma customers develop their budgets for the following calendar year. So, this is when folks like us are putting forth their best proposals for how to support the brands that we work with.

John Ciccio: This is when folks like us are putting forth their best proposals for how to support the brands that we work with, and our customers are making decisions that will impact their spend and obviously therefore our revenue in calendar 2027. I am happy to report that close to 60% of the current pipeline opportunity that we have right now sits in THRiV opportunities and other digital engagement programs, and that is a material increase compared to our fiscal 2026 revenue mix, which will support a better gross margin story for fiscal 2027. Lastly, we do expect to maintain cash flow breakeven across fiscal 2027, although the generation of cash throughout that year will be a bit lumpy, and you should see that be a bit uneven quarter to quarter. We will talk a little bit more about that.

Speaker #3: And our customers are making decisions that will impact their spend and, obviously, therefore our revenue in calendar '27. I'm happy to report that close to 60% of the current pipeline opportunity that we have right now sits in Thrive opportunities and other digital engagement programs.

Speaker #3: And that's a material increase compared to our fiscal '26 revenue mix, which will support a better gross margin story for fiscal '27. And then, lastly, we do expect to maintain cash flow break-even across fiscal '27.

Speaker #3: Although the generation of cash throughout that year will be a bit lumpy, you should see it be a bit uneven quarter to quarter.

Speaker #3: And we'll talk a little bit more about that. When I returned to the company in November of '25, I established five key strategic priorities for the year.

John Ciccio: When I returned to the company in November of 2025, I established five key strategic priorities for the year. I want to spend a little time giving you a progress update on each of those priorities, and then we will dig a little deeper on each in the following slides. The five priorities were to build a more scalable operation, to diversify our revenue, to focus our sales on higher margin solutions, expand our pharmacy network, and enhance digital engagement. Starting on the far left with building a more scalable operation. Our plan heading into fiscal 2027 is to hold the cost base roughly flat so that the revenue growth that we are projecting will fall through more often to the bottom line and will improve our overall profitability.

Speaker #3: And I want to spend a little time giving you a progress update on each of those priorities. Then we'll dig a little deeper on each in the following slides.

Speaker #3: So, the five priorities were to build a more scalable operation, to diversify our revenue, to focus our sales on higher margin solutions, expand our pharmacy network, and enhance digital engagement.

Speaker #3: So, starting on the far left with building a more scalable operation, our plan heading into fiscal '27 is to hold the cost base roughly flat, so that the revenue growth we're projecting will fall through more often to the bottom line and will improve our overall profitability.

Speaker #3: We're also working hard to increase the output that we get from each employee by embedding AI productivity tools across the company. We've already done that, and we're seeing some really strong early results.

John Ciccio: We are also working hard to increase the output that we get from each employee by embedding AI productivity tools across the company, and we have already done that, and we are seeing some really strong early results from that. As far as the tangible results from this initiative, as I mentioned before, operating costs down 37% year over year. As a subset of that, our staff costs, including contractor and consulting spend, is expected to stabilize at about USD 18.2 million in fiscal 2027 versus USD 34 million in fiscal 2025. So significant reduction there. Moving over to revenue diversification. We talked about this when I came back. We have worked hard to reduce our overdependence on vaccine revenue and focused on high growth categories like obesity, including GLP-1s, diabetes, immunology, respiratory, and other specialty conditions. We have had good progress against that.

Speaker #3: From that, as far as the tangible results from this initiative—as I mentioned before—operating costs are down 37% year over year. And as a subset of that, our staff costs, including contractor and consulting spend, are expected to stabilize at about $18.2 million in fiscal '27 versus $34 million in fiscal '25.

Speaker #3: So, a significant reduction there. Moving over to revenue diversification—we talked about this when I came back—what we have worked hard on is reducing our over-dependence on vaccine revenue.

Speaker #3: And focused on high-growth categories like obesity, including GLP-1s, diabetes, immunology, respiratory, and other specialty conditions. And we've had good progress against that. Our non-vaccine revenue was 83% of the mix in fiscal '26.

John Ciccio: Our non-vaccine revenue was 83% of the mix in fiscal 2026, and that is compared to only 54% in fiscal 2025. We have increased the share from general medicine, specialty meds, and GLP-1s. We will get into more detail as we go forward in the presentation. We also importantly onboarded a total of 11 new brands in the year. On the selling higher margin solutions, we have refocused our sales efforts toward the products that drive the best gross margin for us, and those products are THRiV and our other digital engagement tactics. That focus should improve our revenue mix here in fiscal 2027, which ultimately then drives higher gross margins. As I mentioned on the prior slide, close to 60% of our calendar 2027 pipeline is in those higher margin products, and that compares to just 32% of our fiscal 2026 revenue coming from those products.

Speaker #3: And that's compared to only 54% in fiscal '25. And so we've increased the share from general medicine, specialty meds, and GLP-1s. We'll get into more detail as we go forward in the presentation.

Speaker #3: And we also, importantly, onboarded a total of 11 new brands in the year. On selling higher-margin solutions, we’ve refocused our sales efforts toward the products that drive the best gross margin for us.

Speaker #3: And those products are Thrive and our other digital engagement tactics. That focus should improve our revenue mix here in fiscal '27, which ultimately then drives higher gross margins.

Speaker #3: And as I mentioned on the prior slide, close to 60% of our calendar '27 pipeline is in those higher-margin products. That compares to just 32% of our fiscal '26 revenue coming from those products.

Speaker #3: So that's a material increase, and that's really where we expect to see margin expansion come from. On the pharmacy network side, we continue to look to increase the breadth and scale of our network.

John Ciccio: That is a material increase, and that is really where we expect to see margin expansion come from. On the pharmacy network side, we continue to look to increase the breadth and the scale of our network, and that comes from adding new partners, but it also comes from expanding channels and working with each of our current chains across more engagement strategies. For example, adding digital messaging to a partner who maybe historically has only run print. A couple highlights there. One of our largest pharmacy partners enabled our programs on their brand new digital platform, which they rolled out across their entire enterprise, and that generates additional revenue opportunities for us. Also, we expanded our digital reach in the year by more than 36 million patients, which is a substantial number.

Speaker #3: And that comes from adding new partners, but it also comes from expanding channels and working with each of our current chains across more engagement strategies.

Speaker #3: So, for example, adding digital messaging to a partner who maybe historically has only run print—a couple of highlights there: One of our largest pharmacy partners enabled our programs on their brand-new digital platform, which they rolled out across their entire enterprise.

Speaker #3: And that generates additional revenue opportunities for us. Also, we expanded our digital reach in the year by more than 36 million patients, which is a substantial number.

Speaker #3: That alone is actually a pretty strong number in the industry, let alone just being in addition for us to what we already have. So, material increase there.

John Ciccio: That alone is actually a pretty strong number in the industry, let alone just being an addition for us to what we already have. So a material increase there. Then lastly, enhancing digital engagement. We are going to show you some examples in a few slides of how we are leveling up our engagement suite on the digital side, but we are adding richer content. We are leveraging AI where it makes sense, and we are pushing for deeper pharmacy integration, and all of that helps improve behavior and ultimately creates healthier patients, which is why we exist. We have seen average click-through rates on our SMS messages at over 24%, as I mentioned earlier.

Speaker #3: And then lastly, enhancing digital engagement. We're going to show you some examples in a few slides of how we're leveling up our engagement suite on the digital side.

Speaker #3: But we are adding richer content. We're leveraging AI where it makes sense, and we're pushing for deeper pharmacy integration. All of that helps improve behavior and ultimately creates healthier patients, which is why we exist.

Speaker #3: We've seen average click-through rates on our SMS messages at over 24%, as I mentioned earlier. We also have over 2,000 stores live on our new digital regulatory product.

John Ciccio: We also have over 2,000 stores live on our new digital regulatory product, which is a subscription product that our pharmacy partners can buy to deliver government-required material to patients in a digital format versus in a printed format, which is how it has historically been done. We do have over 9,000 stores in the pipeline for this product as well. We are excited about this. It is still early days, but I think we are seeing some good traction in the marketplace. Diving a little bit deeper on the scalable operation. I talked about the cost out program. Material reduction in OpEx as well as staff costs. We materially changed our executive compensation plan. It is very much oriented toward a performance basis now. The emphasis is on equity upside, and we have taken a different look at salary and cash bonuses. Those are much lower than under prior leadership.

Speaker #3: This is a subscription product that our pharmacy partners can buy to deliver government-required materials to patients in a digital format, versus in a printed format, which is how it's historically been done.

Speaker #3: And we do have over 9,000 stores in the pipeline for this product as well, so we're excited about this. It's still early days, but I think we're seeing some good traction in the marketplace.

Speaker #3: So diving a little bit deeper on the scalable operation: I talked about the cost-out program, right? Material reduction and opex, as well as staff costs.

Speaker #3: We have materially changed our executive compensation plan. It's now very much oriented toward performance. The emphasis is on equity upside, and we've taken a different look at salary and cash bonuses.

Speaker #3: Those are much lower than under prior leadership. And really, what that generates is strong alignment between my team, myself, and shareholders. And that's really where it needs to be.

John Ciccio: And really what that generates is strong alignment between my team and myself and shareholders, and that is really where it needs to be. I think that that philosophy will serve everybody well moving forward as we start to rebuild our enterprise value. On the productivity side, I mentioned that we had launched some AI-powered productivity tools. Those have been resulting so far in faster execution, a significant reduction in the manual work that it takes for us to do our jobs each day, and ultimately higher output per FTE. Revenue diversification, both in terms of the disease states as well as the product mix. I talked about shifting our mix away from the overdependence that we had previously on vaccines. We have done well there, and as I mentioned before, we increased our non-vaccine mix from 54% in fiscal 2025 to 83% in fiscal 2026.

Speaker #3: So I think that that philosophy will serve everybody well moving forward as we start to rebuild our enterprise value. And then, on the productivity side, I mentioned that we had launched some AI-powered productivity tools.

Speaker #3: Those have resulted so far in faster execution and a significant reduction in the manual work it takes for us to do our jobs each day.

Speaker #3: And ultimately, higher output per FTE. Revenue diversification, both in terms of the disease states as well as the product mix, right? So I talked about shifting our mix away from the over-dependence that we had previously on vaccines.

Speaker #3: We've done well there. And as I mentioned before, we increased our non-vaccine mix from 54% in fiscal '25 to 83% in fiscal '26. We have maintained a strong focus on immunology, respiratory, diabetes, and other complex specialty conditions.

John Ciccio: We have maintained a strong focus on immunology, respiratory, diabetes, and other complex specialty conditions. Our digital programs went from 6% of revenue in January up to 15% by June. As I mentioned, our pipeline is showing an even stronger skew toward digital and THRiV. All of that is expected to improve our revenue mix. GLP-1s are a very fast-growing category, and this is a place where we are really well-positioned to grow revenue materially. Our GLP-1 revenue in fiscal 2026 was up almost 35% from the prior year and is now 8% of our revenue mix for the year, and actually is an even larger percentage of our mix of calendar 2027 pipeline. Definitely heading in the right direction. This category of medicines is expected to grow materially.

Speaker #3: Our digital programs went from 6% of revenue in January up to 15% by June. And as I mentioned, our pipeline is showing an even stronger skew toward digital and Thrive.

Speaker #3: And all of that is expected to improve our revenue mix. GLP-1s are a very fast-growing category, and this is a place where we are really well positioned to grow revenue materially.

Speaker #3: Our GLP-1 revenue in fiscal '26 was up almost 35% from the prior year and is now 8% of our revenue mix for the year.

Speaker #3: And actually, it is an even larger percentage of our mix in the calendar '27 pipeline, so we're definitely heading in the right direction. And this category of medicines is expected to grow materially.

Speaker #3: So, 25 million Americans are expected to be on a GLP-1 medication by 2030, which is only four years—three and a half years—away.

John Ciccio: 25 million Americans are expected to be on a GLP-1 medication by 2030, which is only four years, three and a half years away. That goes from a base of 10 million last year. That is a really material increase. This is a growth area that we have to be part of, and so far we have started to make good inroads with the leading manufacturers of these products. Lastly, I mentioned earlier, we did win back over USD 3 million in contracts from folks that had left us in prior periods and added 11 new brands during the year. Eight of those were in the second half. Good progress there. Just really quickly on the far right, if you look at our revenue mix between fiscal 2025 to fiscal 2026, you will see the increases in the yellow there. That is GLP-1 revenue.

Speaker #3: And that goes from a base of 10 million last year, so that's a really material increase. And so, this is a growth area that we have to be part of.

Speaker #3: And so far, we've started to make good inroads with the leading manufacturers of these products. And then lastly, as I mentioned earlier, we did win back over $3 million in contracts from folks that had left us in prior periods.

Speaker #3: And added 11 new brands during the year—8 of those were in the second half. So, good progress there. Just really quickly, on the far right, if you look at our revenue mix between fiscal '25 to fiscal '26, you'll see the increases in the yellow there.

Speaker #3: That's GLP-1 revenue. And then also in specialty, going from 10% of mix to 21%. And then GenMed going from 34% to 47%. Now, if you look at our current calendar '27 pipeline, that trend is continuing, right?

John Ciccio: Also in specialty, going from 10% of mix to 21%, and then general medicine going from 34% to 47%. If you look at our current calendar 2027 pipeline, that trend is continuing. So far, the pipeline as of 21 August, 13% of our pipeline was in GLP-1, 22% in specialty, 59% in general medicine. We continue to see the trends that we set out to achieve when we established this initiative back in November. Higher margin solutions. I have mentioned THRiV a few times, and I wanted to just spend a few minutes explaining to all of you what our THRiV solution is, how it works, and why it is beneficial for our clients, our patients that we serve, as well as our business itself.

Speaker #3: So, so far, the pipeline as of the 21st of August: 13% of our pipeline was in GLP-1, 22% in Specialty, and 59% in GenMed. And so, we continue to see the trends that we set out to achieve when we established this initiative back in November.

Speaker #3: So, higher-margin solutions. I've mentioned Thrive a few times, and I wanted to just spend a few minutes explaining to all of you what our Thrive solution is, how it works, and why it's beneficial for our clients, the patients that we serve, as well as our business itself.

Speaker #3: So what we do is, we apply advanced predictive modeling that finds the patients who are most likely to have an adherence problem. That helps us focus our messaging and our outreach to the patients who we believe need support most.

John Ciccio: What we do is we apply advanced predictive modeling that finds the patients who are most likely to have an adherence problem, and that helps us focus our messaging and our outreach to the patients who we believe need support most. We personalize that experience to improve ultimately the patient's outcome while also maximizing program efficiency. If we think that a digital communication is the best fit for that patient at that particular moment, that's what we'll send. If we think potentially a higher cost direct mail message might be the right fit at that time, given the patient's profile, their demographics, and so forth, then that's what we'll send. We are differentially investing and using the channels appropriately based on what we know about the patient and their challenges. Importantly, this revenue model is a little bit different than how the business has historically operated.

Speaker #3: We personalize that experience to ultimately improve the patient's outcome, while also maximizing program efficiency. So, if we think that a digital communication is the best fit for that patient, that's what we'll send.

Speaker #3: If we think potentially a higher-cost direct mail message might be the right fit at that time, given the patient's profile, their demographics, and so forth, then that's what we'll send.

Speaker #3: And so we're differentially investing and using the channels appropriately, based on what we know about the patient and their challenges. Importantly, this revenue model is a little bit different than how the business has historically operated.

Speaker #3: So, most of our programs run on a per-message basis, but Thrive is built on a per-patient revenue model. And so that allows us to scale efficiently as program sizes increase.

John Ciccio: Most of our programs run on a per message basis, but THRiV is built on a per-patient revenue model, and that allows us to scale efficiently as program sizes increase. It also improves our unit economics as the programs get larger, because we can direct the higher margin digital messages to the patients who really need them and then only fall back on the lower margin printed products when they are most appropriate. Ultimately, this leads to a higher gross margin profile than some of our legacy tactics. Because we have multiple ways to reach patients, direct mail, print, MMS, SMS, patient concierge, we can deploy the right message at the right time based on what we think will drive the highest engagement as well as the highest behavioral impact.

Speaker #3: It also improves our unit economics as the programs get larger, because we can direct the higher-margin digital messages to the patients who really need them.

Speaker #3: And then only fall back on the lower-margin printed products when they're most appropriate. So, ultimately, this leads to a higher gross margin profile.

Speaker #3: Then, some of our legacy tactics. And then, because we have multiple ways to reach patients—direct mail, print, MMS, SMS, patient concierge—we can deploy the right message at the right time based on what we think will drive the highest engagement, as well as the highest behavioral impact.

Speaker #3: So, this is a really important product—not only for patient support, but also for driving better gross margins for us and enabling more scalable programs as brands invest more with us.

John Ciccio: This is a really important product not only for patient support, but also for driving better gross margins for us and more scalable programs as brands invest more with us. On the pharmacy network, a few highlights that I wanted to mention. I talked about our digital regulatory product earlier and the fact that we have over 2,000 stores live right now and another 9,000-plus in pipeline. That's definitely helping us expand our digital presence with our retail partners. I talked about the 36 million patients that we've added to our digital reach. That's a really important driver for us, and that allows us to, again, skew our revenue mix more toward digital. Because we have more access, we can reach more patients that way than we could a year ago.

Speaker #3: On the pharmacy network, a few highlights that I wanted to mention: I talked about our digital regulatory product earlier, and the fact that we have over 2,000 stores live right now, with another 9,000-plus in the pipeline.

Speaker #3: That's definitely helping us expand our digital presence with our retail partners. I talked about the 36 million patients that we've added to our digital reach.

Speaker #3: That's a really important driver for us, and that allows us to, again, skew our revenue mix more toward digital because we have more access.

Speaker #3: We can reach more patients that way than we could a year ago. We did have a new regional chain launch SMS with us in the second half of '26.

John Ciccio: We did have a new regional chain launch SMS with us in the H2 of 2026, and we have another one that's expected to onboard here in the H1 of fiscal 2027. I talked earlier about how one of our larger chains enabled our programs across their entire enterprise-wide digital platform. Lastly, we are really excited about, we have an agreement signed with one of our retail partners to pilot a new concierge service, which helps patients with scheduling of appointments at the pharmacy. This takes us beyond the traditional messaging that we've done historically and builds a new use case for the way that we can leverage the access that we have to patients and some of the newer products that we've built to potentially generate pharmacy-funded revenue opportunities in addition to pharma funded, right?

Speaker #3: And we have another one that's expected to onboard here in the first half of fiscal '27. And then I talked earlier about how one of our larger chains enabled our programs across their entire enterprise-wide digital platform.

Speaker #3: And then, lastly, we're really excited because we have an agreement signed with one of our retail partners to pilot a new concierge service, which helps patients with scheduling of appointments at the pharmacy.

Speaker #3: This takes us beyond the traditional messaging that we've done historically and builds a new use case for the way that we can leverage the access that we have to patients, and some of the newer products that we've built, to potentially generate pharmacy-funded revenue opportunities in addition to pharma-funded, right?

Speaker #3: So, obviously, historically, we’re very heavily skewed toward pharma as our primary sponsor. But increasingly, with these new products, we now have opportunities to generate revenue directly from the pharmacies themselves.

John Ciccio: Historically, we are very heavily skewed toward pharma as our primary sponsor. But increasingly with these new products, we now have opportunities to generate revenue directly from the pharmacies themselves. We have talked about enhancing the digital experience. Really what that means is we want to make sure that we take our connectivity with patients beyond a static one-way message into a real conversation, a real engagement with a patient that can actually solve a problem for them in real time. I want to show you a quick demo of how this product actually works. This is a real patient journey that I am about to show you, and this one is focused on driving better adherence and helping patients afford expensive medications.

Speaker #3: We've talked about enhancing the digital experience. Really, what that means is we want to make sure that we take our connectivity with patients beyond a static, one-way message into a real conversation, right?

Speaker #3: A real engagement with a patient that can actually solve a problem for them in real time. And so, I want to show you a quick demo of how this product actually works.

Speaker #3: So this is a real patient journey that I'm about to show you. This one is focused on driving better adherence and helping patients afford expensive medications.

Speaker #3: So, the way this flow would start would be if we see a prescription come through that's going to be expensive for the patient based on their insurance coverage or lack of insurance coverage, we will greet them with a custom message that lets them know that there are savings opportunities available to help them afford the medication.

John Ciccio: The way this flow would start would be if we see a prescription come through that is going to be expensive for the patient based on their insurance coverage or lack of insurance coverage, we will greet them with a custom message that lets them know that there are savings opportunities available to help them afford the medication. Once we get the patient's consent and they provide their information, the concierge will automatically sign them up for a savings program and return a savings card to them that they can then present right at the pharmacy counter and get significant savings off their medication. I am just going to play this flow for you really quickly so you can see it in action. That is maybe a 45-second flow, maybe 60 seconds with the patient entering their information, which actually we can help pre-populate.

Speaker #3: Once we get the patient's consent and they provide their information, the concierge will automatically sign them up for a savings program and return a savings card to them, which they can then present right at the pharmacy counter.

Speaker #3: And get significant savings off their medication. So, I'm just going to play this flow for you really quickly so you can see it in action.

Speaker #3: So that's maybe a 45-second flow, or maybe 60 seconds with the patient entering their information, which we can actually help pre-populate. But think about the power of determining that a patient's prescription is going to cost them a lot of money.

John Ciccio: Think about the power of determining that a patient's prescription is going to cost them a lot of money, proactively making a savings program available for them, signing them up without them having to know how to do that, and then pushing back a card right to their phone that they can immediately save 50, 100, 200, sometimes even more dollars per fill. These are the kinds of things that we are doing to help drive our results further and help more patients stay healthy. The last section that we have here is just observations and outlook as we go forward into fiscal 2027. I am going to start at the top left here and talk a little bit more about our calendar 2027 pipeline.

Speaker #3: Proactively, making a savings program available for them—signing them up without them having to know how to do that. And then pushing back a card right to their phone that they can immediately save $50, $100, $200, sometimes even more per fill.

Speaker #3: These are the kinds of things that we're doing to help drive our results further and help more patients stay healthy. So, the last section that we have here is just observations and outlook as we go forward into fiscal '27.

Speaker #3: So I'm going to start at the top left here and talk a little bit more about our calendar '27 pipeline. So again, as I mentioned before, this period that we're in right now—from today through the end of December—is when most of our customers are making the majority of their buying decisions for all of calendar 2027.

John Ciccio: Again, as I mentioned before, this period that we are in right now, from today through the end of December, this is when most of our customers are making the majority of their buying decisions for all of calendar 2027. This is the critical period. This is where we will build our revenue base for calendar 2027. At 21 August, we had more than 90 opportunities in our pipeline. That covers almost 40 customers and about 80 different brands. Importantly, it is not overly concentrated. No single opportunity or brand is more than 10% of pipeline value. It is very distributed across a lot of customers and a lot of opportunities. I talked earlier about the fact that almost 60% of the value in that pipeline is focused on higher margin products, THRiV and Digital, versus 32% of our 2026 mix.

Speaker #3: So, this is the critical period. This is where we will build our revenue base for calendar '27. As of August 21, we had more than 90 opportunities in our pipeline.

Speaker #3: That covers almost 40 customers and about 80 different brands. Importantly, it's not overly concentrated, so no single opportunity or brand is more than 10% of pipeline value.

Speaker #3: And so it's very distributed across a lot of customers and a lot of opportunities. I talked earlier about the fact that almost 60% of the value in that pipeline is focused on higher margin products—Thrive and Digital—versus 32% of our 2026 mix.

Speaker #3: And also, importantly, the opportunities in this pipeline right now are materially larger on average than our fiscal '26 bookings. And about half of the value of this pipeline right now is in programs that are $1 million U.S. or larger.

John Ciccio: And also importantly, the opportunities in this pipeline right now are materially larger on average than our fiscal 2026 bookings. About half of the value of this pipeline right now is in programs that are $1 million USD or larger. Not only are we seeing some good early traction, a lot of opportunities against the right products, but we are also seeing larger deal sizes, which is really important as we try to scale. I am encouraged by the early progress that we have seen on the pipeline. If we go to the top right, decisions on the majority of the pipeline that I just talked about, we do expect to see by the end of December. Some of those will spill into January and February, but most of these will be locked up by the end of December.

Speaker #3: So not only are we seeing some good early traction and a lot of opportunities against the right products, but we're also seeing larger deal sizes, which is really important as we try to scale.

Speaker #3: And so I'm encouraged by the early progress that we've seen on the pipeline. If we go to the top right, decisions on the majority of the pipeline that I just talked about, we do expect to see by the end of December. Some of those will spill into January and February, but most of these will be locked up by the end of December.

Speaker #3: And that'll be part of the reporting that we're doing going forward. So, every quarter, we'll be reporting progress against our bookings growth for this calendar '27 cycle that I talked about.

John Ciccio: That will be part of the reporting that we are doing going forward. Every quarter, we will be reporting progress against our bookings growth for this calendar 2027 cycle that I talked about, the share of our revenue that is coming from digital and THRiV, our margin profile, and our cash discipline. You can expect to see reports on all of those every quarter. The first material readout for the pipeline conversion, so how well are we doing closing the deals that I just walked through, you will see that at the AGM in November. By then, we will have a pretty good feel for how this is trending, and we will have some contracts under agreement by then, like signed contracts that I can talk through. That is an important milestone at the AGM in November. The shape of fiscal 2027, we certainly are targeting substantial revenue growth over fiscal 2026.

Speaker #3: The share of our revenue that's coming from digital, and the way that drives our margin profile and our cash discipline—you can expect to see reports on all of those every quarter.

Speaker #3: The first material readout for the pipeline conversion—so how well are we doing in closing the deals that I just walked through—you'll see that at the AGM in November.

Speaker #3: By then, we will have a pretty good feel for how this is trending, and we will have some contracts under agreement by then—like signed contracts that I can talk through.

Speaker #3: So that's an important milestone at the AGM in November. The shape of fiscal '27, we certainly are targeting substantial revenue growth over fiscal '26.

Speaker #3: And we do not expect to increase the cost-based material, as I've said a couple of times. That really supports our path back to profitability, which is where we have to be as quickly as possible.

John Ciccio: We do not expect to increase the cost base materially, as I have said a couple of times, and that really supports our path back to profitability, which is where we have to be as quickly as possible. I alluded to this earlier, but we do expect to remain cash flow breakeven across calendar 2027 and fiscal 2027 as well. It is important to note. So 1 July to 30 June, we expect to be cash flow breakeven as well. That cash flow generation, as I talked about it, will be a bit lumpy, so you will see some unevenness quarter to quarter. On an overall basis for the fiscal year and for the calendar year 2027, we do expect to be at least cash flow breakeven.

Speaker #3: And I alluded to this earlier, but we do expect to remain cash flow break-even across calendar '27. And in fiscal '27 as well—it's important to note.

Speaker #3: So, for July 1 to June 30, we expect to be cash flow break-even as well. Now, that cash flow generation, as I mentioned, will be a bit lumpy.

Speaker #3: So you'll see some unevenness—unevenness quarter to quarter. But on an overall basis for the fiscal year, and for calendar year '27, we do expect to be at least cash flow break-even.

Speaker #3: Lastly, the earn-out from the sale of the A and Z business—we expect to finalize that process in Q1 and determine the final figure, with payment expected in Q2 of fiscal 2027.

John Ciccio: Lastly, the earn-out from the sale of the ANZ business, we expect to finalize that process in Q1 and determine the final figure, and then payment is expected in Q2 of fiscal 2027. We have had conversations with Jonas over the past few weeks, and so we are getting closer to finalizing that payment amount. We are confident that there will be a payment for the first year of the earn-out. Lastly, we already disclosed the Mindsprint dispute. We are vigorously defending those claims. It is not expected to impact our operations. As I said in the release, we really cannot comment any further than that. If we have the opportunity to do that in the future, we certainly will. Just to close with our investment case, I feel really confident about the position we are in right now as the precursor to getting back to profitable growth.

Speaker #3: We've had conversations with Jonas over the past few weeks, and so we're getting closer to finalizing that payment amount. We are confident that there will be a payment for the first year of the earn-out.

Speaker #3: And then lastly, we already disclosed the MindSprint dispute. We're vigorously defending those claims. It's not expected to impact our operations. And as I said in the release, we really can't comment any further than that.

Speaker #3: But if we have the opportunity to do that in the future, we certainly will. So just to close, with our investment case, I feel really confident about the position we're in right now as the precursor to getting back to profitable growth.

Speaker #3: We've been around a really long time—over 30 years. We have a very established brand and a strong reputation with pharma and with pharmacies.

John Ciccio: We have been around a really long time, over 30 years. We have a very established brand and a strong reputation with pharma and with pharmacies. We have been rebuilding a lot of that trust here over the past nine months. We reestablished our experienced leadership team, as I mentioned earlier. We have added a lot of additional talent on top of that, and a lot of folks that we have worked with before. I feel really good about the team that we have here and our ability to execute. As I said earlier, our incentives are very much aligned to shareholder value creation. We are here for the long term. We are here to rebuild value for shareholders. We are also uniquely positioned in a very large market.

Speaker #3: And we've been rebuilding a lot of that trust here over the past nine months. We re-established our experience leadership team, as I mentioned earlier.

Speaker #3: We've added a lot of additional talent on top of that, and a lot of folks that we've worked with before. So, I feel really good about the team that we have here.

Speaker #3: And our ability to execute. And as I said earlier, our incentives are very much aligned with shareholder value creation. We are here for the long term.

Speaker #3: We're here to rebuild value for shareholders. We are also uniquely positioned in a very large market. Pharma spends about $8 billion per year on patient support and patient marketing.

John Ciccio: Pharma spends about $8 billion USD per year on patient support and patient marketing, and about 2 billion of that is through the pharmacy channel. It does not take a large percentage of that spend to get materially larger revenue than what we have seen over the past year. In addition, our products are unique not only because of the reach that we have, the scale that we have, the ability to drive behavior, but also that it is measurable. We measure every program that we run with a rigorous, prospectively randomized methodology. We are able to prove to clients that for every dollar they spend, we are returning five, six, eight, $10 back. That is what gets customers coming back year over year. Our strategy is, I think, really well aligned to getting back to growth quickly. We have talked about diversifying our revenue streams. I think we are seeing some progress there.

Speaker #3: And about $2 billion of that is through the pharmacy channel. So it doesn't take a large percentage of that spend to get materially larger revenue than what we've seen over the past year.

Speaker #3: In addition, our products are unique not only because of the reach that we have, the scale that we have, and the ability to drive behavior, but also because they are measurable.

Speaker #3: We measure every program that we run with a rigorously, prospectively randomized methodology. And we're able to prove to clients that for every dollar they spend, we're returning $5, $6, $8, $10 back.

Speaker #3: And that's what gets customers coming back year over year. Our strategy is, I think, really well aligned to getting back to growth quickly. We've talked about diversifying our revenue streams.

Speaker #3: I think we're seeing some progress there. We are prioritizing our higher-margin solutions. You're seeing the early days of that in the pipeline mix. We have expanded our network, particularly with our digital presence.

John Ciccio: We are prioritizing our higher margin solutions. You are seeing early days of that in the pipeline mix. We have expanded our network, particularly with our digital presence. I just showed you a preview of our next gen digital engagement, which is really going to make our customer relationships stronger as well as our patient impact a lot stronger. Lastly, we need to maintain discipline and be laser-focused on profitability. That is what I have been since the day I came back. I think we have set some strong foundations for calendar 2027, right? I talked about the pipeline. It is diversified, it is weighted toward the right products, and it has much larger deal sizes on average than prior year. I think we have proven our cost management discipline. We will continue to be very tight on cash and make sure that we are spending on the right things.

Speaker #3: And I just showed you a preview of our next-gen digital engagement, which is really going to make our customer relationships stronger, as well as our patient impact a lot stronger.

Speaker #3: And then lastly, we need to maintain discipline and be laser-focused on profitability. That's what I've been since the day I came back. I think we've set some strong foundations for calendar '27, right?

Speaker #3: I talked about the pipeline—it's diversified, it's weighted toward the right products, and it has much larger deal sizes on average than prior year.

Speaker #3: I think we've proven our cost management discipline and will continue to be very tight on cash, making sure that we're spending on the right things.

Speaker #3: And as I said earlier, we are targeting a cash flow break-even position again in fiscal '27. So with that, George, I'll turn it over to you for Q&A.

John Ciccio: As I said earlier, we are targeting a cash flow breakeven position again in fiscal 2027. With that, George Kopsiakos, I will turn it over to you for Q&A.

Speaker #1: Right.

Moderator: Right.

George Kopsiaftis: Right.

Speaker #2: Thank you all for coming.

John Ciccio: Thank you all for your time.

Speaker #1: Thanks for that very insightful presentation. Again, if you'd like to ask a question, just click on the Q&A ribbon below and type your question into the box, and I'll ask it on your behalf.

Moderator: Thanks for that very insightful presentation. Again, if you would like to ask a question, just click on the Q&A ribbon below and type your question into the box and I will ask it on your behalf. John, first question, the US administration's policies, are they impacting your business in a positive or a negative way?

George Kopsiaftis: Thanks for that very insightful presentation. Again, if you would like to ask a question, just click on the Q&A ribbon below and type your question into the box and I will ask it on your behalf. John, first question, the US administration's policies, are they impacting your business in a positive or a negative way?

Speaker #1: John, first question: The US administration's policies—are they impacting your business in a positive or a negative way?

Speaker #2: Yeah, that's a good question. I think when the new administration first came in, there was a lot of fear about price pressures, and that did temporarily have an impact on pharma budgets.

John Ciccio: Yeah, it is a good question. I think when the new administration first came in, there was a lot of fear about price pressures, and that did temporarily have an impact on pharma budgets, but we have seen that ease up quite a bit, I would say, since I rejoined. Interestingly, sometimes when budgets become a little bit tighter, that could actually be a benefit to us because our programs are measurable. Like I talked about before, because we can actually prove the value of what we do, when pharma is making hard decisions about where to allocate funds, we tend to come out on top more often than not. That is how I see the impact so far.

Speaker #2: But we've seen that ease up quite a bit, I'd say, since I rejoined. And interestingly, sometimes when budgets become a little bit tighter, that can actually be a benefit to us, because our programs are measurable, right?

Speaker #2: Like I talked about before, because we can actually prove the value of what we do, when pharma is making hard decisions about where to allocate funds, we tend to come out on top more often than not.

Speaker #2: And so, that's kind of how I see the impact so far.

Speaker #1: All right, thank you. Next question. Sorry, is digital creating new revenue streams for the business? And if so, how large could they become?

Moderator: Great. Thank you. Next question is around digital. Is digital creating new revenue streams for the business? If so, how large could they become?

George Kopsiaftis: Great. Thank you. Next question is around digital. Is digital creating new revenue streams for the business? If so, how large could they become?

Speaker #2: Yeah, that's a great question. I talked earlier about the digital regulatory product. I think that's one big trend that we've seen. Historically, that material has been printed, and it's very expensive for pharmacies.

John Ciccio: Yeah, that's a great question. I talked earlier about the digital regulatory product. I think that's one big trend that we've seen. Historically, that material has been printed, and it's very expensive for pharmacies, and it's also very wasteful because a lot of that paper, over time, the patient gets the same thing 10 or 12 times. They tend to throw that out. We've seen a really strong push for pharmacies to deliver that regulatory content digitally, and that is creating opportunities for us to generate subscription revenue from the pharmacies. We've also seen, as you've seen from the pipeline mix, continued interest and demand for digital solutions to reach patients. So whether it's our THRiV product or whether it's the concierge that I showed, there's just a higher demand for those products compared to some of the legacy tactics.

Speaker #2: And it's also very wasteful because a lot of that paper, over time, the patient gets the same thing 10 or 12 times. They tend to throw that out.

Speaker #2: We've seen a really strong push for pharmacies to deliver that regulatory content digitally, and that is creating opportunities for us to generate subscription revenue from the pharmacies.

Speaker #2: We've also seen, as you've seen from the pipeline mix, continued interest and demand for digital solutions to reach patients. So whether it's our Thrive product or whether it's the Concierge that I showed, there's just a higher demand for those products compared to some of the legacy tactics.

Speaker #2: And they also carry larger price points and can tend to drive higher deal sizes. So those are all good things for us. I probably wouldn't put an exact figure on what they can become, just because it's such a large market.

John Ciccio: They also carry larger price points and can tend to drive higher deal sizes, and so those are all good things for us. I probably wouldn't put an exact figure on what they can become just because it's such a large market, but there's material opportunity in digital for sure, and that's what we're chasing.

Speaker #2: But I mean, there's material opportunity in digital, for sure, and that's what we're chasing.

Speaker #1: All right. Thanks for that. Next question: When do you expect the cash low points on your balance sheet? And can we expect a better Q2 than Q1?

Moderator: Great. Thanks for that. Next question. When do you expect the cash low point on your balance sheet? Can we expect a better Q2 than Q1?

George Kopsiaftis: Great. Thanks for that. Next question. When do you expect the cash low point on your balance sheet? Can we expect a better Q2 than Q1?

Speaker #2: Yeah, I think the low point, I think we probably will see in this quarter—in the first quarter here. And so, I would expect to see Q2 be in a better position relative to Q1.

John Ciccio: Yeah, the low point, I think we probably will see in this quarter, in the first quarter here. So I would expect to see Q2 be in a better position relative to Q1. That's where I would probably guide it right now.

Speaker #2: That's where I would probably guide it right now.

Speaker #1: Okay, great. Thank you. Next question: How has the turnaround progressed based on your expectations at the time of your return?

Moderator: Okay, great. Thank you. Next question. How has the turnaround progressed based on your expectations at the time of your return?

George Kopsiaftis: Okay, great. Thank you. Next question. How has the turnaround progressed based on your expectations at the time of your return?

Speaker #2: Yeah, I'm pretty happy overall. I think that we worked really quickly on the cost base. That was initially kind of a two-year plan, but I think that we've done most of that work already here in nine months.

John Ciccio: Yeah, I am pretty happy overall. I think that we worked really quickly on the cost base. That was initially kind of a two-year plan. I think that we have done most of that work already here in nine months. So getting the costs under control was critical, and I think we have achieved that. I have been really happy with how quickly we have rebuilt relationships, both on the pharma side and the pharmacy side. That is really a credit to the team that is working here on those relationships every day. That has happened faster than I thought it would, and that is what has led to these win-back deals that I talked about and the fact that pharmacies are increasing their digital scale quickly with us. Those are good indicators that we have done some strong work on the relationships. So I am really happy about that.

Speaker #2: So, getting the cost under control was critical, and I think we've achieved that. I've been really happy with how quickly we've rebuilt relationships, both on the pharma side and the pharmacy side.

Speaker #2: That's really a credit to the team that's working here on those relationships every day. But that's happened faster than I thought it would, and that's what has led to these win-back deals that I talked about, and the fact that pharmacies are increasing their digital scale quickly with us, right?

Speaker #2: Those are good indicators that we've done some strong work on the relationships, so I'm really happy about that. And then I would probably point back to the pipeline, right?

John Ciccio: I would probably point back to the pipeline. It is still early days in the cycle, but to see that kind of pipeline growth that quickly, along with it being the right mix and having large deals in there, I think is maybe a little bit faster than I might have anticipated, but I will certainly take it. So overall, I think we are doing a good job. There is a lot more work to do. We need to keep executing, and we need to stay disciplined. But I would say in the first nine months, overall, I am pretty pleased.

Speaker #2: To already be seeing—it's still early days in the cycle—but to see that kind of pipeline growth that quickly, along with it being the right mix and having large deals in there, I think is maybe a little bit faster than I might have anticipated.

Speaker #2: But I'll certainly take it. So overall, I think we're doing a good job. There's a lot more work to do, and we need to keep executing.

Speaker #2: And we need to stay disciplined. But I would say, in the first nine months overall, I'm pretty pleased.

Speaker #1: All right, thank you. All right, next question says: The XCash share price implies a valuation of the business of zero. Given that the remuneration of John and all the executives seems significantly based on equity upside, what's the board doing to promote the company to investors?

Moderator: Great. Thank you. All right, next question says, "The ex cash share price implies a valuation of the business of zero. Given that the remuneration of John and all the executive team is significantly based on equity upside, what is the board doing to promote the company to investors?

George Kopsiaftis: Great. Thank you. All right, next question says, "The ex cash share price implies a valuation of the business of zero. Given that the remuneration of John and all the executive team is significantly based on equity upside, what is the board doing to promote the company to investors?

John Ciccio: Yeah, that's a great question. I think the most important thing that we can do to generate investor interest is to get our financials back on track, and that's what we're working really hard to do. I think that we need to rebuild confidence, and we need to demonstrate that the business can grow back to revenues that we've seen in the recent years. We also need to get back to profitability. I think if we do those things, we'll start to see renewed investor confidence, and then I think we might be a little more proactive in promoting ourselves. Really, for me, the first thing is to fix the underlying business, and then we start telling our story more meaningfully.

Speaker #2: Yeah, that's a great question. I mean, I think the most important thing that we can do to generate investor interest is to get our financials back on track.

Speaker #2: And that's what we're working really hard to do. I think that we need to rebuild confidence, and we need to demonstrate that the business can grow back to the revenues that we've seen in recent years.

Speaker #2: We also need to get back to profitability. I think if we do those things, we'll start to see renewed investor confidence, and then I think we might be a little more proactive in promoting ourselves.

Speaker #2: But really, for me, the first thing is to fix the underlying business. And then we start telling our story more meaningfully.

Speaker #1: Yeah, if I could add to that—I think up until now, it's really been about a reset. I mean, you and your team have had your heads down and have just been working on turning the business around.

Moderator: Yeah. If I could add to that.

George Kopsiaftis: Yeah. If I could add to that.

John Ciccio: Yeah.

John Ciccio: I think up until now, it's been about a reset, really. You and your team have had your heads down and just been working on turning the business around.

George Kopsiaftis: I think up until now, it's been about a reset, really. You and your team have had your heads down and just been working on turning the business around.

Speaker #1: I mean, we reported our fourth quarter results a month ago, and we did a virtual roadshow on the back of that. So you're out there talking to investors.

John Ciccio: Yeah.

John Ciccio: We reported our Q4 results a month ago, and we did a virtual roadshow on the back of that. So you've been out there talking to investors, and we're doing this webinar today. AGM's coming up. I think the pipeline will be quite well progressed, and you'll probably be able to talk to a lot more detail by then. We're hoping that we can try and get you out here actually over the summer months and walk around and visit investors in a face-to-face setting.

George Kopsiaftis: We reported our Q4 results a month ago, and we did a virtual roadshow on the back of that. So you've been out there talking to investors, and we're doing this webinar today. AGM's coming up. I think the pipeline will be quite well progressed, and you'll probably be able to talk to a lot more detail by then. We're hoping that we can try and get you out here actually over the summer months and walk around and visit investors in a face-to-face setting.

Speaker #1: We're doing this webinar today. AGM's coming up, and I think the pipeline will be quite well progressed. You'll probably be able to talk to a lot more detail by then.

Speaker #1: And we're hoping that we can try and get you out here, actually, over the summer months to walk around and visit investors in a face-to-face setting.

John Ciccio: Absolutely.

Speaker #1: So yeah, we're trying to increase that investor engagement.

Moderator: We are trying to increase that investor engagement.

George Kopsiaftis: We are trying to increase that investor engagement.

Speaker #2: Yep. Spot on. Thanks, George.

John Ciccio: Yep. Spot on. Thanks, Stuart.

John Ciccio: Yep. Spot on. Thanks, George.

Speaker #1: And just one last question. Again, if you have a question, please click on the Q&A box. Otherwise, this seems to be the last question.

Moderator: Just one last question. Again, if you have a question, please click on the Q&A box. Otherwise, this seems to be the last question. Can you talk about your competitors who obviously ate your lunch last year, and how are you going to get that back?

George Kopsiaftis: Just one last question. Again, if you have a question, please click on the Q&A box. Otherwise, this seems to be the last question. Can you talk about your competitors who obviously ate your lunch last year, and how are you going to get that back?

Speaker #1: Can you talk about your competitors? Who obviously ate your lunch last year, and how are you going to get that back?

Speaker #2: Yeah, sure. So, there's a handful of competitors who I think are probably closest to us in terms of the solutions that they provide, as well as the budgets that they're going after.

John Ciccio: Yeah, sure. There is a handful of competitors who I think are probably closest to us in terms of the solutions that they provide as well as the budgets that they are going after. We have a couple of competitors who run primarily through pharmacy like we do. They are smaller than us. Their networks are smaller as well. But I think that it is fair to say that as we lost business with some of the brands that we have since won back, they did go to other providers. So those competitors can pick up share when we are not performing. There is also a couple of competitors who deliver their messaging primarily through the physician, so a slightly different channel, but similar goals. So trying to get patients educated about the medicines that they are being prescribed and then working on things like affordability, making sure the drug is covered, and then helping them longer term.

Speaker #2: We have a couple of competitors who run primarily through pharmacy, like we do. They're smaller than us; their networks are smaller as well. But I think it's fair to say that, as we lost business with some of the brands that we've since won back, they did go to other providers, right?

Speaker #2: So, those competitors can pick up share when we aren't performing. There's also a couple of competitors who deliver their messaging primarily through the physician.

Speaker #2: So, slightly different channel, but similar goals, right? So, trying to get patients educated about the medicines that they're being prescribed, and then working on things like affordability, making sure the drug's covered, and then helping them longer term.

Speaker #2: Those groups can compete with us for budget. I think until recently, some of them had done a better job on innovation in their product suite than we had.

John Ciccio: Those groups can compete with us for budget. I think until recently, some of them had done a better job on innovation on their product suite than we had, but I am pretty confident now that we have caught up with our concierge and some of the new THRiV work that we have done. Lastly, there are some other niche competitors that focus on very specific parts of the journey, so just affordability or just a prior authorization, which is a process that health plans put in place to make it a little more difficult for patients to get on drug. There are some niche players that we have to be aware of.

Speaker #2: But I'm pretty confident now that we've caught up with our concierge and some of the new Thrive work that we've done. And then lastly, there are some other niche competitors that focus on very specific parts of the journey.

Speaker #2: So just affordability, right? Or just a prior authorization, which is a process that health plans put in place to make it a little more difficult for patients to get on drug.

Speaker #2: So, there are some niche players that we have to be aware of. Ultimately, for me, we have the largest reach. We've been around the longest.

John Ciccio: Ultimately, for me, we have the largest reach, we have been around the longest, and if we do what we say we will and we bring a competitive product to market, which now we have, I think we are going to win more than our fair share.

Speaker #2: And if we do what we say we will, and we bring a competitive product to market—which now we have—I think we're going to win more than our fair share.

Speaker #1: All right, great, John. Thank you for that. Look, there are no further questions, so that concludes the briefing for today. John, thank you very much for your insights.

Moderator: Great, John. Thank you for that. There are no further questions. So that concludes the briefing for today. John, thank you very much for your insights and to everyone for attending today. I now invite you all to disconnect. Thank you.

George Kopsiaftis: Great, John. Thank you for that. There are no further questions. So that concludes the briefing for today. John, thank you very much for your insights and to everyone for attending today. I now invite you all to disconnect. Thank you.

Speaker #1: And to everyone for attending today. And I'll now invite you all to disconnect. Thank you.

Speaker #2: Thank you.

John Ciccio: Thank you.

Operator: Goodbye

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