Achieved $100.3 million in 2025 net sales, representing 54% year-over-year growth driven by a doubling of the installed base to 35,000 users.
Attributed sales force productivity to the iLet’s fully automated algorithm and digital ecosystem, which allowed a smaller team of 63 territories to compete effectively against larger incumbents.
Successfully executed a pharmacy channel strategy, establishing formulary agreements with all major U.S. PBMs to lower patient out-of-pocket costs and drive high-margin recurring revenue.
Maintained the strongest gross margin profile in the durable pump space at 55.4%, despite the short-term dilutive effects of rapid pharmacy channel expansion.
Observed significant market expansion through the iLet, with 69% of new patient starts coming from individuals previously using multiple daily injections rather than switching from other pumps.
Reported that 25% to 30% of Q4 new patient starts were off-label type 2 diabetes users, highlighting strong organic demand ahead of a formal regulatory indication.
Addressed the January 2026 FDA warning letter, clarifying that findings related to complaint handling definitions (e.g., reporting self-treated hypoglycemia) and software update filing procedures rather than product safety.
Projected 2026 revenue of $130 million to $135 million, assuming stable DME pricing and a low single-digit price increase for pharmacy supplies.
Anticipates 2026 gross margins between 55.5% and 57.5%, with sequential quarterly improvement as manufacturing leverage and pharmacy recurring revenue scale.
Plans to expand the sales force by at least 20 new territories in 2026, focusing on high-quality reps in priority markets to increase endocrinologist and primary care reach.
Expects Q1 2026 revenue to decline sequentially from Q4 2025 due to annual deductible resets and the absence of the specific product launch tailwinds seen in early 2025.
Committed to an unconstrained commercial launch of the Mint patch pump by the end of 2027, leveraging existing PBM contracts for rapid coverage.
Confirmed a remediation timeline for the FDA warning letter, with the goal of having all historical complaint filings fully compliant by the end of Q2 2026.
Noted a $1 million pull-forward of stocking orders from Q1 2026 into Q4 2025 as pharmacy channels anticipated year-end price increases.
Identified pharmacy mix volatility as a key risk factor, as rapid shifts toward pharmacy starts create short-term revenue and margin headwinds despite long-term accretion.
Transitioned disclosure practices to no longer provide exact quarterly new patient start figures, aligning with industry peers while maintaining revenue transparency by channel.
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