CeriBell (CBLL) investor relations material

Commercial performance and growth drivers

• Achieved record Q1 revenue, largest quarter of net new account adds, and record usage per account, with 33 new accounts added, totaling 680 active accounts.

• Growth driven by sales force maturation, expansion into the VA system, and initiatives targeting department and workflow expansion.

• Approximately 30% penetration within the active account base, with ongoing efforts to increase usage through provider education and departmental expansion.

• Raised annual revenue guidance by $1 million, reflecting high confidence in business visibility and forecasting accuracy.

• Seasonality impacts usage, with higher activity in Q4 and Q1, but strategies are in place to mitigate these effects.

Strategic account acquisition and sales initiatives

• Implemented a new strategy focused on regional hospital systems (10–30 hospitals), bridging gaps between territory managers and national account teams.

• Built a small, dedicated team combining new hires and successful territory managers to coordinate system-level sales and accelerate account acquisition.

• Investment in this team is expected to accelerate account adds, with impact materializing over several quarters and minimal effect on costs.

• Early progress in the VA system, with phased launches aligned to the VA’s annual budget cycle and ongoing efforts to expand within this 170-hospital opportunity.

Utilization trends and expansion strategies

• Top accounts use the product three times more than average, driven by departmental expansion, coherent workflows, comprehensive training, and protocol integration.

• Significant room for growth remains in top accounts, especially with new indications like delirium and neonate, leveraging strong stakeholder engagement.

• New accounts typically establish strong usage patterns early, with minimal dilution to overall utilization rates.