Omnicell Q3 2023 Earnings Call Transcript

Quartr
Provided by Quartr
November 2, 2023

There are 12 speakers on the call.

Operator

Good morning. My name is Jordan, and I'll be your conference operator today. At this time, I'd like to welcome everyone to the Omnicell Third Quarter Earnings Call. I'll be turning the call over to Kathleen Namath, Senior Vice President of Investor Relations. As a reminder, this call will be recorded.

Operator

Kathleen, the floor is yours.

Speaker 1

Quarter 2023 financial results conference call. On the Quarter 2023 Financial Results Conference Call. On the call with me today are Randall Lipps, Omnicell Chairman, President, CEO and Founder and Chacha Etta, Executive Vice President and Chief Financial Officer. This call will contain forward looking statements, quarter, including statements related to financial projections or other statements regarding Omnicell's plans, strategy, objectives, goals, expectations, cost savings actions or outlook that are subject to risks, uncertainties and other factors call that could cause actual results to differ materially from those expressed or implied. For a more detailed description of the risks that impact these forward looking statements, quarter.

Speaker 1

Please refer to the information in our press release issued today in the Omnicell annual report on Form 10 ks filed with the SEC on March 1, 2023 and in other more recent reports filed with the SEC. Please be aware that you should not place and the company's full year 2019 outlook. All forward looking statements speak only as of the date hereof or the date specified on the call. Except as required by law, we do not assume any obligation to update or otherwise release publicly any revisions to our forward looking statements. Our results were released this morning and are posted in the Investor Relations section of our website at ir.

Speaker 1

Omnicell.com. Additionally, we would like quarter. Thank you, everyone. Thank you, everyone. Thank you, everyone.

Speaker 1

Thank you, everyone. Thank you, everyone. Thank you, everyone. Thank you, everyone. Thank you, and are included in our financial results press release issued today.

Speaker 1

With respect to forward looking non GAAP measures, we do not provide a reconciliation quarter of forward looking non GAAP measures to the comparable GAAP measures on a forward looking basis as these items are inherently uncertain and difficult to estimate and cannot be predicted without unreasonable effort. With that, I will turn the call over to Randall. Randall?

Speaker 2

Good morning, and thank you all for joining us today. Today, I will walk through our high level performance for the quarter, quarter, including our key customer wins and near term and long term trends we are seeing for our business and in the industry. Quarter. We will provide an update on our outlook for the remainder of 2023 as well as introduce our preliminary thoughts on what we expect in 2024. Quarter.

Speaker 2

Let me begin with our results, which we believe reflect solid performance and continued financial discipline from the Omnicell team. Quarter. Throughout the Q3 of 2023, we continue to focus on advancing our strategy to transform the pharmacy care delivery model and deliver mission critical medication management solutions for our customers globally. We achieved the high end of our 3rd quarter 2023 guidance ranges for total product and service revenues, and we exceeded our non GAAP EBITDA and non GAAP EPS target ranges. We generated total revenues of $299,000,000 non GAAP EBITDA of $41,000,000 and non GAAP earnings per share of $0.62 We believe these results were primarily driven by our prudent approach to managing the business.

Speaker 2

Now turning to the market environment and what we are currently seeing in the overall healthcare industry. As evidenced by our customer wins, which we will detail shortly, we are pleased that Omnicell's products, 3rd, software and tech enabled services appear to be resonating with the market. However, our health system customers continue to face challenges and seem to be showing signs of caution when implementing new workflows that may stress already thinly stretched nursing and IT staff, quarter. In turn, impacting the potential timing of new capital and software projects. As we continue to work through our XT upgrade cycle, We are seeing moderation in our bookings and subsequently in our revenue as it relates to point of care.

Speaker 2

While we remain bullish on our advanced services and achieved a strong quarter in CPDS, point of care still makes up the majority of our revenue. We are also seeing headwinds for our IVX systems due to regulatory requirements. However, customer interest in our IV solutions remain robust. That said, we continue to believe Omnicell is part of the solution for the industry. As hospital P and L pressure should alleviate and the macroeconomic environment should improve, we expect Omnicell will be well positioned to capture incremental market share.

Speaker 2

Additionally, we continue to believe that the need to automate, optimize and modernize is more important than ever. Our technology and innovative solutions are designed to help our customers achieve their long term goals and we believe today's industry challenges, while currently a near term headwind, will become a long term tailwind for Omnicell. Now let me provide an update on our recent acquisitions. Recept, now called Omnicell Specialty Pharmacy Services, FDS, Amplicare and Market Touch Media. Throughout the Q3, we continued to focus on executing our go to market strategy building on our momentum from the first half of the year.

Speaker 2

We are pleased with our progress to date. With our robust portfolio, We believe that we remain uniquely positioned to continue to support pharmacy operations across the entire continuum. Quarter. Turning to the customer landscape and our recent customer wins. Customers continue to choose Omnicell in the 3rd quarter, Which we believe further demonstrates the important role we're playing in automating and modernizing global medication management infrastructure.

Speaker 2

Beginning with customer wins for Advanced Services, our central pharmacy dispensing services continues to gain market traction with several health systems choosing to automate their central pharmacy inventory and dispensing operations. Customers appear to be recognizing the benefit to patient safety and workflow efficiencies of automating central pharmacy operations through a comprehensive solution encompassing advanced robotics, dispensing optimization tools and expert services. As you may have seen, today we announced that Kentucky based Baptist Health has selected our central pharmacy dispensing service in an effort to alleviate staffing challenges and improve clinical and financial outcomes such as quality, patient safety and efficiency. Baptist Health has been a leader in embracing the industry vision of a fully autonomous pharmacy and we're pleased to partner with them to help them move closer to that vision. In enliven Health, quarter.

Speaker 2

We appear to be gaining momentum with cross selling and upselling communication solutions to existing customers. We also launched our digital medication guides that are designed to digitize medication and vaccine information sheets and we are seeing significant customer interest in this solution. We believe that these guides will improve medication Literacy, Adherence and Reduce Environmental Waste. Importantly, health by several customers extending their sole source agreements with one competitive conversion achieved this quarter. This includes a Florida based health system that plans to replace their existing point of care footprint with Omnicell XT systems.

Speaker 2

Recognizing the potential value in delivering secure solutions in the pharmacy supply chain, one of Georgia's largest healthcare networks will be adding Omnicell's inventory optimization service that is designed 3rd. As health systems extend pharmacy care beyond the four walls of the hospital, one of our focus areas has been to expand the solutions and value we bring to the outpatient setting. Omnicell specialty pharmacy service offering should provide a revenue generating opportunity, while helping to support important patient care outcomes. Omnicell's management service expertise appears to be driving significant savings 3rd quarter. As such, we want to share some results that the President and CEO of Temple University Surgery Hospital, Abib Ras Tohi, presented at our Illuminate Live event recently.

Speaker 2

We think the results They had seen thus far, while they may not be representative of all our customers, are certainly compelling. After implementing Omnicell Specialty Pharmacy Services, Temple University Hospital saw 97% of its patients receiving access to limited distribution drugs. That's 183% increase in providers serviced and 4 57% growth in patient volume year over year. Omnicell has strong customer relationships. We have a strong position in the market and our team is implementing many initiatives across the business that are expected to drive long term growth.

Speaker 2

That said, as we look ahead near term, we continue to face challenging industry dynamics and macroeconomic conditions. We are taking and will continue to take steps to reduce discretionary spending within the business To bring our cost structure in line with near term revenue expectations, we are building on our expense containment initiatives already underway and reducing the company's headcount across a majority of our business functions. This is expected to result in approximately 7% reduction in our workforce. At the same time, we're focused on closely managing cost. We will continue to advance our innovation agenda, opportunities for expansion within specialty pharmacy, the good traction you're seeing with our robotic central pharmacy dispensing services and our ability to offer new services and solutions that are designed to optimize our large installed base of XT systems.

Speaker 2

I want to emphasize that our team has worked hard to architect a strategy that is designed to fundamentally transform the pharmacy care delivery model globally. Omnicell is profitable with deep customer relationships and strong brand and customer loyalty. And we believe the company is uniquely positioned to transform the pharmacy care delivery model. As we move into the next phase of our evolution, quarter. We believe our long term opportunities are compelling and we remain confident that Omnicell is well positioned for the future.

Speaker 2

Quarter. With that, I'll turn the call over to Chacha, who just completed his 1st full quarter with us at Omnicell and has done an excellent job leading our financial organization as we work to drive operational efficiencies across the business.

Speaker 3

Thanks, Randall, and thank you all for being here today. Let me start by expressing my deep appreciation to the Omnicell team They are a team of incredibly talented professionals who are passionate about and fully committed to working to deliver on our long term strategy of transforming the pharmacy care delivery model. We have a long history of profitability And our team remains laser focused on building on our strong track record to deliver for our stockholders. Having settled in my role in the last few months, I have now spent a considerable amount of time speaking with our global teams, Numerous customers and other key stakeholders to learn more about the ins and outs of our business, while bringing my own fresh perspective regarding how we manage the business. I have taken a deeper look at our financials and I am committed to further advancing our existing processes.

Speaker 3

Today, I will discuss our 3rd quarter financial performance, the current demand environment and our Q4 and full year 2023 outlook. I'll also provide an initial perspective on 2024, which will be high level and qualitative because we are in the early stages of our 2024 planning. I would like to begin with an overview of our financial results for the Q3. Quarter. Our Q3 2023 total GAAP revenues were 299,000,000 3rd quarter.

Speaker 3

Total revenues in the quarter were down 14% compared to the Q3 of 2022, reflecting lower point of care revenues, Services revenue were $110,000,000 an increase of 8% versus the Q3 of 2022, Non GAAP gross margin for the Q3 2023 was 45.7%, as we scale our advanced services solutions and make investments in technical services to support our customers. For some of our advanced services, we are required to hire pharmacy technicians and experts well in advance of implementation. 3rd quarter 2023 earnings press release, which is posted on our Investor Relations website. Our Q3 2023 earnings per share in accordance with GAAP were $0.12 compared to $0.08 per share in the prior quarter $0.37 per share in the Q3 of 2022. Our Q3 2023 non GAAP earnings per share were $0.62 compared to $0.57 per share in the prior quarter and $1 per share in the same period last year.

Speaker 3

Quarter. Our Q3 2023 non GAAP EBITDA was $41,000,000 3rd quarter 2023 non GAAP EBITDA and non GAAP earnings per share exceeded the guidance range quarter. At the end of the Q3 2023, Our cash balance was $447,000,000 up $48,000,000 from $399,000,000 as of June 30, 2023, reflecting strong cash collections and free cash flow within the quarter. We recently completed the refinancing of our revolving credit facility, downsized to $350,000,000 and a disciplined financial management approach. We are mindful of the upcoming 2025 maturity of our convertible senior notes In the meantime, we believe we are in a very good position with the current convertible senior notes, which have a 0.2 5% coupon interest rate.

Speaker 3

In short, we remain confident in our capital structure and our ability to support the ongoing execution of our growth strategy. Our accounts receivable days of sales outstanding for the Q3 of 2023 was 84 days, Inventories as of September 30, 2023 were 116,000,000, a decrease of 31,000,000 from December 31, 2022. Our global supply chain team has made great progress managing inventory levels throughout the year. 3rd quarter of 2023 was $43,000,000 driven by strong cash collections. Quarter.

Speaker 3

Now moving on to our full year and Q4 2023 guidance. As Randall mentioned, We continue to see our customers be more cautious as they consider the change and training required to implement new workflows, which could stress already thinly stretched nursing and IT staff. This customer caution Additionally, we are seeing moderation of sales of our XT cabinet based on where we were currently in the XT upgrade cycle. As a result of these changes, we now expect the full year bookings for 2023 to range between $850,000,000 $950,000,000 While we are pleased with our strong performance through the 1st 3 quarters of the year. We are taking what we believe is a prudent approach to managing our business.

Speaker 3

We now expect our full year 2023 total revenues to range between $1,135,000,000 to $1,155,000,000 a decrease to the guidance we provided on our Q2 2023 earnings call. We now expect the full year 2023 product revenues to range between $705,000,000 $715,000,000 Reflecting expected lower than originally planned levels of connected devices revenues in the 4th quarter. Despite the lower bookings and product revenue guidance ranges, we continue to execute well within both technical services and advanced services. We now expect 2023 services revenue to range between $430,000,000 $440,000,000 An increase of $10,000,000 compared to the bottom of the end of the guidance range provided on our Q2 2023 earnings call. We expect advanced services revenue to be between $208,000,000 $230,000,000 This is a 13% increase at the midpoint compared to 2022 and approximately 18% of 2023 total revenues.

Speaker 3

We expect technical services revenue to range between 3rd quarter. This is an increase of 9% at the midpoint as compared to 2022. Please refer to our Q3 2023 earnings release published on our Investor Relations website for its summary of the total year 2023 revenue guidance components. We expect total year 2023 non GAAP EBITDA to range between $123,000,000 $133,000,000 A decrease from the guidance provided on our Q2 2023 earnings call. We expect 2023 non GAAP earnings to be between quarter.

Speaker 3

The reduction of the range for the full year 2023 non GAAP EBITDA and non GAAP earnings per share compared to the guidance range we provided on our Q2 2023 earnings call reflects the lower profit from the decrease in expected product revenue 3rd quarter. We continue to evaluate our cost structure and expect non GAAP operating expenses to be down year over year. I'll also speak in a moment about additional actions we expect to take in the 4th quarter and the anticipated associated charges and future savings. For the full year 2023, we are assuming an effective blended tax rate of approximately 13% in our non GAAP earnings per share. For the Q4 of 2023, we are providing the following guidance.

Speaker 3

We expect the Q4 2023 revenues to range between $247,000,000 $267,000,000 We expect product revenues to range between $142,000,000 $152,000,000 and services revenue to range between $105,000,000 $115,000,000 We expect Q4 2023 non GAAP EBITDA to range between $9,000,000 $19,000,000 And we expect Q4 2023 non GAAP earnings per share to range between $0.07 $0.22 As Randall mentioned, today we also disclosed cost containment actions we plan to take, including a headcount reduction across quarter. We expect approximately $12,000,000 to $18,000,000 of non recurring restructuring and related charges to the cost containment plan we are taking. We expect to incur a majority of the changes in the Q4 of 2023 and substantially complete the plan by the end of the Q2 of 2024, subject to a local law and consultation requirements. We also expect $45,000,000 to $55,000,000 of annualized cost savings as a result of the cost actions, which around 75% is expected to be operating expenses. A majority of the benefits from the cost actions is anticipated to be realized beginning in the Q1 of 2024, with a smaller portion of the savings expected as we progress through the year.

Speaker 3

The cost actions should be quarter. Partially offset by year over year increases in compensation and vendor price increases. Now I'll speak briefly about 2024. While it is too early to provide specific metrics, 3rd. We expect that our reduced bookings outlook for 2023 will have an impact quarter.

Speaker 3

While portions of our advanced services portfolio continue to deliver solid growth, It is not expected to be enough in 2024 to offset the decline we expect in our point of care revenue. Therefore, total revenues for 2024 are expected to decline modestly. Of course, we plan to provide our full 2024 outlook in the Q1 of 2024. As we hope is clear from the additional cost containment actions In an effort to offset the anticipated continuation of macroeconomic headwinds in 2024. As I noted earlier, These are high level preliminary remarks intended to assist with the 2024 financial modeling of our business.

Speaker 3

Mining macroeconomic environment. We are seeing challenges for our customers, including the impact of the macroeconomic environment and labor challenges, and we expect these headwinds to continue into 2024. We also expect bookings for our XT cabinet to continue to moderate. That said, we are confident that the approach we are taking to managing the business should position Omnicell to deliver on our commitments over the long term. The team has built a strong foundation from which we expect to continue our momentum in transforming the pharmacy care delivery model.

Speaker 3

We are clear on digit direction for Omnicell, and we believe we are well equipped to get there. We remain focused on driving value for our shareholders as we look to execute on our strategy and work to capture the opportunities we see ahead of us as we endeavor to drive long term profitable growth

Operator

Your first question comes from the line of Stan Berenstain from Wells Fargo. Your line is now open.

Speaker 4

Hi. Thanks for taking my questions and I appreciate the color on 2024. First, maybe on cost containment actions, you said it's It's going to be across the organization, but can you detail any particular areas you plan to focus on when thinking about these cost cuts?

Speaker 3

Thanks for the question and good morning. So we're looking at taking costs across the entire company. There's some specific areas where we believe we will see more costs taken out than in others. But Primarily, we're looking at our enabling functions where we think there are some inefficiencies, the areas where we will not look at taking out costs because they are growth areas within our company. So for example, advanced services is one of the areas where we're limiting the amount of cost takeout.

Speaker 4

Okay. That's helpful. And maybe sticking with Advanced Services, can you share with us what products or services specifically under Advanced Services

Speaker 3

services. The specialty services continues to be a growth engine for our company. We're also seeing some growth in some of the solutions services that we're providing in the retail space, but not as robust as specialty services.

Speaker 4

Okay. And maybe one final question. On the bookings guidance, any chance you can share with us what percentage of the mix of your guidance is product related bookings?

Speaker 3

Yes. So I would say the majority of the Close to about 20% is related to the mix.

Speaker 4

I'm sorry, 20% is product bookings?

Speaker 3

Sorry, can you repeat the question?

Speaker 4

So the bookings that you're guiding for this year, dollars 850,000,000 to $950,000,000 What percentage of that bookings is product related bookings?

Speaker 2

We don't disclose that. We do probably do a summation at the end of the year. So the best you could do is kind of look at our K from last year. I would say that most of the headwinds in our bookings have been on the inpatient point of care.

Speaker 5

3rd. Next question please.

Operator

Your next question comes from the line of Scott Schoenhaus from KeyBanc. Your line is live.

Speaker 6

Hi, team. Thanks for taking my question. First, I wanted to talk about the macro. It seems like it's a mix of both budget constraints and staffing shortages on the point of care side. What are your conversations with these hospital systems?

Speaker 6

Is it once they get staffing levels up, they should be able to have enough capital to make these Execute on these orders. What is their conversations to you in regards to forward demand and the current environment at the hospital level? Thank you.

Speaker 2

Yes, I think the providers have the tough equation, right? Their revenues are fairly flat, payer contracts haven't Going up much, so potentially next year that will help a little bit. But labor costs have risen and so have the volume. So particularly on inpatient is where most of the headwind is in these big providers. Outpatient, they're actually doing a lot better.

Speaker 2

And so of course, point of care systems is primarily used in the inpatient world and that's where we have the strongest headwinds. So The margins are squeezed due to the inflationary cost, the flatness of the revenue and just the overall general increase in cost. And we ourselves, we're on the second half of our XT upgrade cycle and customers Need to upgrade, they have to upgrade. But there's a lot of resistance there because of this inpatient macroeconomic headwind that It's improved slightly, stabilized and improved slightly, but not significantly.

Speaker 6

Okay. And then my next follow-up question is on the retail side. What are you seeing from your retail pharmacy customers? There's A lot of headlines regarding store closures across all the big pharmacy chains. There's been staffing shortages and staffing challenges there as well.

Speaker 6

Is this a headwind to enliven health?

Speaker 2

Well, it's a headwind, but it's also an opportunity. Some of the services that drive more 3rd. Demand to pharmacies for medication management. Sometimes that could be perceived as a headwind. But if you look at our communication solution set.

Speaker 2

It really takes workload off of pharmacist, allows them to take fewer calls and meant synchronization also eliminates less visits to the pharmacy and allows more transactions to be consolidated. So That is also a big lift. And we're also excited about our digital medication cards notices that we give out Now we can give out with the pharmacist, which is also a big time saver and easier to administer for patients. So I think it's a little bit of a mix. The headwinds Do sometimes prevent the starting up of new services, but I believe most people look at these services

Operator

Your next question comes from the line of Jess Tassan from Piper Sandler. Your line is live.

Speaker 7

Hi, guys. Thank you for taking the questions, and thank you also for the 2024 just commentary. I want to start with Randall. I think you mentioned some additional regulatory requirements on the IBX. Our understanding was that this device was FDA approved in March 22.

Speaker 7

So just would appreciate any comments on the additional regulatory hurdles on IBX and then timeline to resolution.

Speaker 2

Yes, I think it's a complex situation because you not only have the FDA, which is national, you have local pharmacy boards at each state that also have or interpretation of those FDA rules and what they will allow to be compounded or mixed with the robot on-site or what they won't allow. And so as those rules get clarified, Then ROI calculations can be more accurately done for each installation, which Give them the confidence of how fast they want to progress with and the rollout of the robot. So some states are a lot clear, some aren't. And it just takes time because people are, of course, conservative in these kinds of decisions as they move forward about regulations and what they can do and what they can't do. But we're very enthusiastic about the robot.

Speaker 2

We continue to make progress. We have just I I think we're doing our next install pretty soon here. So, we're getting a lot more enthusiasm as we start to have broader based feature sets, which allow us to do more types of compounding, which should increase the ROI. So We're starting to make progress. We're not exactly where we'd like, but I think the enthusiasm and the pipeline is definitely growing.

Speaker 7

That makes sense. That's really helpful. And then I think, our follow-up is just hoping to get an update on 340B. I think 2023 was guided to about flat at $30,000,000 of revenue year over year. But can you just walk us through The market environment year to date, headwinds, tailwinds and kind of go forward expectations, again on 340B, the split billing solution.

Speaker 7

Thank you.

Speaker 2

Yes. Well, thanks for the question. And actually 340B, we now approach big providers with the 340B 3rd party solution or the internal specialty pharmacy 340B option. So you have both options, right? You can either go for drugs that are still processed as a third party or can be processed through a single Contracted site.

Speaker 2

Those most easily run through a 340B process. And for those that don't, then we say, why don't you let us spin up an internal 340B, if you will, our specialty pharmacy there. So that's why we see strong double digit growth driving in the specialty pharmacy area, the spin up of these things. And it's an industry opportunity, not just us. And that's because the 340B itself has been limited or restricted.

Speaker 2

So We don't see a lot of growth in the 340B, but it does give the opportunity for the internal side of the house of the services that we have to actually grow More significantly or you see in the industry uplift there. So it's just a different way to obtain, the rebates is through an internal pharmacy than the external third party, And that's why we're seeing the growth there.

Speaker 7

Got it. Thanks. Thanks again.

Speaker 5

Thanks, Jess.

Operator

Your next question comes from the line of David Larsen from BTIG. Your line is live.

Speaker 8

Hi. Can you talk a little bit about the XT upgrade process? I know you said you're on the second half of Any more detail around that would be great. And then I would think that once you get through this whole XT process, there would be An entirely new sort of version of the cabinets created since technology never sits still. Is that correct or not?

Speaker 8

Thank you.

Speaker 2

Yes. Thanks for the question, Dave. We're really excited about the point of care area, right? It's still a large portion of the business and we're absolutely focused on not just delivering the second half of the XT upgrades, But also competitive conversions, right. We continue to have those, although that market slowed down a little bit with hospitals not as willing to swap out during this environment where it takes extra resources to do that, but we continue to get expansion.

Speaker 2

So Over the time, over the last few years, our market footprint of point of care has grown tremendously, right? It's really large. So Obviously, in the next generation of an upgrade cycle will be quite significant for the company. So, but we just don't want to upgrade Technology from a product side, we are already investing and rolled out and we'll continue to roll out services around the point of care systems to drive outcomes. This is the part that we think is really exciting.

Speaker 2

Just like the specialty services, all have ROIs and have outcomes that really site and continue to see the growth there. We want to make that story the same for PointCare. So that we're not just simply stuck in Product cycles, but also in these services that allow the product cycles to deliver more. And so you're absolutely right. We don't do any pre 3rd question.

Speaker 2

On those products, but that certainly is the strategy. And we see the point of care market as very large and we're extremely well positioned to monetize and optimize that market and really create a whole new go to market as we move forward with the Advanced Services.

Speaker 8

Okay. And then just one more quick one. Can you talk a little bit about your process of estimating bookings, your process of setting guidance. Do you maintain a CRM like salesforce.com where each of your salespeople Provide data in terms of like the deals they're working on, the timing to close, the odds of the close rates. Can you just provide some color into how you actually collect your visibility and how that drives your guidance?

Speaker 8

Thank you.

Speaker 3

Our sales team, they do a very they have a very robust approach of forecasting our bookings throughout the year, and we manage this on a quarterly basis. There is a very stringent process that we go through to ensure that we are engaging with our customers as we forecast our bookings for the year. So We continue to revise and upgrade how we forecast and how we specifically forecast our booking and we will see some additional changes and improvements as we go forward. 3rd.

Operator

Your next question comes from the line of Matt Huett from Craig Hallum. Your line is live.

Speaker 9

Hi, this is Jack on for Matt. When looking at the 340 The CMS payment to hospitals, have you spoken to customers that will be receiving some of those funds and are they expecting to buy equipment and services when they receive those funds?

Speaker 2

We haven't got any update on that. In fact, we just checked before this call about what we thought would happen on there and it's kind of cricket. So Hopefully, we'll hear more about that soon because it was supposed to be around the beginning of the year at our last Insight and I think it certainly will, in some way have some impact on hospital spending for sure.

Speaker 9

And then a follow-up, in your press release, you spoke to restructuring a little bit and said to better align with anticipated top line heading into fiscal 2024. Should we take that to mean at least the start of fiscal 2024 will be challenging as well?

Speaker 3

We further reduced our bookings outlook for 2023, which we expect will have an impact on our revenue in 2024. While certain portions of our Advanced Services portfolio continue to deliver solid growth, it is not expected 3rd quarter to offset the decline we expect in the point of care revenue. So, total revenues in 2025 expected to decline modestly. Of course, we're still working on our 2024 plan and we'll provide a better outlook in the Q1 of next year.

Speaker 5

Thanks, Jack. Next question?

Speaker 3

3rd

Speaker 5

question.

Operator

Your next question comes from the line of Bill Sutherland from The Benchmark Company. Your line is live.

Speaker 10

Thank you. Hey, everybody.

Speaker 11

I'm kind of curious The shape of the sales funnel, whether that is being impacted or this is just a matter of timing more than anything else as far as the bookings?

Speaker 2

Yes, I think it's a good question. Look, The funnel is still there. The most of these are in the pipeline and have been in the pipeline. But particularly The point of care product line is getting deferred a lot by these hospital customers because of the low to negative margin that they have for inpatient care. They don't want to spend the capital dollars there.

Speaker 2

Yes, even though they're out of date on some of these systems and they need to upgrade. So the pipeline hasn't gone all right. They are going to eventually upgrade. So time just puts more pressure on them and gives us a more opportunity to finally close these deals. So these are typically just deferrals in the pipeline.

Speaker 2

And then literally, they had maybe all the approvals inside the system except the CFO or the CEO to sign off on the last piece and then that gets pushed off to the next quarter or next year.

Speaker 11

So this cycle you expect for the XT to play out kind of like the past ones or do you think there might be some level of some of your providers might just look ahead to the next.

Speaker 2

I think the shape of the curve is a little bit different, right? I think certainly the pandemic probably sped the curve up a little bit on the XT adoption. And so instead of it being sort of more smoothed out over several years, it certainly In 2021, was sped up a little bit. So and now people are kind of deferring As we get toward the second half of the XGF adoption curve, they're trying to defer a little bit. But I think it's coming back into The shape of the curve is coming back into what we expect, I think, is particularly as we sort of look out at the 24.

Speaker 2

And I think that helps us run our innovation and development timing cycles when we understand what that curve is. And Certainly the pandemic kind of put a wrinkle in there.

Speaker 11

And then last one, just curious if Just your latest thoughts on capital allocation going forward.

Speaker 3

Yes, we continue to focus on our go to market strategy with the recent acquisition and integrations largely completed and driving positive free cash flow. We also continue to monitor our markets for any opportunities which fit into our overall strategy. And so we will continue to invest in growth areas that we have seen robust annual opportunities and we will continue to reassess our capital allocation dollars based on a whole portfolio view strategy.

Speaker 11

Okay. Thanks very much.

Speaker 5

Thank you, Bill. Next question?

Operator

There are no further questions at this time. I will now turn the call over to CEO of Omnicell, Randall Lipps, for closing remarks. Randall?

Speaker 2

Well, thanks for joining us today. As we go through this, I mean, headwinds, Particularly on an inpatient capital, we will get through this. And we're really excited about the point of care market, large footprint that we have. We also want to be very focused on getting the company back to profitability. We need to get that company going so that is a big opportunity for there is a large opportunity that we're building there for us to achieve.

Speaker 2

We've got a lot of great businesses on advanced services and the like that are growing well, being well adopted, new potentials with IV, very exciting businesses. We hope to bring that together in the near future to deliver for our customers, for our patients, for our employees and for our shareholders. And of course, we are profitable today. Thank you for saying that, Kathleen. All right.

Speaker 2

Well, thank you for joining us today And thank you for the hardworking Omnicell team who continues to labor without end to help us all be successful as we move forward. Thank you. Thanks, everyone.

Operator

This concludes today's conference call. You may now disconnect.

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Earnings Conference Call
Omnicell Q3 2023
00:00 / 00:00