Zomedica (ZOM) Investor update summary

Commercial strategy and sales framework

• Sales approach is built on five pillars: quality of care, pet parent satisfaction, workflow improvement, cash flow improvement, and profitability.

• Multi-channel direct sales force includes field sales, inside sales, capital equipment specialists, Professional Services Veterinarians, and a dedicated equine team.

• Sales process is tailored to each clinic’s unique needs, focusing on matching the right product to the right practice.

• The strategy follows a three-phase model: land a foothold with a high-fit product, expand utilization, and cross-sell additional platforms.

• Portfolio includes capital equipment and recurring revenue products, mapped to specific practice types for optimal fit.

Sales organization and execution

• Organization evolved from a single-product startup to a five-platform commercial company, with direct sales across four U.S. regions and growing international distribution.

• Specialized roles ensure expertise in capital equipment, consumables, and account management, coordinated for seamless customer experience.

• Corporate account strategy leverages enterprise agreements to scale adoption across large veterinary networks.

• Professional Services Veterinarians provide clinical education, support, and relationship-building with key opinion leaders and veterinary schools.

• Sales team emphasizes relationship-building, problem-solving, and ongoing support to drive long-term partnerships and cross-selling.

Product and market performance

• Revenue grew from $4.1 million in 2021 to $31.19 million in 2025, with 17.6% year-over-year growth.

• Liquidity at year-end 2025 was approximately $53 million, supporting continued investment and expansion.

• TRUFORMA platform now includes 11 launched assays, with additional equine-focused assays planned for launch in Q3 and Q4, and more in early 2027.

• PIMS integration for TRUFORMA and other products is on track, with top integrations expected live by September.

• Cross-selling is common, especially in equine practices, with significant adoption of multiple platforms per account.