Omnicell (OMCL) investor relations material

Strategic priorities and product transition

• Focused on launching Titan XT and OmniSphere, marking a new product cycle and transitioning from the legacy XT platform, with 2026 as a pivotal year for this shift.

• Emphasis on disciplined execution, profitability, and revenue growth, with a particular focus on expanding non-GAAP EBITDA margins.

• Investment prioritized in product innovation and sales force, while back-office and G&A spending is tightly controlled.

• Customer segmentation strategy tailors offerings: XT for recent adopters, XTExtend as a bridge for mid-life customers, and Titan XT for those ready to upgrade.

• Competitive landscape is dynamic, with a major competitor also launching a new product, creating opportunities for market share gains.

Product innovation and customer value

• Titan XT and OmniSphere designed with enhanced reliability, cloud-based applications, and improved workflow efficiency for nurses and pharmacy technicians.

• OmniSphere enables enterprise-wide medication management, supporting supply chain optimization and cash flow improvements.

• Demonstrations at industry conferences have generated positive customer feedback and anticipation for the 2027 general availability of OmniSphere.

• The product cycle is expected to drive significant equipment turnover over the next five to seven years.

Financial outlook and margin expansion

• 2026 guidance focuses on refreshing XT, bridging with XTExtend, and ramping up Titan XT bookings, with a shift to majority Titan XT bookings expected between 2027 and 2028.

• Titan XT is anticipated to command a modest price premium and improve gross margins, aided by better pricing discipline and product value.

• Management is committed to expanding margins, targeting non-GAAP EBITDA growth at twice the rate of revenue growth, and maintaining cost discipline.

• Investments in sales force and product development are prioritized, with support functions expanding only when immediate value is clear.