Omnicell Inc (OMCL) 2023 Q4 法說會逐字稿

Good morning, and welcome to the Omnicell fourth quarter and full year 2023 financial results call. Please note that today's call is being recorded and all lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answers. I'd like to join please star one on your telephone keypad. I will now turn the call over to Kathleen Nemeth, Senior Vice President, Investor Relations. You may begin your conference.

早安，歡迎參加 Omnicell 第四季和 2023 年全年財務業績電話會議。請注意，今天的通話正在錄音，所有線路均已靜音，以防止任何背景噪音。發言人發言後，將進行問答。我想加入，請在您的電話鍵盤上加星號。我現在將把電話轉給投資者關係高級副總裁 Kathleen Nemeth。您可以開始您的會議了。

Good morning and welcome to the Omnicell fourth quarter and full year 2023 financial results conference call. On the call with me today are Randall Lipps, Omnicell Chairman President, CEO and Founder, and Tata Executive Vice President and Chief Financial Officer.

早安，歡迎參加 Omnicell 第四季和 2023 年全年財務業績電話會議。今天與我通話的有 Omnicell 董事長、總裁、執行長兼創辦人 Randall Lipps 以及塔塔執行副總裁兼財務長。

This call will contain forward-looking statements, including statements related to financial projections or other statements regarding Omnicell's plans, strategy objectives, goals, expectations, cost savings actions, holistic review of the business or market or company outlook that are subject to risks, uncertainties and other factors 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, please refer to the information in our press release issued today and the Omnicell annual report on Form 10 K filed with the SEC on March first, 2023, and in other more recent reports filed with the SEC. Please be aware that you should not place undue reliance on any forward-looking statements made today. 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 statement. Our results were released this morning and are posted on the Investor Relations section of our website at ir dot Omnicell.com.

本次電話會議將包含前瞻性陳述，包括與財務預測相關的陳述或有關Omnicell 計劃、策略目標、目的、預期、成本節約行動、對業務或市場或公司前景的整體審查的其他陳述，這些陳述可能受到風險、不確定性的影響以及其他可能導致實際結果與明示或暗示的結果有重大差異的因素。有關影響這些前瞻性陳述的風險的更詳細描述，請參閱我們今天發布的新聞稿中的信息以及 Omnicell 於 2023 年 3 月 1 日向 SEC 提交的 10 K 表格年度報告，以及其他更多信息最近向SEC提交的報告。請注意，您不應過度依賴今天發表的任何前瞻性陳述。除法律要求外，所有前瞻性陳述僅在本新聞稿發布之日或電話會議上指定的日期發表。我們不承擔更新或以其他方式公開發布對我們的前瞻性聲明的任何修訂的義務。我們的業績於今天上午發布，並發佈在我們網站 ir dot Omnicell.com 的投資者關係部分。

Additionally, we would like to remind you that during this call, we will discuss some non-GAAP financial measures. Reconciliations of these non-GAAP measures to the most comparable GAAP financial measures are included in our financial results press release issued today.

此外，我們想提醒您，在本次電話會議中，我們將討論一些非 GAAP 財務指標。這些非公認會計準則衡量指標與最具可比性的公認會計準則財務衡量指標的對帳已包含在我們今天發布的財務績效新聞稿中。

With respect to forward-looking non-GAAP measures, we do not provide a reconciliation of forward-looking non-GAAP measures to the comparable GAAP measures or on a forward-looking basis as these items are inherently uncertain and difficult to estimate and cannot be predicted without unreasonable.

對於前瞻性非 GAAP 指標，我們不會提供前瞻性非 GAAP 指標與可比較 GAAP 指標或前瞻性基礎上的調整表，因為這些項目本質上是不確定的，難以估計，無法預測無不合理。

With that, I will turn the call over to Randall. Randall.

這樣，我會將電話轉給蘭德爾。蘭德爾.

Good morning, and thank you all for joining us today. I will walk through our high level performance for the fourth quarter and fiscal 2023, including some key customer wins. Chutta will also provide an update on the current demand environment and our Q1 and full year 2024 outlook.

早安，感謝大家今天加入我們。我將介紹我們第四季和 2023 財年的高水準業績，包括贏得的一些關鍵客戶。Chutta 也將提供有關當前需求環境以及我們第一季和 2024 年全年展望的最新資訊。

Beginning with our results we delivered overall 2023 financial results, roughly in line with the original guidance we provided in February 2023.

從我們的業績開始，我們公佈了 2023 年整體財務業績，與我們在 2023 年 2 月提供的原始指引大致一致。

Now solver bookings for full year 2023 were down 19% for the prior year and missed our original guidance for the fourth quarter. Total GAAP revenues were $259 million, down 13% from the prior year. Total non-GAAP EBITDA for the fourth quarter was $24 million above our fourth quarter guidance due to strong expense management versus $26 million for the prior year. Gaap earnings per share was a loss of $0.32 per share versus a loss of $0.64 for the prior year.

現在，2023 年全年的求解器預訂量比前一年下降了 19%，未達到我們對第四季的最初預期。GAAP 總收入為 2.59 億美元，較上年下降 13%。由於強有力的費用管理，第四季度的非 GAAP EBITDA 總額比我們第四季度的指引高出 2,400 萬美元，而去年同期為 2,600 萬美元。依照公認會計準則計算的每股收益為每股虧損 0.32 美元，而前一年為虧損 0.64 美元。

Now let me be clear. We do not view our recent performance as acceptable. Although we have taken various actions to improve our performance, we intend to take further action. For example, over the past few years, we launched a number of advanced services that are gaining traction with customers and beginning to scale. We also previously announced a heightened focus on managing costs, including an approximate 7% reduction in our workforce announced last quarter.

現在讓我說清楚。我們認為我們最近的表現不可接受。儘管我們已經採取了各種行動來改善我們的業績，但我們打算採取進一步的行動。例如，在過去幾年中，我們推出了許多先進的服務，這些服務贏得了客戶的青睞並開始規模化。我們先前也宣布將更加重視成本管理，包括上季宣布裁員約 7%。

These already announced cost actions are expected to result in $50 million of savings on an annualized basis by the end of 2024. But we recognize we have more to do our results. Tell us there is a need for a thoughtful evaluation of where we can potentially make further changes to improve from our operations and go-to-market initiatives to our product portfolio. And accordingly, we have decided to undertake a holistic review of the business with the assistance of an outside consultant in an effort to determine how we can best optimize our operations and investments. The Omnicell strength has been demonstrated repeatedly over the years, and we believe our core point of care business remains critical. The health system's ability to safely and efficiently manage medication across the continuum of care. We intend to continue to evolve as a company to improve our performance and deliver returns to our shareholders.

這些已經宣布的成本行動預計到 2024 年底將每年節省 5,000 萬美元。但我們體認到，我們還有更多工作要做，才能取得成果。告訴我們，需要對我們可以在哪些方面進行進一步的改變進行深思熟慮的評估，以改善我們的營運和市場推廣計劃以及我們的產品組合。因此，我們決定在外部顧問的協助下對業務進行全面審查，以確定如何最好地優化我們的營運和投資。多年來，Omnicell 的優勢已得到反覆證明，我們相信我們的核心護理點業務仍然至關重要。衛生系統在整個護理過程中安全有效地管理藥物的能力。我們打算作為一家公司繼續發展，以提高我們的業績並為股東帶來回報。

We are moving forward with this work with determination and urgency, we will continue to transform the pharmacy care delivery model and advance the industry vision of the Autonomous Pharmacy. However, we are committed to ensuring we deliver strong returns for shareholders as we work to achieve this mission, I look forward to updating you on the progress. For example, I'd like to share this data here as we realize a number of items, there are signals that are gaining traction with customers and any wide-scale wins impact how you also proved reserves are now seeing heightened focus on managing costs. But as we move diluting and one and probably some of our vendors to sell more data in our label as they announced last quarter, industry leading already announced the offering.

我們正在堅定而迫切地推進這項工作，我們將繼續轉變藥房服務提供模式，並推動自主藥房的行業願景。然而，在我們努力實現這項使命的過程中，我們致力於確保為股東帶來豐厚的回報，我期待向您通報最新進展。例如，我想在這裡分享這些數據，因為我們意識到很多事情，有一些訊號正在吸引客戶，任何大規模的勝利都會影響您也證明儲備金現在更加關注管理成本。但隨著我們採取稀釋措施，並且我們的一個供應商（可能還有一些供應商）如上季度宣布的那樣在我們的標籤中出售更多數據，行業領先者已經宣布了該產品。

Yes, pardon the interruption, we are experiencing a technical difficulty. Please allow a moment for the conference to continue.

是的，請原諒打擾，我們遇到了技術困難。請稍等片刻，讓會議繼續進行。

Yes, thank you. Operator, will you continue the recording.

是的，謝謝。接線員，可以繼續錄音嗎？

for us that has resulted in excluding CAD year-over-year.

對我們來說，這導致逐年排除加元。

Industry-wide headwinds impacting hospital and health system seem to persist in 2023. But as we move into 2024, we are seeing some encouraging signs of stabilization. Industry research indicates that 2024 and CapEx budgets could increase year over year. In turn, some forecasts are predicting that health systems will start moving forward with long delayed capital projects in 2024. However, we believe challenges may persist across the industry, including continuing high labor costs and operating costs and therefore, we will continue to take what we believe is a cautious approach to managing our business. We continue to believe that Omnicell is an essential part of the solution for the industry, we think we are uniquely positioned to capture incremental market share as hospital cost pressures alleviate and the macro economic environment improves. As I mentioned, our lower year over year bookings create challenges for 2024, and we expect revenue and non-GAAP EBITDA profit to decline from 2023. However, as we work to transform the pharmacy care delivery model through a combination of automation, intelligence and type technology-enabled services. We believe that the solutions we are able to deliver to customers are more important than ever.

影響醫院和衛生系統的全行業不利因素似乎在 2023 年仍將持續。但隨著進入 2024 年，我們看到了一些令人鼓舞的穩定跡象。產業研究表明，2024 年資本支出預算可能會逐年增加。反過來，一些預測預測衛生系統將在 2024 年開始推動長期拖延的資本項目。然而，我們認為整個產業可能持續面臨挑戰，包括勞動成本和營運成本持續居高不下，因此，我們將繼續採取我們認為謹慎的方法來管理我們的業務。我們仍然相信 Omnicell 是行業解決方案的重要組成部分，我們認為，隨著醫院成本壓力的緩解和宏觀經濟環境的改善，我們具有獨特的優勢來佔領增量市場份額。正如我所提到的，我們較低的年比預訂量給 2024 年帶來了挑戰，我們預計收入和非 GAAP EBITDA 利潤將從 2023 年開始下降。然而，當我們致力於透過自動化、智慧和類型技術支援的服務相結合來改變藥房護理服務提供模式時。我們相信，我們能夠為客戶提供的解決方案比以往任何時候都更重要。

The total addressable market for medication management remains large. Omnicell has successfully increased our installed base of point-of-care connected devices through market share gains over the previous three years. We are very enthusiastic about and encouraged by the opportunities to deliver product and service enhancements within the XT installed base. We recently launched the XT console upgrade, which is designed to enhance data and network security and improve nursing efficiency an overall user experience for our XT. cabinets and showcased this solution at ASHP. 2023 midyear meeting in December, the XT console upgrade as part of a broader strategy toward a planned XT. product refresh. We are investing in the XT platform to bring a multiyear initiative that provides key products and services to drive medication management outcomes this year. Our innovation pipeline related to the XT platform is anticipated to begin to provide key product enhancements and services designed to improve medication management. Our XT. fleet of products are focused on delivering outcomes. Health systems are asking us for and related to patient safety and efficiencies. As I mentioned, our innovation pipeline is very strong within point of care and we believe we are beginning to see the signs of stabilization in 2024. We are very excited about these initiatives because they will amplify what our customers I've already purchased.

藥物管理的整體潛在市場仍然很大。透過過去三年的市佔率成長，Omnicell 成功增加了我們的護理點連接設備的安裝基礎。我們對在 XT 安裝基礎上提供產品和服務增強的機會感到非常熱情和鼓舞。我們最近推出了 XT 控制台升級，旨在增強數據和網路安全性並提高護理效率和 XT 的整體用戶體驗。機櫃並在 ASHP 上展示了此解決方案。在 12 月的 2023 年年中會議上，XT 控制台升級是計畫中的 XT 更廣泛策略的一部分。產品刷新。我們正在投資 XT 平台，以推出多年計劃，提供關鍵產品和服務，以推動今年的藥物管理成果。我們與 XT 平台相關的創新管道預計將開始提供旨在改善藥物管理的關鍵產品增強功能和服務。我們的XT。產品系列專注於交付成果。衛生系統要求我們提供病人安全和效率，並與之相關。正如我所提到的，我們在護理點方面的創新管道非常強大，我們相信我們將在 2024 年開始看到穩定的跡象。我們對這些措施感到非常興奮，因為它們將擴大我已經購買的客戶的數量。

Now turning to some important customer wins during the quarter, health systems continue to find value and long-term collaboration with Omnicell as evidenced by two multiyear sole-source agreements. This includes an Illinois-based health system, which has expanded a multiyear sole-source agreement to convert the automated dispensing cabinet footprint across multiple locations to Omnicell's XT automated dispensing system.

現在轉向本季度贏得的一些重要客戶，衛生系統繼續尋找與 Omnicell 的價值和長期合作，正如兩項多年期獨家來源協議所證明的那樣。其中包括位於伊利諾伊州的醫療系統，該系統擴展了一項多年獨家協議，將多個地點的自動配藥櫃佔地面積轉換為 Omnicell 的 XT 自動配藥系統。

Standardizing their technology strategy with Omnicell solutions should position this health system well for future expansion. Most recently in January, we were pleased to participate in the grand opening of Tennessee based ballot else. New consolidated distribution center which will support medication distribution for Ballad Health hospitals across the Appalachian Highlands region. This new facility is anchored by our central pharmacy dispensing solution, which includes three XR2 robots, along with Omnicell carousels and packagers, which are intended to help ballot help optimize inventory management. It allows pharmacy staff to focus on higher-value tasks, Chris Dan, our VP and Chief Pharmacy Officer for Ballad Health has long been an advocate of technology-driven pharmacy care as a member of the automation pharmacy advisory board. During the event she commented, it's not just technology, it's about advancing patient care, streamlining operations and embracing for the future where our health professionals a little more time, what truly matters. And that, of course, is the well-being of our patients. We could not agree more with this sentiment and are proud to be leading the effort to enable our customers to get closer to achieving the industry vision of the Autonomous Pharmacy.

使用 Omnicell 解決方案標準化他們的技術策略應該可以使該衛生系統為未來的擴展做好準備。最近在一月份，我們很高興參加田納西州投票活動的盛大開幕典禮。新的綜合配送中心將為阿巴拉契亞高地地區的 Ballad Health 醫院提供藥物配送支援。這個新設施以我們的中央藥房配藥解決方案為基礎，其中包括三個 XR2 機器人以及 Omnicell 傳送帶和包裝機，旨在幫助投票，幫助優化庫存管理。它使藥房工作人員能夠專注於更高價值的任務，Ballad Health 的副總裁兼首席藥房官 Chris Dan 作為自動化藥房諮詢委員會的成員，長期以來一直是技術驅動的藥房護理的倡導者。在活動中，她評論道，這不僅僅是技術，還在於推進患者護理、簡化操作並擁抱未來，讓我們的醫療專業人員有更多的時間，這才是真正重要的。當然，這就是我們病人的福祉。我們非常同意這種觀點，並很自豪能夠引領我們的客戶更加接近實現自主藥房的行業願景。

We also continue to take steps to enhance our corporate governance with the recent election of a highly invoked net to the Board of Directors. Eileen is a widely respected leader with significant experience in the software technology and healthcare industries, with a track record of creating value for shareholders, accelerating growth, driving an operational excellence and developing global businesses. We are thrilled to have her join the Board well for my lead. Now let me be clear. We have hard work ahead of us, but we are taking the steps we believe are necessary to strengthen our financial performance, accelerate profitable growth and drive shareholder value. We will we remain confident in Omnicell's long-term opportunities and continue to believe that the Company is uniquely positioned to transform the pharmacy care delivery model and ultimately help enable our customers achieve better outcomes and increase their ROI. And that with that sets out, I will turn it over to you for more details on the quarter. Nchacha?

我們也繼續採取措施加強我們的公司治理，最近選舉了一位備受關注的董事會成員。Eileen 是一位廣受尊敬的領導者，在軟體技術和醫療保健行業擁有豐富的經驗，在為股東創造價值、加速成長、推動卓越營運和發展全球業務方面擁有良好的記錄。我們很高興她能在我的領導下順利加入董事會。現在讓我說清楚。我們面前的工作很艱鉅，但我們正在採取我們認為必要的措施，以增強我們的財務業績，加速獲利成長並提高股東價值。我們對 Omnicell 的長期機會保持信心，並繼續相信該公司具有獨特的優勢，能夠改變藥房護理服務模式，並最終幫助我們的客戶實現更好的結果並提高投資回報率。就這樣，我將把它交給您，以了解有關本季度的更多詳細資訊。尼查查？

Thanks, Randall, and thank you all for being here today. We will discuss our full year 2023 financial performance. The current demand environment and our Q1 and full year 2024 outlook. Over the last three quarters, we have taken a hard look at our business and products along with our go-to-market market strategy. And I've given a lot of thought to how we can strengthen and refine certain processes, as Randall mentioned, to better understand the opportunities in front of us and ways we can strengthen our financial performance, we have decided to undertake a comprehensive review of our business and engaged a consultant to assist in looking at everything from growth opportunities and further operational improvements. Productivity enhancements and refinements in our product portfolio during 2024. We will also we also intend to reevaluate the financial and key performance metrics we report, including bookings and backlog, and we will consider potential new metrics we may be able to share in an effort to provide additional transparency and information to our stockholders. We look forward to updating you on our progress with that, let me get into the results for the fourth quarter and full year 2023 as well as our outlook for 2024.

謝謝蘭德爾，也謝謝大家今天來到這裡。我們將討論 2023 年全年財務表現。目前的需求環境以及我們對第一季和 2024 年全年的展望。在過去的三個季度中，我們認真審視了我們的業務和產品以及我們的市場策略。正如蘭德爾所提到的，我對如何加強和完善某些流程進行了很多思考，為了更好地了解我們面前的機會以及我們可以加強財務業績的方法，我們決定對以下方面進行全面審查：我們的業務並聘請了一名顧問來協助尋找一切，從成長機會到進一步的營運改善。2024 年，我們的產品組合將會提高和完善。我們還打算重新評估我們報告的財務和關鍵績效指標，包括預訂和積壓，我們將考慮我們可能能夠分享的潛在新指標，以便為我們的股東提供更多的透明度和資訊。我們期待向您通報我們的最新進展，讓我介紹一下 2023 年第四季和全年的業績以及我們對 2024 年的展望。

For the fourth quarter 2023, total GAAP revenues were $259 million, slightly above the midpoint of the guidance range we provided during our third quarter 2023 earnings call. To low revenues in the quarter were down 13% compared to the fourth quarter of 2022, reflecting the lower point of care revenues, primarily as a result of ongoing health care systems, capital budget and labor constraints. Services revenue were $113 million, an increase of 12% versus the fourth quarter 2022, primarily driven by growth in technical services as a result of strong execution growth in the installed base and decisive pricing actions.

2023 年第四季度，公認會計原則 (GAAP) 總收入為 2.59 億美元，略高於我們在 2023 年第三季財報電話會議上提供的指導範圍的中點。與 2022 年第四季相比，本季收入下降了 13%，反映出護理點收入較低，這主要是由於持續的醫療保健系統、資本預算和勞動力限製造成的。服務收入為 1.13 億美元，較 2022 年第四季成長 12%，主要是由於安裝基礎的強勁執行成長和果斷的定價行動導致技術服務成長。

Non-gaap gross margin for the fourth quarter 2023 was 43.6%, a decrease of 210 basis points from the prior quarter compared to the third quarter of 2023. Non-gaap product gross margin decreased 450 basis points, while non-GAAP services gross margin expanded modestly. The decrease in product gross margin is primarily based on the impact of the lower revenue and mix product within the quarter, a full reconciliation of our GAAP to non-GAAP results are included in our fourth quarter 2023 and Q3 2023 earnings press release, which are posted on our Investor Relations website.

2023年第四季的非公認會計準則毛利率為43.6%，與2023年第三季相比，季減210個基點。非 GAAP 產品毛利率下降 450 個基點，而非 GAAP 服務毛利率小幅成長。產品毛利率的下降主要是由於本季度收入和混合產品下降的影響，我們的 GAAP 與非 GAAP 業績的全面調節包含在我們的 2023 年第四季度和 2023 年第三季度收益新聞稿中，其中包括發佈在我們的投資者關係網站上。

Fourth quarter 2023 earnings per share in accordance in accordance with GAAP were a loss of $0.32 compared to earnings of $0.12 per share in the prior quarter and a loss of $0.64 per share in Q4 2022. Our fourth quarter 2023 GAAP earnings per share include $10 million of severance related expense associated with our 2023 cost savings plan.

根據 GAAP，2023 年第四季每股收益虧損 0.32 美元，而上一季每股收益為 0.12 美元，2022 年第四季每股虧損 0.64 美元。我們的 2023 年第四季 GAAP 每股盈餘包括與我們 2023 年成本節約計畫相關的 1,000 萬美元遣散費。

Fourth quarter 2023 non-GAAP earnings per share was $0.33 compared to $0.62 per share in the prior quarter, and $0.33 per share in the same period last year. Our fourth quarter 2023 non-GAAP EBITDA was $24 million, a decrease of $17 million compared to the previous quarter, which reflects the impact of lower product revenue in the fourth quarter, partially offset by cost savings actions taken in the quarter.

2023 年第四季非 GAAP 每股盈餘為 0.33 美元，上一季每股收益為 0.62 美元，去年同期每股收益為 0.33 美元。我們的 2023 年第四季非 GAAP EBITDA 為 2,400 萬美元，比上一季減少 1,700 萬美元，這反映了第四季度產品收入下降的影響，部分被本季採取的成本節約行動所抵銷。

Our fourth quarter 2023. Non-gaap EBITDA and non-GAAP earnings per share exceeded the guidance range we provided during our third quarter earnings call due to strong cost management across our organization.

我們的 2023 年第四季。由於我們整個組織強有力的成本管理，非公認會計準則 EBITDA 和非公認會計準則每股收益超出了我們在第三季財報電話會議上提供的指導範圍。

Turning now to review our full year 2023 results. Bookings for full year 2023 were $854 million compared to our original full year 2023 guidance of $1 billion to $1.1 billion provided in February 2023 and $1.054 billion for the full year 2022, a decrease of 19% on the prior quarter.

現在回顧我們 2023 年全年業績。2023 年全年的預訂量為8.54 億美元，而我們在2023 年2 月提供的2023 年全年預期為10 億至11 億美元，2022 年全年的預訂量為10.54 億美元，比上一季下降了19%。

2023 bookings were lower than original full year guidance, primarily driven by lower than expected orders for our advanced services, particularly tech enables services, which includes CPDS. and IBCS. Additionally, our Point of Care bookings, including XT cabinets, were lower than original expectations as the result of health care system customers continue to delay capital budget decisions and XT cabinet bookings continue to moderate as a result of timing in our XT upgrade cycle.

2023 年的預訂量低於最初的全年指引，主要是由於我們的高級服務訂單低於預期，特別是包括 CPDS 在內的技術支援服務。和國際商業控制系統。此外，我們的護理點預訂（包括 XT 機櫃）低於最初的預期，因為醫療保健系統客戶繼續推遲資本預算決策，並且 XT 機櫃預訂由於 XT 升級週期的時間安排而繼續放緩。

Summarize the majority of the lower than expected bookings in 2023 was the result of lower demand for CBTCPDS. and IVCS. and other advanced services. Our total book backlog was $1,143 million as of December 31, 2023, compared to $1,215 million as of December 31, 2022.

總結一下，2023 年預訂量低於預期的大部分是 CBTCPDS 需求下降的結果。和IVCS。及其他先進服務。截至 2023 年 12 月 31 日，我們的積壓圖書總額為 11.43 億美元，而截至 2022 年 12 月 31 日為 12.15 億美元。

Product backlog includes connected devices such as XT Series, automated dispensing systems and a product portion of our central pharmacy dispensing services and IV compounding service. Product backlog as of December 31, 2023 was $611 million, of which $378 million is short term out of backlog, which we expect to convert to revenue within 12 months.

產品積壓包括 XT 系列等連網設備、自動配藥系統以及我們中央藥局配藥服務和 IV 配製服務的產品部分。截至 2023 年 12 月 31 日，產品積壓金額為 6.11 億美元，其中 3.78 億美元是短期積壓產品，我們預計在 12 個月內轉化為營收。

Product backlog decreased by $186 million over the prior year as a result of lower 2023 bookings. Advanced Services backlog includes only the service portion of our advanced services, multi-year contracts. We have a stated minimum commitment. We didn't pay agreements while we partner closely with our customers when providing advanced services and the majority of our advanced services are provided under multiyear contracts. Only a portion of those contracts have is at minimum commitments.

由於 2023 年預訂量減少，產品積壓量比前一年減少了 1.86 億美元。高級服務積壓僅包括我們高級服務、多年合約的服務部分。我們有明確的最低承諾。當我們在提供高級服務時與客戶密切合作時，我們沒有支付協議費用，而且我們的大部分高級服務都是根據多年合約提供的。這些合約中只有一部分有最低限度的承諾。

Advanced services backlog as of December 31st, 2023 was $532 million, of which $72 million is short-term advanced services backlog, which is expected to convert to revenue within 12 months. Advanced Services backlog increased $130 million or 27% over the prior year. Full year 2023 GAAP revenues with $1,147 million, a decrease of $149 million or 11% from 2022. The decrease in revenue over the prior year reflect the impact of lower bookings as I just outlined, our 2020 throughput product revenues were $709 million, And our 2023 services revenue were $439 million. Within the full year 2023 services revenue. I think our services revenue with $226 million and advanced services revenue were $230 million.

截至 2023 年 12 月 31 日，高級服務積壓金額為 5.32 億美元，其中 7,200 萬美元為短期高級服務積壓，預計將在 12 個月內轉化為收入。高級服務積壓訂單比前一年增加了 1.3 億美元，即 27%。2023 年全年 GAAP 收入為 11.47 億美元，比 2022 年減少 1.49 億美元，即 11%。收入較上一年的下降反映了預訂量減少的影響，正如我剛才概述的那樣，我們 2020 年的吞吐量產品收入為 7.09 億美元，我們 2023 年的服務收入為 4.39 億美元。2023年全年服務收入。我認為我們的服務收入為 2.26 億美元，高級服務收入為 2.3 億美元。

2023. Advanced Services revenues increased 14% over the prior year. Our full year 2023 earnings per share in accordance with GAAP were a loss of $0.45 per share. Our full year 2023 non-GAAP earnings per share were $1.91 per share, a decrease of $1.9 per share from 2022.

2023 年。高級服務收入比上年增長 14%。根據 GAAP，我們 2023 年全年每股收益為每股虧損 0.45 美元。我們 2023 年全年非 GAAP 每股收益為 1.91 美元，比 2022 年每股減少 1.9 美元。

For the full year 2023, we delivered non-GAAP EBITDA of $138 million, a decrease of $55 million from 2022, which is double that by 2023 guidance range we provided in the third quarter of 2023 year over year decrease in earnings per share and EBITDA was mostly driven by lower revenue during the year, partially offset by cost savings actions, including the benefit from cost savings plans we announced in November 2022 and November 2023. Although our full year 2022, bookings on revenues were lower than expected when we provided the original guidance in February 2023. We are pleased with the results of the cost savings plans that we announced in November 2023, together with other factors, including ongoing cost savings initiatives implemented throughout the year.

2023 年全年，我們實現的非 GAAP EBITDA 為 1.38 億美元，比 2022 年減少 5500 萬美元，是我們在 2023 年第三季度提供的 2023 年指導範圍的兩倍，每股收益和 EBITDA 同比下降主要是由於今年收入下降，部分被成本節約行動所抵消，包括我們在2022 年11 月和2023 年11 月宣布的成本節約計劃帶來的好處。儘管我們 2022 年全年的收入預訂低於我們在 2023 年 2 月提供最初指引時的預期。我們對 2023 年 11 月宣布的成本節約計畫的結果以及其他因素（包括全年實施的持續成本節約措施）感到滿意。

The implementation of the 2023 cost savings plan drove non-GAAP EPS and EBITDA to be above the original guidance and non-GAAP EPS and EBITDA guidance. However, we believe there is more work to be done on this front and as I mentioned, we are actively working to identify opportunities to further streamline our costs. We believe the favorable profitability during the year demonstrates our commitment to taking actions designed to bolster the continued profitability of our business during this challenging customer and product periods.

2023 年成本節約計畫的實施使得非 GAAP 每股盈餘和 EBITDA 高於最初的指引以及非 GAAP 每股盈餘和 EBITDA 指引。然而，我們相信在這方面還有更多工作要做，正如我所提到的，我們正在積極努力尋找進一步精簡成本的機會。我們相信，今年良好的獲利能力表明我們致力於採取行動，在這個充滿挑戰的客戶和產品時期增強我們業務的持續獲利能力。

At the end of Q4 2023, our cash balance was $468 million, up $21 million from $447 million as of September 30, 2023. Our full year 2023 non-GAAP free cash flow was $126 million compared to $17 million for the prior year, which includes the benefit of reductions in accounts receivable and inventory during the year, reflecting strong working capital management. As we communicated in our November 2023 earnings call, we continue to be mindful of the upcoming. We need 25 maturity of our convertible senior notes and are considering various options to maintain strategic flexibility for our company and in an effort to minimize potential dilution for our stockholders. In the meantime, we believe we are in very good position with the current convertible senior notes, which have a 0.25 coupon interest rates. In short, we remain confident in our capital structure and I believe it will support the ongoing execution of our growth strategy.

截至 2023 年第四季末，我們的現金餘額為 4.68 億美元，比截至 2023 年 9 月 30 日的 4.47 億美元增加了 2,100 萬美元。我們 2023 年全年非公認會計原則自由現金流為 1.26 億美元，而前一年為 1,700 萬美元，其中包括當年應收帳款和庫存減少的收益，反映出強有力的營運資本管理。正如我們在 2023 年 11 月的財報電話會議中所傳達的那樣，我們將繼續關注即將到來的情況。我們需要 25 個期限的可轉換優先票據，並且正在考慮各種選擇，以保持我們公司的策略靈活性，並努力最大限度地減少股東的潛在稀釋。同時，我們相信我們目前的可轉換優先票據處於非常有利的位置，其票面利率為 0.25。簡而言之，我們對我們的資本結構仍然充滿信心，我相信它將支持我們成長策略的持續執行。

In terms of accounts receivable, days sales outstanding for the fourth quarter 2023 was 90 days, an increase of six days over the prior quarter and a reduction of previous comparison of quarter 2022. Inventories as of December 31st, 2023 were $110 million, a decrease of $37 million from December 31, 2022. Our group global supply chain team continues to make great progress managing inventory levels.

應收帳款方面，2023年第四季的銷售應收帳款週轉天數為90天，比上一季增加了6天，比2022年季度的上一季有所減少。截至2023年12月31日的庫存為1.1億美元，比2022年12月31日減少3,700萬美元。我們集團的全球供應鏈團隊在庫存水準管理方面持續取得巨大進展。

Now moving to our 2020 for full year and third quarter guidance. We would like to start by commenting on the current demand environment we are seeing within point of care, we are encouraged by the opportunities to offer new and innovative product enhancements on a larger installed base, including the XT console upgrade Randox noted in his opening remarks. We believe that with these new innovations, we should see a modest increase in point-of-care product bookings in 2024.

現在轉向我們的 2020 年全年和第三季指引。我們首先要評論一下我們在護理點中看到的當前需求環境，我們對在更大的安裝基礎上提供新的和創新的產品增強功能的機會感到鼓舞，包括Randox 在開場白中提到的XT 控制台升級。我們相信，憑藉這些新的創新，我們應該會在 2024 年看到護理點產品預訂量小幅增長。

Our core franchise is strong. Our channel is a durable source of future opportunities, and we are excited by our innovation pipeline Based on these expectations, we expect our full year 2024 bookings to range between $750 million to $875 million. We expect our full year 2024 total revenues to range between $1.045 billion and $1.120 billion. We expect product revenues to range between $605 million to $650 million

我們的核心特許經營權很強大。我們的管道是未來機會的持久來源，我們對我們的創新管道感到興奮。根據這些預期，我們預計 2024 年全年預訂量將在 7.5 億美元至 8.75 億美元之間。我們預計 2024 年全年總收入將在 10.45 億美元至 11.20 億美元之間。我們預計產品收入將在 6.05 億美元至 6.5 億美元之間

. We expect services revenue to range between $440 million and $470 million. We expect services revenues from advanced services to range between $220 million and $235 million. We also expect services revenue from technical services to range between $220 million and $235 million.

。我們預計服務收入將在 4.4 億美元至 4.7 億美元之間。我們預計高級服務的服務收入將在 2.2 億美元至 2.35 億美元之間。我們也預期技術服務的服務收入將在 2.2 億美元至 2.35 億美元之間。

The revenue guidance reflects our expectation for the continued impact of a challenging environment while our health system customers and timing of our XT product lifecycle, the midpoint, the full year 2024 revenue guidance implies unexpected year-over-year product revenue decline, partially offset by a modest increase in our band services revenue when compared to 2023. As we have shared in the past, Advent services provide a stable reoccurring revenue stream and for a majority of our services we have multiyear contracts for partnerships with our health systems and retail customers as we continue to book new orders, the increase in the installed base will continue to contribute to advanced services revenue growth.

收入指引反映了我們對充滿挑戰的環境持續影響的預期，而我們的健康系統客戶和 XT 產品生命週期的時間安排、中點、2024 年全年收入指引意味著意外的同比產品收入下降，部分抵消與2023 年相比，我們的樂團服務收入略有成長。正如我們過去所分享的那樣，Advent 服務提供了穩定的經常性收入流，並且對於我們的大部分服務，我們與我們的衛生系統和零售客戶簽訂了多年合作夥伴關係合同，因為我們繼續預訂新訂單，安裝基數增加將繼續為先進服務收入成長做出貢獻。

Please refer to our fourth quarter 2023 earnings release published on our Investor Relations website.

請參閱我們在投資者關係網站上發布的 2023 年第四季財報。

Quite a summary of the full year 2024 revenue guidance company. We expect full year 2024 non-GAAP EBITDA to range between $90 million and $120 million. We expect full year 2024 non-GAAP earnings per share to be between $0.90 and $1.40 per share. For the full year 2024, we are assuming an effective blended tax rate of approximately 19% in our non-GAAP earnings per share guidance.

相當總結了公司2024年全年營收指引。我們預計 2024 年全年非 GAAP EBITDA 將在 9,000 萬美元至 1.2 億美元之間。我們預計 2024 年全年非 GAAP 每股盈餘將在 0.90 美元至 1.40 美元之間。對於 2024 年全年，我們在非 GAAP 每股盈餘指引中假設有效混合稅率約為 19%。

Full year 2024 non-GAAP EBITDA and non-GAAP earnings per share guidance includes the expected impact of a full year of higher gross margin percentage to decrease as a result of the lower point of care revenue, partially offset by the benefit of the recently implemented cost savings plan. We continue to expect approximately $50 million of annualized cost savings as a result of the cost actions announced in November 2023, of which around 75% is expected to be in operating expenses, a majority of the benefit from the cost actions is anticipated to realize to be realized in the beginning of the first quarter of 2024 with a smaller portion of the savings expected as we progress through the year.

2024 年全年非 GAAP EBITDA 和非 GAAP 每股盈餘指引包括由於護理點收入較低而導致全年毛利率上升的預期影響，但部分被最近實施的收益所抵消成本節省計劃。我們仍然預計，由於 2023 年 11 月宣布的成本行動，每年可節省約 5000 萬美元的成本，其中約 75% 預計將用於營運費用，成本行動帶來的大部分收益預計將實現預計將在2024年第一季初實現，隨著全年的進展，預計將節省一小部分。

As a reminder, the cost actions are expected to be partially offset by year-over-year inflation as well as lower gross margin due to anticipated product mix for the first quarter 2024. We are providing the following guidance. We expect total first quarter 2024 revenues to be between $232 million and $242 million, with product revenues to be between $128 million and $133 million and services revenue to be between $104 million and $109 million.

需要提醒的是，成本行動預計將被同比通膨以及由於 2024 年第一季預期產品組合導致的毛利率下降所部分抵消。我們提供以下指導。我們預計 2024 年第一季總收入將在 2.32 億美元至 2.42 億美元之間，其中產品收入將在 1.28 億美元至 1.33 億美元之間，服務收入將在 1.04 億美元至 1.09 億美元之間。

We expect first quarter 2024 non-GAAP EBITDA to be between a loss of $2 million and earnings of $4 million. And we expect therefore that we need to meaningful non-GAAP earnings per share to be between a loss of $0.10 per share and breakeven per share.

我們預計 2024 年第一季非 GAAP EBITDA 將在虧損 200 萬美元和盈利 400 萬美元之間。因此，我們預計，有意義的非 GAAP 每股盈餘需要介於每股虧損 0.10 美元和每股損益平衡之間。

In summary, we continue to execute against our long-term growth strategy and navigate a challenging 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. However, we are confident that the approach we are taking to managing the business 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, and we're taking actions intended to improve our performance. We remain focused on driving value for our stockholders as we look to execute on our strategy and work towards to capture that opportunities, we see ahead of us. We continue to endeavor to drive long term profitable growth and success at Omnicell.

總之，我們將繼續執行長期成長策略，以應對充滿挑戰的宏觀經濟環境。我們看到客戶面臨的挑戰，包括宏觀經濟環境的影響和勞動力挑戰，我們預計這些不利因素將持續到 2024 年。然而，我們相信我們正在採取的管理 Omnicell 業務的方法能夠實現我們的長期承諾。團隊已經建立了堅實的基礎，我們希望以此為基礎繼續推動藥房護理服務模式的轉變，並且我們正在採取旨在提高績效的行動。我們仍然專注於為股東創造價值，因為我們希望執行我們的策略並努力抓住我們所看到的機會。我們將繼續努力推動 Omnicell 的長期獲利成長和成功。

I want to conclude by thanking our employees for their continued hard work and commitment to Omnicell. With that, I would like to open the call for questions.

最後，我要感謝我們的員工持續的辛勤工作和對 Omnicell 的承諾。至此，我想開始提問。

Thank you. At this time I would like to remind everyone in the call, please press star one. Stan Berenshteyn, Wells Fargo. Please go ahead.

謝謝。這時我想提醒大家，通話中請按星號一。史丹貝倫斯坦，富國銀行。請繼續。

Hi, good morning. Thanks for taking my questions. Maybe a couple things on the bookings guidance first and touch on I heard, if I heard you correctly, you said point of care product bookings is expected to increase in 2024. And if that's the case, can you help us understand what's driving the decrease in overall bookings guidance for the year?

早安.感謝您回答我的問題。也許首先是關於預訂指南的一些事情，然後談談我聽說的，如果我沒聽錯的話，你說護理點產品預訂預計在 2024 年會增加。如果是這樣的話，您能否幫助我們了解是什麼導致了今年整體預訂指導的下降？

Thanks for the question. We are continuing to see our customers be more cautious as they consider implementing new workflows that they stress are already thinly stretched nursing IT and IT staff, which potentially impact the timing of contract signing and implementing new capital and software projects. While we are expecting a modest improvement in demand for our Point of Care Solutions. As a result of new innovations and services, we still expect moderation of sales of our XT cabinet based on where we are currently in the XT upgrade cycle. However, in advanced services, we continue to work with our customers to navigate the complex regulatory environment for our IV robotics. Please keep in mind that, however, there's a lot of interest in IV services, which is quite strong, and we believe the long-term trends remain favorable.

謝謝你的提問。我們繼續看到我們的客戶在考慮實施新的工作流程時變得更加謹慎，他們強調，護理 IT 和 IT 員工已經捉襟見肘，這可能會影響合約簽署和實施新資本和軟體專案的時間。我們預計對我們的護理點解決方案的需求將略有改善。由於新的創新和服務，我們仍然預計 XT 機櫃的銷售會根據我們目前處於 XT 升級週期的階段而有所放緩。然而，在先進服務中，我們繼續與客戶合作，以應對我們的 IV 機器人技術複雜的監管環境。然而，請記住，人們對靜脈輸液服務有很多興趣，興趣相當濃厚，我們相信長期趨勢仍然有利。

Okay. That was --? Sorry, go ahead.

好的。那是——？抱歉，請繼續。

I am saying we expect our full-year bookings in order to again be between the range of $750 million and $875 million. But we're very excited about our innovation within the XT platform.

我的意思是，我們預計全年預訂量將再次達到 7.5 億美元至 8.75 億美元之間。但我們對 XT 平台內的創新感到非常興奮。

Okay. So what about on advanced services? Are the bookings for advanced services expected to be positive or negative for the year?

好的。那麼高級服務呢？今年高級服務的預訂量預計是正還是負？

As I mentioned earlier, we continue to see our customers navigate a complex regulatory environment within our IV robotics.

正如我之前提到的，我們繼續看到我們的客戶在我們的 IV 機器人中應對複雜的監管環境。

Okay. And so you say you're saying that point of care seeing modest increase in demand, but XT sales are expected to decline. So on a net basis on our product bookings, just to be clear, our product bookings overall are expected to be negative in 2020 for a positive.

好的。因此，您說護理點需求略有增加，但 XT 銷量預計會下降。因此，需要明確的是，從我們的產品預訂淨值來看，我們的產品預訂量預計在 2020 年將由負轉為正。

Slightly positive.

有點積極。

Okay. So that would imply advanced services has to be negative, right to get to overall bookings guidance negative?

好的。那麼這是否意味著高級服務必須為負數，才能獲得負數的整體預訂指導？

That's correct.

這是正確的。

Okay. Okay. Appreciate that. And then just in terms of the guidance range at, you know, it's pretty wide, $[125] million. Can you just walk us through what factors are from the guidance range Rite Aid.

好的。好的。感謝。然後就指導範圍而言，你知道，它相當寬，[125]百萬美元。您能否向我們介紹一下 Rite Aid 指導範圍中的因素。

We provide a very a, you know, reasonable guidance that we believe you know, is what we think we can achieve for the year.

我們提供了非常合理的指導，我們相信您知道，這是我們認為今年可以實現的目標。

Yes, I think they think the as we introduce new innovation throughout this year. And this is a big innovation year for us. As you know, the uptake on that innovation and adoption by our customers is and that's why we see the lift in product bookings and how fast it can be implemented is it's varied. So we're just at the beginning of the first phase of the XT upgrade cycle, which means every XT customer is in play now within offering. And as we continue to innovate, we'll have to see how those new products, how quickly they can the uptake. And this is a big year at the beginning of the cycle of these new XT products and platform that will get a lot of customer attention issues. Do you have enough time this year to get it in the pipeline and get it sold and then eventually when does it revenue.

是的，我認為他們認為我們今年會推出新的創新。對我們來說，今年是重大創新的一年。如您所知，我們的客戶對創新和採用的接受程度是不同的，這就是為什麼我們看到產品預訂量的提升以及實施速度的不同。因此，我們正處於 XT 升級週期第一階段的開始，這意味著每個 XT 客戶現在都可以參與其中。隨著我們不斷創新，我們將不得不看看這些新產品如何以及它們能夠以多快的速度被採用。今年是這些新 XT 產品和平台週期開始的重要一年，將會引起許多客戶的注意。今年你是否有足夠的時間將其投入生產並出售，然後最終何時實現收入？

Anne Samuel, JPMorgan.

安妮‧塞繆爾，摩根大通。

Yes, thanks so much for taking the question on the maybe in the advanced services business unit. Can you parse out maybe what some of those key challenges are? Is it is it still issues around hiring the pharmacy technicians or is it something in a broader within the industry backdrop around demand?

是的，非常感謝您在高級服務業務部門提出有關「可能」的問題。您能分析出其中一些關鍵挑戰是什麼嗎？是否仍然存在招聘藥房技術人員的問題，或者是否存在更廣泛的行業背景下的需求問題？

Well, I think I'd be a lot of interest and demand is just making our way through the regulatory environment is by state. It's not just federal as by state. So to achieve that, you have to take the proper steps to get there. So that's the biggest dampener there. And super CPDS. it's really a lot of our customers are looking at where to deploy robotics. Is it in a consolidated service center like pallet or is it at a large hospital? And so the strategies that the customers are looking at are slightly changing for what they have been in the past. And so they're not ready to dive into new innovation until they sort of get there a big hospital network strategy built on how they're going to dispense medication across a broad group of hospitals and clinics. And because of that, I think you know we're had a lot of discussions, but they're moving pretty slow.

嗯，我想我會很感興趣，而且需求只是讓我們通過各州的監管環境。這不只是聯邦的，也是各州的。因此，要實現這一目標，您必須採取適當的步驟來實現這一目標。所以這是最大的阻礙。還有超級CPDS。事實上，我們的許多客戶都在考慮在哪裡部署機器人。是在托盤之類的綜合服務中心還是在大醫院？因此，客戶正在考慮的策略與過去相比略有變化。因此，他們還沒有準備好投入新的創新，除非他們制定了一個大型醫院網路策略，該策略建立在如何在廣泛的醫院和診所中分發藥物的基礎上。正因為如此，我想你知道我們進行了很多討論，但進展相當緩慢。

That's really helpful. Thank you. And then maybe just one more on the bookings. And can you just remind us of the time line of converting bookings into revenue, how long that takes, you know, if we were to start to see a pickup in the macro and maybe some improvement in your bookings, how long would it take for us to see that translate into revenue?

這真的很有幫助。謝謝。然後可能還會再有一個預訂。您能否提醒我們將預訂轉化為收入的時間線，需要多長時間，您知道，如果我們開始看到宏觀上的回升，也許您的預訂有所改善，需要多長時間我們能否將其轉化為收入？

Well, it's a good question because this is one of the things that I discussed about coming up with new metrics because bad bookings can be confusing. But the easiest thing is to look at product product generally is 12 to 18 months for installation. It may be shorter than 12 months in many cases. So that's a key driver for the business or the near term part of the business.

嗯，這是一個很好的問題，因為這是我討論的關於提出新指標的事情之一，因為糟糕的預訂可能會令人困惑。但最簡單的是看產品，產品通常是12到18個月的安裝時間。在許多情況下，該期限可能短於 12 個月。因此，這是業務或業務近期部分的關鍵驅動力。

Bookings and advanced services are a multitude of different monetization of the stream over either three, five, even 10 years. And so it kind of confuses when those backlog will hit the P&L, but they are generally longer than 12 months and three to five years. So it's not the same impact that the key for us and the way to look at our P&L is we gave guidance on advanced services this year for the revenue. So that is the revenue piece of the advanced services. The product backlog then is monetized in six 12, maybe as much as 18 months. So that's more of the near term revenue, CCP, advanced service product revenue and the product revenue and that that steers you pretty close to how the business works.

預訂和高級服務是三年、五年甚至十年內多種不同的串流媒體貨幣化方式。因此，這些積壓訂單何時會影響損益表，這有點令人困惑，但它們通常會超過 12 個月和三到五年。因此，對我們來說，關鍵和看待損益表的方式是我們今年對先進服務的收入提供了指導，這與我們的影響不同。這就是高級服務的收入部分。產品積壓將在 6 個月 12 個月（甚至可能長達 18 個月）內進行貨幣化。因此，這更多的是近期收入、CCP、高級服務產品收入和產品收入，它們可以引導您非常接近業務的運作方式。

Perfect. Thank you so much.

完美的。太感謝了。

Scott Schoenhaus, KeyBanc.

斯科特·舍恩豪斯，KeyBanc。

(technical difficulty) product bookings or the product guidance are for revenue and bookings. So are you assuming any revenue contribution and this year from that new XT series console that you talked about as a growth opportunity?

（技術困難）產品預訂或產品指導是為了收入和預訂。那麼，您是否認為今年新的 XT 系列遊戲機（您所說的成長機會）會帶來任何收入貢獻？

And then secondly, on advanced services, you talked about the regulatory environment pressuring advanced services demand for the IVX, but are you also seeing any slowdown in maybe the retail side in Life & Health? Thank you.

其次，關於先進服務，您談到了監管環境對 IVX 先進服務需求的壓力，但您是否也看到生命與健康零售的放緩？謝謝。

Well, I think 11 out is a different business model, mostly SaaS. We did have some churn in the business, but we're not necessarily seeing a slowdown in interest or or the value that the product line brings. We are seeing yes, we believe that and that advanced services for IV is certainly a bigger impact. If IV were where we would want it to be be probably righting the ship on the advanced service side.

嗯，我認為 11 out 是一種不同的商業模式，主要是 SaaS。我們的業務確實出現了一些波動，但我們不一定會看到人們對產品線帶來的興趣或價值的放緩。我們看到的是，我們相信這一點，並且 IV 的先進服務肯定會產生更大的影響。如果 IV 是我們希望的那樣，它可能會在先進服務方面扭轉局面。

And then your guidance on the product side for revenues, does it assume any contribution from the new consequence.

然後，您對產品方面的收入指導是否假設新結果有任何貢獻。

Small amount in the back half of the year.

下半年少量。

Allen Lutz, Bank of America.

艾倫·盧茨，美國銀行。

Good morning and thanks for the questions. One for Randy or in Changsha on the strategic review, trying to get a sense of where this is focus or is it more on the operational cost structure? It could result in the divestiture of assets. And just can you elaborate a little bit more on the scope here? Is basically everything on the table and then trying to understand the timing here? Is this something where we should expect a resolution in 2024?

早安，感謝您的提問。蘭迪或長沙的策略性審查，試圖了解重點在哪裡，還是更多地關注營運成本結構？這可能導致資產剝離。能否詳細說明一下這裡的範圍？基本上所有的事情都擺在桌面上，然後試著了解這裡的時間安排嗎？我們應該期待 2024 年能解決這個問題嗎？

It's just a holistic operational and go-to-market review, right? I mean, we've got a lot of great products we've either launched or acquired over the last several years, and it's just time to do reveal on those. And it's been a long time since Omnicell has had this type of year in decline. So it just makes sense to do that. Is this for the year.

這只是全面的營運和上市審查，對吧？我的意思是，我們在過去幾年中推出或收購了許多出色的產品，現在是時候展示這些產品了。Omnicell 已經很久沒有經歷過這樣的衰退了。所以這樣做是有意義的。這是今年的嗎

Yes, I'll just add to that. I'll just add to that, that our results tells us that there is a need for significant and thoughtful evaluation of where we can make changes to improve our performance from operations to go to market initiatives as well as our overall product portfolio. And while the cost savings that we've taken already on the way we need to evaluate opportunities for additional and of that will enhance value creation for our shareholders.

是的，我就補充一下。我想補充一點，我們的結果告訴我們，需要對我們可以在哪些方面做出改變進行重大而深思熟慮的評估，以提高我們從營運到市場計劃以及我們整體產品組合的績效。雖然我們已經採取了成本節約的方式，但我們需要評估額外的機會，這將增強為股東創造價值。

Great. And then on the product bookings, curious from a follow up to some other questions here. I'm curious if the driver just to kind of break out some of the drivers around the expectation for higher bookings growth and from the product side in 2024, would you say what's as we think about changes to hospital budgets that you're seeing a new XT. console upgrade. I'm just curious, are those the two things that are providing them the greater confidence here as we go through 2024? And just curious what you're seeing today as it relates to your conversations with hospitals?

偉大的。然後是產品預訂，我對這裡的其他一些問題的跟進感到好奇。我很好奇，如果驅動因素只是為了打破 2024 年更高的預訂增長預期和產品方面的一些驅動因素，您能說一下，當我們考慮醫院預算的變化時，您看到的是什麼？新XT。控制台升級。我只是好奇，在 2024 年到來之際，這兩件事是否為他們提供了更大的信心？只是好奇您今天所看到的與您與醫院的對話有關的內容嗎？

And yes, definitely the macro environment has improved over time. There's still some headwinds there. But the XT product line, which is the point of care product line is a big contributor of what's in product upgrading. The cycle of the XT. line is something we did before, right? We went from G3 and G4 console upgrade. Now we've got the XT console that's going to be upgrade the next version, which is a natural thing for customers to do so a playbook that we've run before.

是的，隨著時間的推移，宏觀環境肯定有所改善。那裡仍然存在一些阻力。但XT產品線，也就是護理點產品線，是產品升級的重要貢獻者。XT 的循環。 line 是我們之前做過的，對吧？我們從 G3 和 G4 主機升級。現在我們已經有了將升級到下一個版本的 XT 控制台，對於客戶來說，使用我們之前運行過的劇本是很自然的事情。

So we're really confident that this will resonate with customers extend and their investment they made in the XT product line to bring them more value and provide more security. Some of these keyboards and screens are seven, eight years old that need to be replaced. So there's also there's a lot of logic there for customers and a little bit more willingness we see for them to invest until this is not just a pharmacy piece. It's something that that will help nursing, which is a very sensitive area. Our providers these days.

因此，我們非常有信心這將引起客戶的共鳴，他們在 XT 產品線中的投資將為他們帶來更多價值並提供更多安全性。其中一些鍵盤和螢幕已經使用了七、八年，需要更換。因此，對於客戶來說，這也是有很多邏輯的，我們看到他們投資的意願也更強了，直到這不僅僅是一個藥物。這將有助於護理，這是一個非常敏感的領域。如今我們的供應商。

Matt Hewitt, Craig-Hallum Capital Group.

馬特·休伊特，克雷格-哈勒姆資本集團。

Good morning and thank you for taking the questions. Maybe a couple on the new, the new console upgrade and Ray, thanks for explaining. I mean, it sounds like it's like the G4. When I think back over a couple of your prior upgrade cycles, you had an external driver that helped kind of expedite the process. I think, you know, at one point it was the EHR Meaningful Use and you guys were the only ones that had approval for that. And so that helped drive adoption of a new cabinet. And then at one point, it was the windows of 2000 sunsetting. What do you see as a driver for this new console upgrade? Is it on the cybersecurity side? Is there something else that could help externally kind of drive customers to adopt this new platform.

早上好，感謝您提出問題。也許有一些關於新的、新的控制台升級和雷的信息，謝謝你的解釋。我的意思是，聽起來就像 G4。當我回想起您之前的幾個升級週期時，您有一個外部驅動程式可以幫助加快流程。我認為，你知道，在某一時刻，這是 EHR 的有意義的使用，而你們是唯一對此表示贊同的人。這有助於推動新內閣的採用。然後有一個時刻，是2000年日落的窗口。您認為新主機升級的驅動力是什麼？是在網路安全方面嗎？還有其他什麼可以幫助外部推動客戶採用這個新平台嗎？

Yeah. In itself it definitely allows you to access the latest operating systems, which of course, everybody is concerned about. And so it is more secure. It's also more efficient for nurses to use it. There's some efficiency enhancements as well is going to be a platform which we will get continue to innovate on that will allow them access to these new innovations you'll have to have the new console to access these additional innovations as we go along. And probably the biggest driver is, is that if you made an investment in XT. you want to be able to lengthen the life of that frame.

是的。它本身絕對允許您訪問最新的作業系統，這當然是每個人都關心的。所以它更安全。護士使用它也更有效率。還有一些效率增強，我們將在這個平台上繼續創新，這將使他們能夠訪問這些新的創新，隨著我們的進展，您將必須擁有新的控制台來訪問這些額外的創新。最大的驅動因素可能是，如果您對 XT 進行了投資。您希望能夠延長框架的使用壽命。

And in order to do that, you have to do the console upgrade because we're not going to allow the continual use of an older piece of equipment when it gets out of date. And so to get that refresh from the frame, you've got to upgrade the console. So it's something that they're used to. It's something that we've done over the years. They understand. And we've had a lot of discussions and pipeline on it. So that sort of just the very, very early returns. I'd say we're pretty pleased with how it's going right or it's expected to go.

為了做到這一點，你必須進行控制台升級，因為我們不會允許在過時的舊設備上繼續使用它。因此，要從框架中獲得刷新，您必須升級控制台。所以這是他們習慣的事情。這是我們多年來所做的事情。他們明白。我們對此進行了很多討論和準備。所以這只是非常非常早期的回報。我想說，我們對它的進展或預期進展感到非常滿意。

That's great. And then maybe a similar question or related question with it just being a software upgrade, should that result in a shorter sales cycle, unlike when you're ripping and replacing the full cabinet because this is just software, does that result in a shorter sales cycle or shorter implementation cycle and therefore maybe help a little bit sooner?

那太棒了。然後，也許有一個類似的問題或相關問題，它只是軟體升級，這是否會導致銷售週期縮短，與您拆除並更換整個機櫃不同，因為這只是軟體，這是否會導致銷售週期縮短週期或更短的實施週期，因此可能會更快一點有所幫助？

Yes, let me just be clear. It is a hardware console is like that the interaction screen and keyboard they use, but it's a fairly simple exchange in less than an hour to pull out the old and put in the new and then it has the new software and it's ready to go. So it is a little bit simpler to make the sale and a little bit simpler to revenue as well because you're not doing you're not doing a forklift of our other major product line is just upgrading and enhancing the one that's already there with a little bit of hardware and a lot of software.

是的，讓我說清楚。它是一個硬體控制台，就像他們使用的互動螢幕和鍵盤一樣，但這是一個相當簡單的交換，不到一個小時就可以取出舊的並放入新的，然後它就有了新的軟體並且準備好了。因此，銷售變得更簡單，收入也更簡單，因為你不是在做我們其他主要產品線的堆高機，只是升級和增強現有的產品線一點硬體和大量軟體。

[David Larsen], BTIG.

[大衛·拉森]，BTIG。

Can you talk about on your own sort of cost inflation trends along the lines of like steel and freight and your own labor. And then I think you are implementing some price increases for your base to help offset that. And how are those being received by or by your customers and how far along are we in that process?

您能否談談您自己的成本通膨趨勢，例如鋼鐵、貨運以及您自己的勞動力。然後我認為你們正在為你們的基礎實施一些價格上漲，以幫助抵消這一影響。您的客戶或您的客戶對這些內容的接受程度如何？我們在這個過程中進展到了什麼程度？

We continue to monitor our supply chain with and the geopolitical environment and the impact that has on our business and you know, inflation has normalized in recent quarters, but we as we take pricing actions, you know, we we believe that this will be well received by our vendors.

我們繼續監控我們的供應鏈和地緣政治環境以及對我們業務的影響，你知道，通貨膨脹在最近幾季已經正常化，但我們在採取定價行動時，你知道，我們相信這會很好由我們的供應商收到。

Okay. And then with the XT. sort of upgrade on, Randy, I think we had been talking about like being maybe 70% or more of the way through sort of this fall XT. upgrade process. And on previous calls, I think what I'm hearing from you now is that it's a full reset. Everybody is going to have to go through this new XT. upgrade for this new console. Can you talk a little bit about the pricing for that, please? Like how much of a lift should we expect to see per per customer?

好的。然後是XT。蘭迪，我想我們一直在談論今年秋季 XT 的進度可能達到 70% 或更多。升級過程。在之前的電話中，我想我現在從你那裡聽到的是，這是一次全面重置。每個人都必須經歷這個新的 XT。升級這個新控制台。您能談談它的定價嗎？例如我們應該為每個客戶帶來多少提升？

Just got full load and we're looking at the expanded portfolio to take to the customer, which we will announce it throughout the year or this broader innovation is going to work, but it's about as these console upgrades generally are about a third of the price of the unit.

剛剛滿載，我們正在考慮向客戶提供擴展的產品組合，我們將在全年宣布這一點，或者這種更廣泛的創新將會發揮作用，但這是因為這些控制台升級通常約為遊戲機升級的三分之一單位的價格。

Okay.

好的。

So it sounds like it will be actually very, very material, quite frankly, which is obviously a good thing. And then just my last one is for the 1Q revenue guide that looks low, so I like how Nchahcha beat the guide this quarter? That's correct. And that's great. Are you being conservative with the 1Q revenue guide or what is causing the seasonality here? And I guess my concern is if you're not being conservative, then you're kind of expecting a pretty good lift in the back half of the year. So any color there would be great.

所以聽起來這其實是非常非常物質的，坦白說，這顯然是一件好事。然後我的最後一個是第一季收入指南，看起來很低，所以我喜歡 Nchahcha 本季如何擊敗指南？這是正確的。那太好了。您對第一季的收入指南是否持保守態度，或者是什麼導致了這裡的季節性？我想我擔心的是，如果你不保守，那麼你會期待下半年會有相當好的成長。所以任何顏色都會很棒。

Yes. Look, we've provided a plan that we believe we can manage the Company to. And we remain optimistic about our innovation within the XT platform, which includes a console upgrade, and we expect a modest improvement in demand for our point of care as we go into 2024.

是的。看，我們已經提供了一個我們相信我們可以管理公司的計劃。我們對 XT 平台的創新保持樂觀，其中包括控制台升級，我們預計進入 2024 年，我們的護理點需求將略有改善。

Stephanie Davis, Barclays.

史蒂芬妮戴維斯，巴克萊銀行。

Yes, thank you for taking my question. I am I heard in the prepared remarks, things that you're talking about exiting into your long-term growth strategy. So I wanted to revisit I know at the Analyst Day last year, you talked a lot about moving from more of a services and software play away from just hardware alone. Advanced Services was part of that from where are you in that transformation? And is that still of the long-term targets?

是的，謝謝您回答我的問題。我在準備好的發言中聽到了您所說的退出長期成長策略的事情。因此，我想回顧去年的分析師日，您談到了很多關於從單純的硬體轉向更多的服務和軟體遊戲。高級服務是其中的一部分，您在這場轉型中處於什麼位置？這仍然是長期目標嗎？

Yes. Obviously, advanced services is very key, but we'll always have product as part of our business model and a big portion of that business model over the past few years, which generate a lot of growth and a lot of revenue has been the point of care. And so that is impacting our model more than we'd like obviously right now. But to get our model back in balance, we need to be able to have those product revenues, particularly from point of care start to drive our growth and increased earnings. And but there's a lot of ways we can offer those products. They don't have to be as a product sale alone we don't really want to be doing product sales alone. We want to do those product sales enhanced with services around them.

是的。顯然，先進的服務非常關鍵，但我們將始終將產品作為我們業務模式的一部分，並且在過去幾年中佔該業務模式的很大一部分，這產生了大量的增長和大量的收入，這才是重點的照顧。因此，這對我們的模型的影響顯然超出了我們現在的預期。但為了讓我們的模式恢復平衡，我們需要能夠讓這些產品收入，特別是從護理點開始推動我們的成長和增加收入。但我們可以透過很多方式提供這些產品。它們不必單獨作為產品銷售，我們真的不想單獨進行產品銷售。我們希望透過圍繞這些產品的服務來提高產品的銷售量。

But so it's really key for us to move from selling products at to really helping our customers run the day-to-day operations in their medication processes so they can achieve success, but it does include the offering and the sale of products either embedded into service or sold as a service surrounded by services. So I don't know if that answers your question directly, but it's kind of it's the same. It's we're moving forward toward managing our customers' businesses day-to-day with these enhanced services and the revenues that are driving that can be in the form of traditional product revenues, but always adding on advanced services to get the results and the outcome.

但是，對我們來說，從銷售產品轉向真正幫助我們的客戶在用藥過程中進行日常運營，以便他們取得成功，這確實是關鍵，但這確實包括嵌入到產品中的產品的提供和銷售服務或作為服務包圍的服務出售。所以我不知道這是否直接回答了你的問題，但它是一樣的。我們正在透過這些增強的服務和推動傳統產品收入形式的收入來管理客戶的日常業務，但始終添加先進的服務以獲得結果和結果。

No, that's helpful. That's helpful. And as you go through the strategic review and kind of shape that discussion, what business versus plus nine are there any incremental end markets like the retail pharmacy side of the house that might be more compelling to get into given some of the headwinds?

不，這很有幫助。這很有幫助。當你進行策略審查並形成討論時，考慮到一些不利因素，與加九相比，哪些業務可能更有吸引力，例如零售藥局等增量終端市場？

Yeah. I think there's always in the clinics and, you know, outpatient, there's some a lot of growth there and concerns there that that there aren't quite the tool sets that they have on the inpatient side. So a lot of our customers want us to help them figure those out. And certainly those those kind of markets are in our view and either in investing or make-or-buy so it absolutely does make a lot of sense to proceed at.

是的。我認為診所和門診總是有大量的成長，人們擔心住院患者沒有足夠的工具集。因此，我們的許多客戶希望我們幫助他們解決這些問題。當然，在我們看來，這些市場無論是投資或自製或外購，因此繼續進行下去絕對是很有意義的。

Bill Sutherland, The Benchmark Company.

比爾·薩瑟蘭，基準公司。

Good morning, everybody. A rail you just mentioned make-or-buy. I was actually going to ask you what you're right. Any thoughts on the capital deployment side and particularly with the cash you're building quite nicely?

大家早安。您剛才提到的「自製或外購」鐵路。我其實是想問你，你說得對嗎？對資本部署方面有什麼想法，特別是對於您正在累積的現金，您有什麼想法嗎？

Yes, I'll let Nchacha comment on the refinancing of the debt, but I should I should have said that they probably won't be looking at acquisitions. So we get sort of the debt side of it addressed here and there, and that's not to that's not too far off in the distant future. I don't know how much or what do you want to say anything else about that.

是的，我會讓 Nchacha 對債務再融資發表評論，但我應該說他們可能不會考慮收購。因此，我們在這裡或那裡得到了解決債務方面的問題，這並不是遙遠的未來。我不知道你對此還有多少或什麼想說的。

Yeah. We continue to be mindful of the upcoming 2025 maturity of the convertible senior notes, and we are considering various options to maintain strategic flexibility for our company and in an effort to minimize any potential dilution to our stockholders.

是的。我們繼續關注即將於 2025 年到期的可轉換優先票據，並且正在考慮各種選擇，以保持公司的策略靈活性，並努力盡量減少對股東的任何潛在稀釋。

Sort of the quarterly cadence, particularly on earnings, non-GAAP earnings, from the Q4 Q1 guidance for the full year quite a lift. Is it going to be kind of a should we think of it kind of ratably improving or is it more back half loaded?

季度節奏，尤其是獲利、非公認會計準則獲利，較第四季第一季全年指引有相當大的提升。我們是否應該認為它正在顯著改善，或者它是否會更加落後？

I'll say back up a little bit to a certain extent.

我會說在某種程度上支持一點。

Okay. And then Randy said not too long ago on the conference call, the regulatory headwinds, which are state by state on IBEX out and kind of you kind of thought that most of the important states at least would be but work through during the course of this year. I think that's what you said is that is that the case so that we can really expect AVX to be taking off in '25?

好的。然後蘭迪不久前在電話會議上說，IBEX 上各州都面臨著監管逆風，您認為大多數重要的州至少會在這個過程中克服。年。我想這就是你所說的情況，所以我們真的可以期望 AVX 在 25 年起飛？

In '25, we'll have to see how it goes. But I think I think '25 is going to be a much better year for Ivy just because we had through some of those states. Some of the things that impacted of the IV is what drugs you can mix on site and how long the stability was. And so our original thesis for some of our sites where we were making proposals, the ROIs are as high. So we had to go back and reformulate those and then get hospitals to get engaged on those again. So I think we'll have worked through most of that by the end of this year.

25 年，我們得看看情況如何。但我認為 25 年對常春藤來說將是更好的一年，因為我們經歷了其中一些州。影響靜脈注射的一些因素是您可以在現場混合哪些藥物以及穩定性有多長。因此，我們最初提出的一些網站的投資回報率也很高。因此，我們必須回去重新制定這些方案，然後讓醫院再次參與其中。所以我認為我們將在今年年底前完成大部分工作。

Jessica Tassan, Piper Sandler.

傑西卡·塔桑，派珀·桑德勒。

Hi, guys. Thank you for the question. And I thought the new deck was really helpful, slide 14 and especially so I wanted to just get kind of clarity on the the enhancement of the XT cycle via console versus the upgrade cycle? And I guess what's the thought process on launching the new console during the end of the XP cycle as opposed to just introducing the new console and cabinet kind of bundled together as a new and new product cycle entirely?

嗨，大家好。感謝你的提問。我認為新的牌組真的很有幫助，投影片 14，尤其是所以我想清楚地了解透過控制台對 XT 週期的增強與升級週期的比較？我想在 XP 週期結束時推出新控制台的思考過程是什麼，而不是僅僅引入新控制台和機櫃，將其捆綁在一起作為一個全新的產品週期？

Well, this has just been our tradition and it's also been part of our brand is that if you buy a frame from us, it's good for 10 years, but it includes an upgrade of a console about halfway through to get new enhancements and really replacement of the old hardware or the interface console sold customers kind of expected and it generates good revenue for us and it extends the life of their asset is easy. It makes sense for them to purchase and keeps customers engaged with us as we move on to product transitions and product rollouts of new products and services.

嗯，這只是我們的傳統，也是我們品牌的一部分，如果您從我們這裡購買框架，它可以使用 10 年，但它包括大約中途升級控制台以獲得新的增強功能和真正的替換舊硬體或介面控制台的銷售符合客戶的預期，它為我們帶來了可觀的收入，並且延長了他們資產的使用壽命，這很容易。隨著我們進行產品轉型以及新產品和服務的推出，他們購買我們的產品並讓客戶與我們保持互動是有意義的。

So I would say half our customers in the last three years have just installed or XT. So if you can say it's not the timing to come out with a new piece of hardware or told frame at this point. And so this would be the next logical move for us in our go-to-market as well.

所以我想說，過去三年我們一半的客戶剛剛安裝了 XT。因此，如果你可以說現在不是推出新硬體或新框架的時機。因此，這也將是我們進入市場的下一個合乎邏輯的舉措。

Historically this is this makes a lot of sense, and that's probably the reason we've kind of had this dip on it tailed off in the XT., and we're taking off on the console upgrades is we probably had some of those XT cabinet sales were pulled in from the pandemic process. And so it really created a slack in the rope. And now that we're getting the XC console going, which is what people expect about this time. It should help us even out and move forward on a more consistent basis to drive revenue and profit and have I got it.

從歷史上看，這很有意義，這可能是我們在 XT 中出現這種下降的原因。我們正在對控制台進行升級，因為我們可能有一些 XT櫥櫃銷售是從大流行過程中拉出來的。所以這確實造成了繩子的鬆弛。現在我們正在啟動 XC 控制台，這正是人們這次的期望。它應該幫助我們平衡並在更一致的基礎上前進，以增加收入和利潤，我做到了。

That's helpful. So the customers who have already implemented the XT have not paid for the console yet, but they've agreed extensively or implicitly to upgrading the console whenever relief. Does that fair? And is this kind of a incremental market share driver or a way to drive revenue numbers of today?

這很有幫助。因此，已經使用 XT 的客戶尚未支付控制台費用，但他們已經廣泛或暗示地同意在緩解時升級控制台。這樣公平嗎？這是一種增量市場份額的驅動因素還是一種推動當今收入數字的方式？

This is all for the equity base. And it's, you know, it's quite large for us, right, because of our footprint that we've gained over the last three or four years. So this is a sale into our captured customers equity base that we have today.

這都是為了股權基礎。你知道，這對我們來說相當大，對吧，因為我們在過去三、四年裡取得了足跡。因此，這是對我們今天擁有的客戶權益基礎的出售。

Okay, and got it. And then I just wanted to quickly follow up on your commentary about the booking net in '23 versus the preliminary guide, still about $159 at the midpoint. If we imagine that the majority of that attributable to and do a miss in central dispensing and the IV compounding robot, it just suggests that there were pretty significant expectations for those two products in the '23 bookings guide of you guys thought about or changed your philosophy around guidance for those new products in 24 and just kind of increased the level of conservatism given that there are new products with --?

好的，明白了。然後我只是想快速跟進您對 23 年預訂網與初步指南的評論，中間值仍約為 159 美元。如果我們認為這大部分歸因於中央配藥和靜脈注射配藥機器人，那麼這只是表明你們在23 年的預訂指南中對這兩種產品抱有相當大的期望，你們考慮過或改變了你們的想法。圍繞 24 年這些新產品的指導理念，鑑於有新產品——？

Yes. So yes, that's a great point. And I think you see that in our our bookings guide that is lower and that reflects those conclusions you just had. So I think that's that's implied in there.

是的。所以是的，這是一個很好的觀點。我想您會在我們的預訂指南中看到該值較低，這反映了您剛剛得出的結論。所以我認為這就是其中所暗示的。

There are no further questions at this time. We apologize for the technical difficulties during today's conference. I will now turn the call back over to Randall Lipps for any closing remarks.

目前沒有其他問題。對於今天會議期間出現的技術困難，我們深表歉意。現在，我將把電話轉回給蘭德爾·利普斯，讓其發表結束語。

We'll thanks for joining us today, and we've got a lot to do in 24, but we're really excited about our innovation road path that we believe is really going to drive growth in earnings over the long term, we really have stepped up our focus on our go to market on our innovation consistently even quarter to quarter as we move forward. So look for seeing of these new innovations as they come out and how they fit into our roadmap and what they mean to customers and what they mean to our revenue and earnings. It's really in a way it's really exciting that to get to the next phase, which is the upgrade phase and even more rollout of our equity and debt service lines. I also want to thank the Omnicell employees for working extremely hard as we continue to deliver great value for our customers and for each other and get our company going back to growth and back to profitability. Thanks, everyone. Cheers.

我們感謝您今天加入我們，24 小時內我們還有很多工作要做，但我們對我們的創新之路感到非常興奮，我們相信從長遠來看，這確實會推動收益增長，我們真的隨著我們的前進，我們不斷加強對創新市場的關注，甚至每季都如此。因此，請留意這些新創新的出現，以及它們如何融入我們的路線圖，以及它們對客戶意味著什麼，以及它們對我們的收入和收益意味著什麼。在某種程度上，進入下一階段確實令人興奮，即升級階段，甚至更多地推出我們的股權和債務服務產品線。我還要感謝 Omnicell 員工的辛勤工作，我們繼續為客戶和彼此創造巨大價值，讓我們的公司恢復成長並恢復利潤。感謝大家。乾杯。

That concludes today's conference. You may now disconnect.

今天的會議到此結束。您現在可以斷開連線。