Anticipated Milestones and 2018 Guidance
Commercial Operations
? Curetis plans to continue its EMEA commercial conversion campaign and to roll out new
products (e.g. the recently launched Unyvero UTI Cartridge for urinary tract infections and
the A30 RQ Platform, which will be further developed in 2018 and which is expected to
be marketed under CE-mark in 2019) and plans to grow the installed base of Unyvero
Analyzers and, upon commercial conversion of accounts, cartridge utilization on such
installed base.
? Following the clearance of the Unyvero System and the Unyvero LRT Application
Cartridge by the U.S. FDA in April 2018, the Company has initiated the commercial launch
of the products in the U.S. in Q2-2018, with the goal of increasing the global installed base
of Unyvero Analyzers. Based on an expected U.S. sales cycle of six to nine months, sales
of the LRT Application Cartridge are anticipated to ramp up by the end of 2018. In this
context, Curetis expects to experience positive revenue effects towards the end of 2018
and going forward.
The Company also strives to continuously evolve and expand its commercial distribution
network across those EMEA markets that are not covered by direct sales and marketing
teams. To that end, Curetis has recently hired Eneko Goya as Global Commercial Partner
Manager, who has longstanding experience in sales and business development, to
manage and expand the global commercial partner distribution channel.
? In line with the geographic expansion, in particular to the U.S. market and the further
commercial roll-out in the markets covered directly or through distribution partners, the
Company expects to significantly increase its global installed base of Unyvero Analyzers
throughout 2018 and beyond. Starting from 175 Analyzers installed as of December 31,
2017, Curetis in Q1-2018 exercised a buy-back option for several Analyzers previously
used in a by now successfully completed clinical trial (Amikacin Phase III trial) by a
pharmaceutical industry partner. Further, under new commercial leadership in the EMEA
region, the direct sales strategy has taken a reinforced focus on higher priority accounts
and commercial conversion effectiveness, which led to a temporary re-deployment and a
temporary decreased number of the global installed base to 167 Analyzers by the end of
Q1-2018. Building on this consolidated installed base, the Company is targeting to grow
its total installed base to around 250 to 300 analyzers by the end of 2018. Of these, a
growing number is expected to be placed in the U.S. following the clearance of the
Unyvero System and the Unyvero LRT Application Cartridge by the U.S. FDA in April
2018. Hence, Curetis USA Inc. within the next six to nine months targets the installation
of around 40 to 50 Unyvero Analyzers across the U.S. and an increase to around 60 to
80 Analyzers within the first year following full commercial launch (i.e. Q2-2019).