Omnicell Inc Q3 2025 Earnings Call Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Jessica Tassan - Piper Jaffray Inc - Analyst : Hi, guys. Thanks for taking the question. So I guess the most important one for me is just, Baird, it's awesome to hear you emphasizing the hardware as being kind of central to the Omnicell platform. I'm interested to know, are you guys engaging with start-up companies and doing diligence to figure out how to implement humanoid robots in the pharmacy or how to develop more sophisticated robotics? And if so, does that potentially expand your reach into retail pharmacies or ambulatory settings? Like just how should we be thinking about investments in hardware and specifically in robotics over the next, call it, whether inorganic or organic over the next couple of years? And then I have just one on some 4Q detail.

Question: Jessica Tassan - Piper Jaffray Inc - Analyst : Yes. I guess, just one quick follow-up. So is there any thought being given to potentially making a smaller version of the central dispensing robot just so that it's easier for customers to purchase both from like a physical capacity and then also obviously a budget perspective?

Question: Jessica Tassan - Piper Jaffray Inc - Analyst : Got it. Last one is just -- I think there's some investor confusion just around OmniSphere. Can you clarify if an ADC does not run on OmniSphere today, what is it running on? And is Omnicell penetrated today across the ADC installed base? Or is it a large incremental revenue opportunity akin to XTExtend? Thanks, guys. REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. OCTOBER 30, 2025 / 12:30PM, OMCL.OQ - Q3 2025 Omnicell Inc Earnings Call

Question: Matthew Hewitt - Craig-Hallum Holdings LLC - Analyst : Good morning and congratulations on a strong quarter. Maybe I wanted to touch on the IV opportunity. You called out the Ballad Health or the Ballad Health win. And I'm just curious, as customers are looking to integrate your solutions, are they looking to add the IV at each facility? Or are they looking at more of a hub-and-spoke type model? I'm just trying to gauge how they're seeing this impacting their business and where it can go from there.

Question: Stan Berenshteyn - Wells Fargo Securities LLC - Analyst : Hi. Good morning. Thanks for taking my questions. First, on bookings guidance, you reiterated your guidance. I'm curious, as we sit here in the fourth quarter, is the composition of the products within your bookings in any way different than what you had anticipated at the start of the year? And can you also comment on whether you've seen any changes in your sales cycle?

Question: Stan Berenshteyn - Wells Fargo Securities LLC - Analyst : Okay. And maybe just one quick one on the compounding robot. I think previously, Randy, you said you're at the tail end of making upgrades here, it's potentially coming out of limited release -- can you give us an update on that? And then what do you anticipate happens once you're out of

Question: David Larsen - BTIG LLC - Analyst : Congratulations on the good beat and raise. Randy, can you maybe talk a little bit about the buying environment? We're kind of -- I'm kind of hearing mixed things from different companies that sell into the hospital sector. Some are saying there's the risk of a slowdown with the Big Beautiful Bill Act because of Medicaid and exchange enrollment headwinds that might happen, others are saying there's not really any drag at all. What are you seeing? And what are your discussions like with your clients? It looks like things are going pretty well.

Question: David Larsen - BTIG LLC - Analyst : That's great. And then I'm hearing a lot about GLP-1s. Every time I look up, somebody is mentioning it. Can your compounding product help hospital systems create a compounded GLP-1 solution for their patients? Or is that not an area you're sort of in?

Question: William Sutherland - The Benchmark Company - Analyst : Thank you. Good morning, everyone. Baird, you called out the headwinds that are slowing the Enliven product, any other industry headrooms in particular that you guys are watching most closely as far as could impact as you go into 2026?

Question: William Sutherland - The Benchmark Company - Analyst : Okay. And then while I've got you, always curious about capital deployment as you look into this quarter?

Question: Eugene Mannheimer - Freedom Capital Markets - Analyst : Thanks for taking the questions. Congrats on the great numbers and welcome, Baird. I just really had one. I mean, you had a very strong quarter, so you cited strength in your point of care business. I'm just wondering like how much of that outperformance was due to net new wins versus expansions within the base versus, say, maybe you're seeing some tail end of the XT upgrade cycle? Just trying to understand some of the dynamics within that. Thank you.

Question: Eugene Mannheimer - Freedom Capital Markets - Analyst : Makes sense. Where are we in that XT upgrade? Is it 90% of the way done at this point? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. OCTOBER 30, 2025 / 12:30PM, OMCL.OQ - Q3 2025 Omnicell Inc Earnings Call

Question: Allen Lutz - Bofa Merrill Lynch Asset Holdings Inc - Analyst : Good morning. Thanks for taking my questions. Randy, you mentioned the sunsetting of a competitor system may be presenting a unique opportunity for Omnicell to take some share. Can you talk about how big that opportunity is? Can you talk maybe a little bit about the historical switching rate between you and one of your major competitors? And then as you go to market trying to convince some of those prospects to switch, what is sort of the pitch? And can you talk overall about your expectations as it relates to what, if any of that is embedded in guidance for the rest of the year? Thanks.