Butterfly Network Inc (BFLY) 2025 Q4 法說會逐字稿

Hello everyone and thank you for joining the Butterfly Network in Q4 and FY 2025 earnings call. My name is Gabrielle and I will be coordinating your call today.

(Operator Instructions)

I will now hand over to your host John Doherty. Please go ahead.

Good morning and thanks to all of you for joining our call today. Earlier, Butterfly released financial results for the 4th quarter and full year ended December 31, 2025. We also provided a business update. The release, which includes a reconciliation of management's use of non-GAAP financial measures compared to the most applicable GAAP measures, are currently available on the investors section of the company's website at Iir.butterflynetwork.com. I, John Dougherty, Chief Financial Officer of Butterfly, along with Joseph De Vivo, Butterfly's Chairman and Chief Executive Officer, will host the call this morning.

During the call, we will be making certain forward-looking statements. These statements may include, among other things, expectations with respect to financial results, future performance, development and commercialization of products and services, potential regulatory approvals, revenue attributable to embedded collaboration through revenue share, chip purchases, or otherwise, and the size and potential growth of current or future markets for our products and services.

These forward-looking statements are based on current information, assumptions, and expectations that are subject to change and involve a number of known and unknown risks, uncertainties, and other factors that may cause actual results to differ materially from those contained in the forward-looking statements.

These and other risks are described in our filings made with the Securities and Exchange Commission. You are cautioned not to place undue reliance on these forward-looking statements, and the company disclaims any obligation to update such statements. As a reminder, this call is being webcast live and recorded. To access the webcast, please visit the event section of our investor website. A replay of the event will also be available on this page following the call. I would now like to turn the call over to Joe.

Thanks, John. Good morning, everyone, and thank you for joining our fourth quarter and full year 2025 conference call. I'm pleased to announce that our fourth quarter revenues came in at 31.5 million, growing 41% year over year. It's also the first quarter in our history where we realized positive operating cash flow driven by upfront payments from our mid-journey deal.

We are now nearly two years into our strategic growth plan that we introduced in early 2024. The message then was clear execute with focus and financial discipline, strengthen our core franchise, and unlock the full value of our semiconductor ultrasound platform beyond handheld devices.

We're doing just that, and we now have material contribution outside of our core focus business. So earlier this month, Jim Cramer was asked a question about Butterfly Network on Mad Money. And he said, I quote, It's a very competitive market, and I don't want to be in that part of the medical device group. Too hard for this guy, just too hard. Well, I'm a big fan of Jim Cramer, and like you watch CNBC every day, and he's right about one thing traditional medical devices are a tough sector.

But butterfly is not a traditional medical device company. We were never just a handheld company shaking at the knees of big ultrasound. We are David. Faithful and committed to our cause, not backing down regardless of how large our opponent is. We are the disruptor. We are playing our own game with our own rules and our own playbook.

We are digital eating analogs lunch and plan to revolutionize imaging with digital ultrasound everywhere and images taken. Goliath just doesn't know it yet. So we are changing ultrasound imaging with our differentiated chip platform while deploying secure cloud software, AI tools, and mobile applications, and are the only healthcare company in the world over the last seven years to receive an Apple Design Award. We are not a medical device company alone. We are a transformative semiconductor-based ultrasound company.

As you're all aware, the strategy we introduced has three core tenets accelerate our core focused business with an enterprise ready, cloud connected imaging solution, execute strategic initiatives to reach new care settings, and enable entirely new applications, namely home care and ultrasound on chip codevelopment. And then lastly, deliver an R&D roadmap that sharpens our technology edge. With next generation chips and new form factors getting more and more powerful and capable.

So let me walk you through the progress in each of these. In core focus, revenue grew 15% year over year on top of a 35% growth in the fourth quarter of last year, which, as you recall, was a record product launch year. We closed a second large system-wide enterprise deal in the fourth quarter of 2025 and continued to deepen medical school and enterprise relationships. So I'll let John cover the financials in more detail, but we feel much better about macro trends and the deal cycle than earlier in the year and expect to carry that momentum into 2026.

The fourth-quarter Compass AI launch is a big tailwind for our enterprise strategy. Enhancing our enterprise solution helps refresh existing accounts, continue attracting new customers, and drove more than 50% growth in our enterprise pipeline since launch.

At the same time, we've been building what we believe is one of the most secure cloud infrastructures in healthcare. In the US we most recently achieved goov ramp and Tex Ramp. And FedRAM is anticipated in the coming months.

Meaning we'll soon be even more qualified for cloud deployments and now the world's largest government market. Internationally, we see meaningful opportunities in 2026 as we open markets in South America and continue expanding across the Middle East and Asia. Alongside a renewed momentum in global health. We've surpassed 1,000 NGO partners worldwide, and many expect to increase activity in 2026.

We also continue to make progress in our butterfly garden partners, and as Heart Focus became the first FDA cleared app in 2025, and we expected additional partners to reach that clinical milestone in 2026. Importantly, We announced plans to release our proprietary beam steering API in the first half of this year.

The API will open 3D imaging capabilities that have been reserved for butterfly products only. Because our beam steering is fully digital on a semiconductor chip and not mechanically driven like other legacy systems. We can uniquely extend those capabilities to partners. The goal is to advance what they can build, expand the AI ecosystem and help accelerate ease of use. We're excited about the new opportunities this welcomes.

So moving to the strategic growth engines. We've built a home business determined to accelerate the use of focus devices where the patient is, expanding the reach and empowering nurses and other clinicians to perform scans using AI tools. I believe we will reach a commercial agreement in 26 allowing home care to enter its commercial phase. This is a powerful new channel that reduces hospital readmissions, lowers costs, and expands butterflies' reach beyond the hospital.

Home care is a reality, and we think it can be a real growth driver starting to add revenue in late 26 and into 27. We also ventured out to develop a new business to make our core ultrasound and chip available to companies with large new market opportunities that are not competitive with butterflies focused business. That was previously known as octave.

Well, to start the new year, we've officially sunset the octave name and have centralized our semiconductor platform strategy under Butterfly embedded, reminiscent of the Intel Inside model. What began as an adjacent effort is now emerging as a foundational business, enabling other category defining innovators to build entirely new applications on butterflies ultrasound on chip technology. The big news for the fourth quarter though was signing the mid journey deal in November, and as you can see today, it contributed $6.8 million of revenue in the quarter and was a key driver of our 41% year over year growth.

Midjourney is an independent research lab pushing the boundaries of generative AI and human imagination. Their scientists have envisioned a breakthrough new application for ultrasound that we believe the world will be learning about very soon. This partnership combines butterflies, core ultrasound and chip technology and imaging software with mid journeys generative AI compute power to do something very special with ultrasound.

So this deal is more than revenue, it is validation. It's a foundational step towards butterflies's reinvention into a platform company. The initial partnership and revenue contribution is pre-commercial. So based on the plan that mid journey has shared with us, Once commercial, we believe there is meaningful additional revenue opportunities for butterfly in the form of chip sales and revenue share on top of the licensing fees that will continue through the deal.

We expect this to happen in the outer years of our five year plan. And if it occurs, it could represent meaningful progress towards our goal of reaching $500 million in annual revenue by 2030. Beyond mid journey, we signed an additional butterfly embedded research tier partner this quarter and expect another one shortly while managing an active pipeline of some of the largest technology and healthcare companies in the world.

So before I look ahead to our R&D roadmap initiatives, I'll turn it over to John to discuss the financials. John.

Thanks, Joe. I'm very excited to have joined Joe and the talented team here at Butterfly, which includes Megan Carlson. Megan, who you all know, did a great job in the interim CFO role and has been an awesome partner to work with, along with the rest of the leadership team.

With about three months behind me, I want to open with a few comments and my thoughts on Butterfly overall. I joined Butterfly because I was excited by the incredible potential this company has going forward to provide a valuable and meaningful experience to our customers, as well as to create value for our shareholders. I was also impressed by the strength of the leadership team and the passion and commitment demonstrated by employees across the company. This is a company I am proud to be a part of.

Butterfly certainly navigated a few challenges in its early years as a public company. However, the company has made the necessary and difficult adjustments, including improving its operating efficiency, choosing the markets it can win in, selecting the best ways to leverage its IP and technology advantage, and allocating its resources towards higher ROI opportunities and markets.

No doubt, based on these actions, butterfly is a stronger, more agile company today. With continued steady execution, the company has the potential for significant core growth in an incredibly meaningful domain through its focus and related compass AI software and butterfly garden business, and we are well positioned to gains outside share in the markets that we compete in.

We also have a significant opportunity to leverage our core platform of ultrasound on chip into other nascent and disruptive markets consistent with our strategy through Butterfly Embedded, as the mid-journey Partnership demonstrates.

With that, let's move on to a few highlights for the 4th quarter, including A record level of revenue for the quarter and exceeding the high end of our total revenue and adjusted EBITDA guidance ranges. A record level of quarterly probe sales significant improvement in adjusted EVDO margin driven by our revenue performance and continued financial discipline.

The lowest annual cash used in the company's history, and we generated positive free cash flow in the quarter and the execution of the mid journey contract, which helped to solidify and amplify all of our efforts to drive a new wave of ultrasound enabled platforms and use cases through butterfly embedding.

Now, let me move on to our results. We had a strong fourth quarter of 2025 with revenue of $31.5 million, the highest quarterly result in the company's history. This represents a 41% increase year over year for the quarter. The increase is driven by increased revenue from butterfly embedded, as well as a 27% increase in year to year volume in our core focused business with continued penetration of the IQ3 in all markets. The 41% year to year growth is significantly higher than the at least 17% year to year growth that we put out in January.

We did better in the core business and realized more revenue from Butterfly Embedded, given the work we had already performed relative to the mid journey contract. This is the primary reason we used the at least language at the time, as we were still finalizing the accounting treatment.

Our results and the guidance I'll provide later in the call for first quarter and full year all2,026 include updated financial expectations from this contract. Breaking things down between the US and international channels during the quarter, US revenue was $26.8 million, which was 55% higher year over year, driven by revenue from embedded as well as strong demand in the core business, with unit sales up 44%. Total international revenue decreased by 6% year to year to $4.7 million in the fourth quarter, while sales of the IT three in the quarter were up 42% year to year, sales of the IT Plus were down 79%.

Breaking our revenue down between product and software and other services, product revenue was $18.1 million, an increase of 23% versus the fourth quarter of 2024. This increase was driven primarily through growth in volume across all channels, with US Health Systems, Ecom, and Vet leading the way, as well as higher average selling prices in international markets with the higher mix of IQ three sales.

Software and other services revenue was $13.4 million in the fourth quarter, up 76% year to year. Software and other services mix was 43% of revenue, increasing from 34% in Q4 2024. This increase can be attributed to the significant step up in revenue contribution from butterfly embedded in the quarter related primarily to the mid journey partnership.

I'll talk more about this as well when I come to guidance for the first quarter in full year 2026. When looking at the full year 2025 versus 2024, total revenue increased 19% to $97.6 million. This was driven by two areas. First, growth in our core focused business with both increased volume and a higher average selling price, driven by an increased mix in the sales of the IQ 3 and strong performance by US sales, our vet channel, and international distributor channels. And second, Growth in our emerging butterfly embedded business primarily from the execution of the mid journey contract in November of last year.

Moving on to gross profits. Gross profit was $21.2 million in Q4 2025, a 55% increase as compared to the prior year, adjusted gross profit of $13.7 million. Gross profit margin percentage increased to 67% from 61% in the prior year period. Gross margin percentage was positively impacted by the higher margin butterfly embedded revenue and lower software amortization.

Moving to EBITDA and cash, for the fourth-quarter of 2025, adjusted EBITDA loss was $3.2 million compared with the loss of $9.1 million for the same period in 2024, an improvement of 65%. For the full year 2025, adjusted EBD loss was $26.5 million compared to $38.9 million for 2024, an improvement of 32%.

The improvement in adjusted EBITDA loss for both the 4th quarter and full year was driven by contribution from higher margin revenue and continued financial discipline reflected in our lower year to year payroll costs for the quarter and full year.

This improvement in adjusted EBITDA and continued financial discipline has led to a cash and cash equivalent balance, including restricted cash at year end of $154.5 million and the use of cash in 2025 of $19.4 million excluding the funds from our offering last year. This compares to a use of cash of $45.9 million in 2024, an improvement of $26.4 million.

We also had positive cash flow of $6.3 million in the fourth-quarter. These results demonstrate that we are very well positioned as we move forward to continue to invest in the business areas where we see significant opportunities for additional growth and disruption, including. Expanding our core focus business and penetration of Compass AI as a core operating system for health systems.

Continuing to enable third parties to build tailored ultrasound AI solutions in Butterfly Garden to provide deeper and expanded access to our platform. Expanding our home care business following the execution of our anticipated first commercial agreement, which we believe could be finalized in the first half of 2026, as Joe mentioned earlier, enabling a new wave of ultrasound on a chip enabled technologies through a butterfly embedded, and continued AI and semiconductor innovation with the development of our fourth generation chip.

Before turning to guidance, I want to update you on the general macroeconomic environment relative to butterfly. While there were some concerns in 2025 relative to the government shutdown and impact on the FDA's processing of fee-based submissions, Regulatory processing delays and delays in customer purchasing decisions, we have managed through this, and it is very much behind us. Our fourth-quarter results are indicative of that, and we were able to close some of the larger deals in the pipeline and still have a number that are active.

I would now like to turn to our outlook for the first quarter of 2026 and for the calendar year ending December 30, 2026. In the first quarter we expect revenue in the range of $24 million to $28 million. As we ended the fourth quarter, somewhat higher than expected, and the first quarter is typically a slower quarter for the company due to seasonality.

As is typical for Q1, adjusted EBITDA is impacted from expenses related to payroll tax and 401-K reset, as well as our national sales meeting and focus forum, which took place in January. As a result, we expect slightly higher expenses and higher adjusted EBITDA loss in the first quarter relative to the remainder of the year in the range of $8 million to $10 million.

For the full year 2026, we expect revenue to be between $117 million and $121 million an increase of approximately 20% to 24%. We expect our adjusted Evadal loss to be between $21 million and $25 million. Our guidance for adjusted EBITD includes investment in key areas to support continued innovation, as well as our emerging embedded business, as well as the impact of tariffs initiated in 2025.

In summary, we had a great quarter, a record quarter. We closed the year out strong. We exceeded expectations for revenue and adjusted EBITDA, and we are very well positioned going forward, as our 2026 school year guidance indicates, we look forward to continued growth this year and beyond, and our overall outlook on the business is brighter with this past quarter reinforcing our view.

In 2025, we believe the company enhanced its position in the core focused markets and can continue to gain share in 2026 through deeper penetration of existing customers, new customers, and applications. We also amplify our ultrasound on chip platform and the potential of Butterfly Embedded with the licensing partnership with Mid Journey.

We did all of this while continuing our intense focus on driving operating efficiency across the business and return on investment, as I said up front. I'm excited to have joined Butterfly late last year, and I'm excited about what is ahead for the company in 2026 and beyond. Now let me hand it back to Joe for some closing comments.

Thanks, John. It's an exciting time for Butterfly. We're in a strong position and are delivering on all fronts. The future is even brighter. So before closing, I'll touch briefly on R&D. We recently spent 2 days with 60 leading Focus thought leaders at our annual ocus Innovations Forum, and the alignment was unmistakable. The goals, needs, and future state vision shared was directly in line with where we are taking our portfolio.

That level of synergy only strengthened our conviction that we have a path to enable every doctor and nurse with powerful, affordable, compact imaging and can meaningfully unlock enterprise adoption. As I mentioned on the last call, our fifth generation P 5.1 chip was moved to production by year end.

We're excited and achieving harmonics and delivering a new level of imaging for hand-held ultrasound. This will open additional subspecialties and support our enterprise selling efforts in 2027 and beyond. And then next up on our chip roadmap is Apollo.

This new chip architecture is now receiving the full attention of our engineers and will deliver two times the current data rate and compute performance, ushering in a new era of digital imaging and AI. We are already working with several Butterfly embedded partners based on the capabilities of this platform. Now I'd like to close by sharing exactly why I'm so excited about butterfly's current chapter. We are pioneering semiconductor-based digital ultrasound everywhere it's needed.

In the traditional ultrasound market, that means continuing to lead in point of care solutions that truly meet the demands in and out of the hospital, empowering doctors, nurses, and caregivers, expanding new subspecialties, strengthening our enterprise roadmap, moving imaging to the bedside and beyond it. But it's also bigger than that.

Ultrasound is being researched and deployed in brain therapy, continuous monitoring, robotics, organ preservation, and the list goes on. If you do a simple search of ultrasound in the magazine Nature, just this month alone shows applications in neuromodulation, ablation, antiviral therapy, and soft robotics. The real inflection point comes when ultrasound in these use cases move to silicon. When it becomes programmable, power efficient, AI native, scalable, that's the common thread.

Whether it's a butterfly handheld in a clinician's pocket, a new form factor on our roadmap driving enterprise or home adoption, or a partner building something novel with our technology that we can never do ourselves, it's the same core technology, the same architectural advantage. We are not just building devices, we are opening markets. We are enabling a new age of digital ultrasound imaging and sensing all in one strategy. This is butterfly. We're not just a medical device company.

We're a true disruptor building the ultrasonic backbone of the AI era and one of the most exciting technology growth stories in healthcare and technology today. So with that operator, please open it up for questions.

(Operator Instructions)

Josh Jennings, TD Cowen.

Hi, good morning. Thank you, and, it's impressive to see all the progress in in so many different channels. Gives us a lot to ask about, challenging to choose a choose one of those blains, but I wanted to start with Butterfly Embedded and.

Absolutely, Just wanted to Better understand and you may not be able to share, but any details around potential timing of the technology offering that mid journey is going to put forward, implementing, butterflies, semiconductor, and ultrasoundal chip technology and any help just thinking about the, cadence of revenue contributions, from this partnership over the course of 2026 and what's embedded in guidance.

Well, I, I'll let John answer, the second part of that in a moment. Let me just, get to the first, so, I think it's, we're probably going to see something, it, in the relative near term, from mid journey, we, one of the things about a butterfly embedded program is we are enablers for our partners. This is not our business, this is their business, and we do everything we can to amplify their business.

And so I don't want to get out ahead of them and all I want to do is do everything that we possibly can as a partner to support them. That said, I think you know they probably want to get this out sooner rather than later, and, the moment they do, we'll do the best to show you how it, translates into butterfly. John, do you want to take the second part of that?

Yeah, sure, thanks, Joe. Appreciate it. How are you doing, Josh? So when you look at embedded, obviously, and as Joe touched on during the opening remarks, mid journey, kind of lit it on fire if you will, with the contract we signed at the back end of 2025, and we're very excited about that contract, but there's also, a number of other.

Partners that we're working with in Embedded. So, well right now embedded in our revenue is, there's a big contribution from Mid journey. We do expect, other contributions from other partners that we have in there, and, we're really excited about what that part of our business can be as we were, we discussed at the back end of 2025.

Your relative to mid journey, it's a $74 million contract as we mentioned. There's different components of it, there's the upfront payment, there's annual license fees, and then there's milestone work that we do that ultimately, allows us to, do the, take the revenue, ultimately, quarter by quarter if you will, year by year, we expect to get a good amount of contribution, throughout 2026 into 2027.

From the from the contract and then in addition when they commercialize ultimately as Joe mentioned up front as well, there's an opportunity for chip sales as well as for a revenue share as part as part of their their business. So ultimately really excited about the overall contribution from mid journey, but embedded is not just mid journey.

No, I appreciate that answer and and and kind of leads into my next follow-up is I mean, our understanding is that The team was focused on the mid journey partnership and and development work and then locking that in in 2025, but there were some other potential partnerships on the periphery that sounds like you guys are engaged and and moving forward but any any help thinking about the butterfly embedded pipeline that you just referenced.

Yeah, I mean, so we're talking to a lot of people, as I mentioned, some, very large organizations and also a lot of startup organizations, and kind of the way it works is, we saw, you saw a contract in the 8-K with Midjourney, in November of 25, but they had been an embedded partner, for over a year prior and so the way it kind of works is. You know people will buy a license to our software and then they'll start buying chips and they'll do some research, they'll do research, as far as how does a chip meet their performance that they need, how does it integrate with their systems, and then, and they do a bunch of work and whenever they're done and ready, if everything worked out well, then it will turn into a commercial agreement. They'll come back and say, okay, well we want to now do, X, Y, and Z, and that's kind of how the journey happens. So there's really no formula.

It's just, we have, I think now, eight or nine embedded partners today and. The pipeline is pretty large, but it's also, it, it's, we're not selling off the shelf product, we have to take our product and we have to do labs and show them how it can fit with their tech and whatnot, so it is a bit of a sales process, but, do we have another mid journey in there? I hope, there's some very big opportunities people are going after massive opportunities actually and. We're going to continue to add people into the research phase of our relationships and do everything possible to meet their needs and get them, committed to a commercial phase like an attorney did.

Excellent. And maybe one, question on the home air franchise and it sounds like you've made progress in this first commercial partnership. What I mean, what steps are left before that commercial effort kicks in and maybe just remind us of the homepo market opportunity or the revenue opportunity for Butterfly in this channel. Thank you guys for taking all the questions.

Hey, thank you, Josh. I appreciate them. So, yeah, I think you know we're pretty confident that this is going to, get to a commercial conclusion, as John said in his notes, we think it'll probably happen before. Middle of the year, which will give us the second half of the year to start getting it ramped up, so it probably be nominal, revenue in '26, but start contributing in '27. And so once we get it started and we have a line of sight, and we're able to give a better shape of what the impact is, we'll tell you as far as, incorporated into our guidance, but.

In aggregate, I think I've mentioned in the past, if just this one use case we're working on, if it became a national use case, it could be a $40 million to $50 million revenue opportunity if everything went, the way that we saw it. So, and that's, we, when we think about the amount of chronic care patients are in nursing homes and also the amount of patients that are. In the home who are being cared for by nurses, but then, as they get sicker, they need to be, moved.

They need to have an image, and so, they have to go to the hospital, whether it's by ambulance or by some other transport, be brought up into radiology and then have, for example, a cardiac echo or something else. Empoweering caregivers to be able to take images where they are is efficient, is low cost, and has high impact on being able to quickly give a diagnosis for a patient so their meds can be modified. To make them healthier and keep them into the home or keep them wherever they are, and that is literally every facet of healthcare is about is about being where the where the patients are, being where people are and helping them get healthier faster in the lowest cost environments.

And so you know our home care business is basically an extension of our focus business. It's not a third business, it's an amplifier of focus because ultimately everyone will figure it out and they'll use our stuff to do all of this using the AI ops, etc. But home is kind of a catalyst for us to, take a lot of the workflow, the logistics, and the ramp up and the learning curve.

Out so we think, I think I've mentioned before that we think the home business can be bigger thanos and the opportunities are certainly there, but we have, some, we have to prove it and we have to get some more our pilot was excellent. We need to get, the first few states up. We need to prove what we're doing there and then we need to prove we can go to a large geography and so it's a process, but it's a big opportunity and it'll teach. Core healthcare providers and payers, that point of care ultrasound with butterfly is a significant way to reduce costs at the exact same time of improving quality and care for patients.

Chase Knickerbocker, Craig Hallam.

Good morning guys. This is Jake on for Chase. I was wondering if you could maybe John if you could give us any more color on the macro environment if you guys are seeing any of the same. Trends, that affected 2025 and how they're abating now in 2026.

Yeah, sure, and I appreciate the question. So yeah, as I touched on, with the opening comments, I'm not going to say everything's behind us, but certainly you know we feel, a lot more confident going forward, irrespective of the Supreme Court's action relative to tariffs, it's still a very, say mildly and unpredictable area given what happened post that. So you know we do still expect to have a bit of some downward pressure, not a lot, but some downward pressure from tariffs.

We did sign a number of contracts late in the year, so we see that things have been, opening up a bit there. We still have a number of, good size deals in the pipeline. I'd say, the timing did move out kind of the back half of last year, as the company had touched on. When they did 3rd quarter results, but we are seeing some improvement there. We're starting to see some things move, and ultimately, as I mentioned, the company, we, we're managing through it, and we don't expect it to have, except for, the tariff component, we don't expect it to have a lot of impact on the company.

Great I appreciate that color and then apologies if I missed this, but is there any more color on the the opportunity with medical schools going into the year as well? For the one to one partnerships.

Yeah, so medical schools, I think, should be a pretty strong contributor to us this year, the, second quarter of the year is the big medical school quarter when we put them all in. We have a lot of conversations for one to one buys. We did get a bit of a pause last year when the decision to cap student loan debt, occurred and so it caused people a pause, but.

You know what's so exciting about what we're doing is there is such a strong commitment for new medical students to learn ultrasound, and they're actually now starting to choose where they go and the types of programs they get into based upon the commitment of building that competency. Kids that are graduating today and are going into their residency completely distinguish themselves when they have this capability, even their attendings who are working with them.

Are kind of surprised when they see what can be done by a resident with ultrasound skills. So there's not a lot of daylight out there. This is not a new thing. Students want butterfly. They're trained on butterfly. They want that experience. And then when we build the brand equity with these students, they go into their residency and then into practice with that loyalty, with that understanding, and we're looking to grow with them, especially. With our whole, chip platform improving and getting more and more powerful and then more apps coming in over the years, we're going to grow with them through their careers. So we start off with medical schools. Medical schools will be a very positive contributor in 2026.

Appreciate the answers guys thank you. Thanks, Jake. Thank you.

Andrew Brackmann, William Blair.

Okay. Good morning. Thanks for taking the questions. I'll echo Josh's comments. Certainly a lot of progress here and a lot to dig into. So, Joe, maybe with that in mind, I, I'd like to start a little bit higher level. I mean, it's sort of hard to miss the underlying transformation going on here, towards Butterfly embedded. Can you maybe just sort of talk to us about why now for this transition from the devices towards embedded in the semiconductors type of business. And then just as you sort of think about organizational focus perhaps are there any sort of changes in terms of your your view on focus versus the opportunity with with embedded thanks.

That's a great question, Andrew, and I actually, I probably should have emailed that to you and planted that in because it's, that's a very appropriate question. We're not trying to pivot away from focus, we want to have every doctor and every nurse in the world have a device that allows them to help diagnose their patients sooner, easier, low cost where they're at. We will never, move away.

From that vision, but in accomplishing that vision, Andrew, we solved the problem. We solved the major problem in technology where we can digitize. We can digitally control the ultrasound image, and we can control it in a way that is much more than what medical ultrasound uses with multiple planes and depths, because we control 9,000 sensors in a rectangle which allow us to send out information, send out sound a certain way and listen to sound a certain way. And so what we solve for ourselves for point of care ultrasound is a major solution for many other people out in the marketplace. There is this whole concept that AI and the human body are going to are going to merge together.

You can Google it, there's a whole sci-FY fantasy out there. And there, if you even think of brain-computer interface, Neuralink today is putting wires into the brain, and there's this thing in DCI called the Butcher factor, which is, how many neurons do I have to kill before I get to the neuron I want to talk to.

Well, one of the beautiful things about ultrasound is and about butterfly is we don't have a stagnant beam that sits in a in a fixed position. Normally ultrasound is like a flashlight, you have to move the beam in order to capture the image. We can actually in a fixed location, move our beam and scan. So if you implant something in the brain, you're going to be able to communicate and see and listen to 25% of the entire brain or the entire lobe.

So it's being seen today that ultrasound is potentially a portal between AI and the human body. And just read Nature and you'll see all these articles about brain-computer interfaces and you'll hear about ultrasound, you'll hear about neuromodulation, you'll hear about all different types of, even if it's therapeutic, people are going to be looking at the brain signals through vasculature and how vasculature flows through the brain, and ultimately, you can potentially heat it and put energy, so.

This is kind of happening. It's not like we just did a prospective randomized study and we're now pushing the market. The market's calling us. They see our 600 patents. They see the excellent technology that we have, and quite frankly, we had been approached prior to me getting here by companies asking to partner with them, but they were turned away because the company was trying to focus on point of care ultrasound. So what we've said to ourselves is, no, we've solved the foundational problem, and I'd hate to compare ourselves to to Nvidia because there's no way there's a scale or anywhere to draw a line, but from '93 to 2005, they were a video game company.

And they focused on their core markets of building technologies to be better gamers that had to be complex, and then with Kuta in 2006, it opened up their platform for developers who can use these incredible chips for other applications. And or you look at Amazon, they didn't set out to become the leading cloud compute company in the world. They realized that they needed cloud compute. There wasn't a large enough vendor to take their volume.

They built it themselves and when they were done, they had. Excess capacity and they said let's go sell that capacity and now it's the highest profit generating part of their business. Sometimes in business you solve problems for your customers that benefit others, and we're just simply now allowing ourselves to to work with those partners and the beautiful part about it is that the roadmap that we've set ourselves, so, our Poseidon platform, our P5.1 platform, our Apollo platform. We are now not going off and developing new things for other people and losing our focus on point of care ultrasound.

What we're actually doing is amplifying our current roadmap and we're exposing our roadmap to those customers and those to allow them to meet their needs. So it actually is going to make our ability to serve point of care ultrasound better and the roadmap that we have for point of care ultrasound and what's going to happen, with our next launch of our platform with Harmonics and P5.1 and what we're going to do. With, some new things that will unveil in 2007, there's so much synergy here, Andrew. It all ties together, so we're not putting something on the shelf and then focusing someplace else.

We're pulling our core tech. We're partnering with people who have real interests of building businesses and have technical challenges that we can solve. Instead of having an analog ultrasound device that, yes, you have digital behind the lens, but then once you push the signal through the lens, that lens is cut to do one thing. Our lens can be anything, and developers love the fact that they can see the signal and then change the software, see the signal, change the software, and that kind of infinite iteration cycle is how we will fit our ultrasound into many different types of devices throughout the world.

Okay, that, that's terrific color. Thank you for all that, Joe. Maybe if I could just sort of switching lanes here, you referenced the Compass AI, and sort of the launch there. Can you maybe just expand on sort of what that does in practical terms for your moat within that within that focus business. What does it give you that competitors don't have today and then as you sort of think about, defending against some of these potential, AI other AI disruptors that are out there, how does this sort of expand them out there? Thank you.

Thank you so much, Andrew. So we were, the prior team before I got here, Todd Bruterman and the team were very visionary on making sure that if point of care ultrasound is going to be adopted enterprise-wide, that we need to manage the data and the systems, the EMRs, the D coms, all the current hospital systems were not geared and built to operationalize point of care ultrasound.

And so Butterfly became the first ultrasound company that invested in an enterprise SA-based software that not only allowed it to collect its own data, push it into the record, push the image into Dcom, and set that record up ready to be submitted for reimbursement with the revenue cycle management software, but we've built the most powerful, SA-based system out there in order to do this.

And now hospitals, when they put our software in place. They now recognize scams that weren't getting reimbursed and they increase their revenue and profitability and so it's just good, and good.

Now on the other side, doctors hate new things. They don't like to have to go through new steps. They just want to do everything in their EMR. They don't want to have one software for this, one software for that. So getting to an ease of use paradigm is essential. Because the doctors are already asked and nurses to do so much in their everyday lives, to now go into another platform to go through a whole other set of workflow is just something that they dread regardless of how good it is for the patient or the economics. It's just more work. So getting our system to be easier, faster, simpler, more integrated into their daily workflow, and to use the power of AI to where we take their dictation. Every doctor dictates.

So if we can take their dictation and then take and then pull apart the data in that dictation and populate the forms for them, those two or three or four minutes that they save is massive to them as they, and that multiplies with each patient. That they see. So we are very committed to making our workflow now. We've we've solved the major problem of connecting them and aggregating data, and now we're going to be incessant and passionate about making it easier and easier and easier and easier for them to implement, for them to use on a daily basis, for it to be intuitive and to let the hospitals continue to have the type of ROI they need of capturing all these images. So and we're never going to stop making it, and we're going to use every. New tool available to us in AI to make it easier for our customers.

Great thanks guys appreciate the questions. Appreciate it.

Ben Haynor, Lake Street Capital Markets.

Good morning folks. Thanks for taking the questions. First off, for me on the, how are you? Excellent. So just on your own internal development, pipeline, new SP 5.1, when should folks expect you to go to the FDA with that? Anything new on kind of the new form factors, whether that's, IQ station or is some of the wearable sort of form factors that you showed up yesterday, a couple years back.

Yeah, so thank you for the question. We're hoping in the be, in the beginning of 27 to have the 5.1 chip into a next program. So, that's kind of our timing. We think that we just sent it into production. Normally it would take us sometime, late this summer to get them back, and then we start, putting it into the hardware validating testing, and then hopefully get our clearance and then we'll be out, sometime early of 27. So that's kind of our schedule and at the same time, we have a vision to bring one to one in hospitals and how, we can make a cart-based experience with butterfly better so IQ station.

Is actively on our roadmap and it's probably a later 2027 time frame for that, but we are actively working on that program and we think that will really codify the one to one model, on the enterprise side so you know we're working on making software easier we're working to make our devices more powerful we're working to make the workflow in the hospital easier so it's just a fate of com it's just inevitable, what will happen and we're on the right path there.

And then, on the wearable side, if we wanted to launch a wearable tomorrow we could, or theoretically we could, we can put that it's wearables is not an R&D thing, it's more of a what's the use case and what's the market and what's the business and so our philosophy right now is the success of home care will determine, what our wearable use case is and the more that we push ultrasound alt site and we push it into nursing homes, we push it into the home. And then the more will be, okay, now this is what it's being used for this really makes sense. This is sticking, and now let's automate it and let's make it easier and let's put a wearable out there. So you know we have a there's one of our partners Forest Neurotech took our technology and created a wearable. Go on their website, you'll actually see it.

They put it right there. And so it's the technology around creating a wearable is not the challenge. It's, hey, what's the business use case? When does it make sense to invest the next several million dollars in hardware to put that out there? So, our home care business, in my view, will determine the success and the timing of when is the, what is the right use case for wearables.

Got it. That's very helpful. And then any more you can share on that, Focus innovation for that you held, that sounds like, quite the interesting event.

You probably need to come next year. We probably have to invite our analysts, we had it, private the 1st year, the second year we brought our whole management team and commercial team in to listen, which was a great education session. I think, what, what's fascinating about that forum. It's not all one specialty. You have a cardiologist sitting next to an anesthesiologist sitting next to an doctor sitting next to a primary care doctor, sitting next to an intensivist, sitting next to a nurse, and sitting next to an administrator, and they all have a tremendous passion for the power of being able to do a diagnosis immediately at the point of care.

And we all heard them present their experiences, but we also gave them a forum to tell us what they need. And that's where actually Compass AI came from for the for the last year's forum was when they said it just takes too long to document each one of these records, and we went now from four to five minutes down to thirty seconds. And so, we're we're, we listened to them and that's why this forum is so important and I think while we had 60 people, we had about 40 people the first year, 60 people the next year.

Well we'll probably open it up to, 100 or more and even maybe allow you guys to come too, so, we learned a lot and the biggest thing that we learned is that we're on the right track and if we keep listening to our customers, and being H1st with ourselves on what we need to do to improve, we'll win and and it was a great session, Ben.

Sounds sounds fantastic. And lastly for me, just a mid journey, you phrase it as a revenue share potential rather than a royalty. Should folks read into that in any way? I mean, that strikes me more as a service offering rather than a device offering.

No, it's, I think you just look, you look into this like a partnership, we are all in with them, and we are doing everything we can to make them successful and we'll do everything we can to make them successful, so we don't look at them as someone we're going to sell chips to we look at them as someone that we are going to invest in and we're going to do everything to amplify their use case and if all of a sudden we need to do something that was not planned, we're just going to do it because. We've, we both believe in what they're doing, and we're going to be the best partner possible. Great, thanks for taking the questions, guys.

Awesome, Ben, thank you.

Thank you, Ben. We currently have no further questions, so I will hand back to Joe for closing remarks.

Well thank you all for for being with us this morning. I know that this time of the season is busy for for all our investors and analysts. I hope you can see the excitement. I think that the most important thing, for me is, we put a plan together and we are executing to our plan. And everything that you hear on this call. There's not one surprise. Not one.

Everything that we are delivering we've told you we're going to deliver. Everything that we are focusing on are things that we've mentioned, if not recently, a year or two ago. We are executing to our plan because there's a massive opportunity in digital ultrasound. We are digital to film and we are digital that will take over analog. It's just a fait accompli. We've put a plan in place. We are ex executing to it. We have an awesome team. We are beyond the time where there was doubt about the company, and the only doubt should be in that, for anyone who's in our way. So, I appreciate your attention and I look forward to continuing to deliver results. Thank you.

Thank you everyone. This concludes today's Butterfly Network Inc. Q4NFY 2025 earnings call. Thank you for joining. You may now disconnect your lines.