VCRA - Earnings call transcript Q3 2018 | Vocera Communications, Inc.

Due to licensing restrictions, you must log in to view earnings call transcripts.

Operator

Good afternoon, ladies and gentlemen, and welcome to Vocera Communications' Conference Call. My name is Shantel and I will be your coordinator for today. At this time, all participants are in a listen-only mode. After the speakers' remarks, there will be a question-and-answer session. [Operator Instructions]. to call, presentation Investor Sue like host to Relations. now today's for Dooley, would turn over the your I Vocera's Director, Please proceed.

Sue Dooley

discuss everyone. conference XXXX Thank to This our to earnings. Dooley. Hello fiscal third Sue you. is quarter Welcome call Vocera's

news CEO, Vocera's at available release our is press be live Lang; and our posted This The investors.vocera.com, release quarterly also results sources. to are CFO. today website Justin normal Relations is distributed website We where and call me is being from will the Brent replay on Joining afternoon. page our a detailing our archived. Spencer, conference of earlier a this webcast Investor

I'd Except of measures materially. our that, regarding and update we This On earnings undertake forward-looking statements. forward-looking Before will Brent. and by SEC call, of and and this as actual non-GAAP to to opportunities. the take like remind A projected anticipated call, I'd or law, in turn to we these revise in will measures. reconciliation financial to market over this to both subject may the the to is or we uncertainties remarks, filings non-GAAP refer opportunity forward-looking make operating is described no course begin Vocera's events we GAAP With provided call our GAAP results financial obligation required statements posted like risks differ to you prepared release. information the to that results during with

Brent Lang

Justin my QX. some hospital had some I'll highlights everyone. deployments the great wins some start call, from prepared We a afternoon, and for on conclude occurred strategic quarter. for today's Then, environment to key I'll some details more Thanks, the us. turning summarizing commentary Thank joining I'll you and provide customer Sue. on the On that call on detail quarter. with over the QX. by Good the in priorities, before market remarks

million and was particularly $XX was revenue software growth robust. quarter Third revenue

and The success large care Cross-selling leadership our globalization segments with remains customer gaining our this differentiator a was remains wins well. differentiator a a traction, bedside. our continues needs. in drove us against communication all of Badge to customer completeness succeed data our this team position for solution the performing at collaboration unified customers and momentum is business seek Several continued their free patient's quarter solution members business for market our and in vital as competitors. to as us quarter. Our validated broad-based interest of our for solution remains hands And communication key

opportunity market by and deal large remains QX. Our sizable enter pipeline are excited as we we our

quarter We for market PeaceHealth million, extensive the our the highly-differentiated commercial was field from with of $X appeal, of solid momentum in bookings bookings the the the $X third showcase with in federal history Fairview The at robust wins both for $X.X business. in were and happy University for growth was Health both and and big million, million. with and Virginia QX execution, software Our big devices. quarter in wins very strong largest our This company highlights offerings.

also We million. the deals over were VA, $X several four of won which large with

a exciting bit about you deals. little tell more me Let these

services installation tied bookings At X Vocera rollout. system-wide a their won imperative unified were enterprise of enterprise their $X partner as commercial from The technology $X multiphase we Fairview to of the million Virginia. customer used tower, preoperative we existing is the of UVA Phase solution in of care the for UVA clinical chose our million completeness paramount communications. vision win. department, and our construction side, new an had Vocera compelling this a a of Health primarily part who as On booked win at small a University to a crucial

We will multiple decided put long sites our Vocera their including PeaceHealth solution our multiple another to sites. first customer with be time six in this work integrations deploying EHR. also full phase across to across platform

and ordered for PeaceHealth's the discovered us the top addressing challenges. clinical Our million team based of priorities. booking have benefits solution $X.X They could workflow a conducted initial project top this our these have a in assessment on phase

we also with in $X record quarter VA. bookings in set four surpassing strength in the numerous continue expansion totaling We Fed, business other the our including deals QX almost to new federal Combined high in show our great million QX and large wins XXXX watermark. another

within and We effective that rising expansions existing both wins are new alarm hospitals are large federal customer about DoD for We and importance the initiatives the the management in opportunity in and space. believe VA. optimistic the communication improved with

from communications can the to our extend the They're expanded Maryland begin see our their this opening was our use quarter up Care University patient commitment facilities. clinical which solution our them partnership Through I'm and use with needs. our in existing on of compelling customer care But measurable staff. is satisfaction of patient for case and expanding taking They an Houston demonstrate Badges new and our XX success solution empowering customers. cross-sell in and This we of a they've that software multiple the history are workflow the further to It's our Medicine gratifying grow to They're we value a chose Chicago continue In to Adventus a significant and recommend. is for our bring back to increase of now another see increase connections solution Health existing with in in data into likely and unified scores At patients endpoints XXXX. and to care. seen satisfaction are deliver communications how with to achieved. our proud improvements. One teams human cross-sell, and we're You their Methodist hospital focus a Chicago, experience care. looking HCAP platform. new with will demonstrates Engage to at running point Methodist already broader XX helping readmit actively demonstrates value expansion has for Houston point and they've reducing rates U patient to experienced exceptional solutions, their across notable

and In Midlands We office significantly our had with our non-healthcare there. having finally, student staff is we addition, in UK pleased a up win at And our quarter East safety. opportunity using growing and the in international business business second special a big strong and year-to-date pipeline. year. will reflecting our a school. remains increased solution for is International our including a also be for are top focus overseas us good priority our needs a They

several the in space. hospitality had small We wins strategic have but

deal a our Chicago, selected Seasons who mandated Four signed employees They call This for all a the a themselves with guests. with to include property. Vocera quarter satisfy Seasons Four might find rule button panic city we to the new XXth and tested alone

made hospitality location winner. communication accuracy reputation the capabilities space us the combined Our Badges and with the in clear

spots construction of book completed partner. Sutter EHR. a recent solution real As Health To Vocera a we new broad their team fix Sutter resulting deployment trouble we highlight our professional differentiator solution to numerous went a example, are completeness in and In of Francisco. remain new utilized on analytics organization this meaningful deployment integrated CPMC, differentiator project continue a and to our Expertise choose at example, live for a hospital X complex efficiency grow our training with helping and in our and a a integration. of Phase customers Phase The our schedule. key of San deployment. with in wins, professional identifying will and X issues to clearly full our package our these time, platform additional is a and services it our remains expertise timely successful and include meaningful user EHR services Vocera. base and robustness in continues

smart to of enablers with extend continue our We the integrating solution the breed hospital. of best

partnership pursue we provider agreement leading enterprise providing the for system. continue vision predictive real Recall referral with quarter advance a last software our around During Qventus, we solution an quarter, signed hospitals. of health with initiatives that a to analytics time a that aggressively

processes scheduling where provider with be Vocera of the solutions shifts of signed automated manual Federal a physician Vocera and reseller we quarter, agreement and exclusive rules. a a QGenda This trying distribute the fairly solution has in in scheduling will has to already administrators intensive QGenda's with endure accordance reseller replaces significant automation in market, presence. leading software. department QGenda, the the labor

easily In creating changes. gives focus caring schedule patients. these QGenda to time solution Through the the the in can with real and on-call with QGenda addition maintaining could right completed their communicate access and for time time on year, of schedules, physicians teams more providers care to we earlier this provider integration, real

real the the across ways building forward to expand by we enable continue partnering look health offering Moving for buying to will care continuum system. or to our time

share moment our Now and I'd our hearing we what the conversations in are talk market for to like about with a for customers. solution

regarding us customers for booked customers the the reinforce Gartner IT quarter in and for Advisory some this a problem to teams recently as held and Last Large as Vocera Attendance and time as of further a of convenes my strong and advance its my our notable high month report patient understand leadership daily and minds leaders solution. we as are validating weighed quadruple time again mission future best Known our all-time engaged another a had event mobilize on our highly-topical this further help that audience toil collaboration hospitals. this This market, quarter was robust. within how services optimize demand quarter confidence healthcare solution importance LCAB is complete data services seeking well can we the with a meeting communication market, is their our Voice to these with experience hospital we major issued needs, tested our aim. annual with the suffer to to and leaders in for of Board unified Badge Francisco the in solutions. our Customer Also San the meeting units customers. continually validating most a workflow of relevance care Vocera's describing industry the once

resonating most it workforce is market pressing to along eliminate of points vision challenges. patient is helping friction solutions to in the the the Our some solve deliver journey because

teams work Our putting customer proposals. in busy to ROI are tools new our

then reduction being brought approach Hardin XX% reported to without marketplace is in thanks again solving challenges revenue efficiencies in clinical a demanding seen. tool left understands Kentucky recognized never Memorial by and because The left to important the recapturing reducing walk without One one of the This metric the this the of EHR of key patient an back a door is hospitals promise times. metrics rate extended about in into and lost recently the our rate out solution. a that see workflow these The in this patients is part who is being partner want to for the of and and seen wait takes who being bottlenecks.

solution Our a strong I'm our and to enter voice, a large unified texting, that challenges. market opportunity, by clinical our succeeding as solution look conclude real integration competitive it delivers deep into on because successful wrapped single we QX and secured Overall combines time momentum XXXX. our is and position, these excited

our around to Justin, to our CFO, guidance. a results QX like give I'd chance and financial our the Now details cover

Justin?

Justin Spencer

million. of earlier. QX Thanks, QX $XX.X rate. historical Device solid in of revenue this, Brent. financials million, Despite previously results QX Brent to $XX our year-over-year Hello compared our million the Total X% our to financial rose deliver pleased across most the recapping strength all everyone. product to XXX growth thereby as raised were the booking in last QX mind, up XXXX affected We revenue was revenue year-over-year year. alluded that very and increased Keep $XX.X to quarters, lowering to under reflecting the disclosed, ASC board.

software increased And exceeding to expectations. our revenue $XX.X million

by $XX.X momentum new broaden large believe sales. software and our to was success revenue efforts million. shipments customer will driven as platform increased and new revenue in to cross-selling the their customer use our we seeing our base platform. continue quarter drivers deals software are they Services be Our important of both our within cross-selling of installed We from the

down from last Our million professional was revenue $X.X year. services

deployment have and fluctuates our services of we the revenue quarters, seen milestones. in with As past professional timing

healthy future services scheduled across customers. broad the professional continue base have to backlog We the deployment of in a with

The expanded other renewal software is portion large support, our XX%. consistently platform we maintenance hybrid our and and well have of a above growing base rate using portfolio software services customer

$XX grew maintenance XX% and million. revenue Our software to support

total this our As and approximately is revenue. revenue a of reminder, recurring XX% was

another I'd normal increased our software total both seasonal spot the and maintenance pattern. and bright QX. to Our To like picture, from our to to of was software revenue which including deferred roughly combined just $XXX balance by in in aggregate now turn backlog $X over million profitability followed revenue the revenue quarter. XX% business software million for and revenue expected our complete the

EBITDA operating in adjusted our demonstrating of total revenue, business million roughly or XX% model. was the Specifically $X.X leverage

very basis. positive net once to also We close on non-GAAP achieved and we're break-even income again a GAAP

is a due favorable our XX% and increased and margins maintenance to expenses. Here software software on details by cost revenue margin Product driven some business. particularly to the fixed software gross in of operating primarily mix and in higher support. our non-GAAP over year-over-year and was increased QX Non-GAAP revenue to a more gross related absorption margin XX% mix device

growing X% buoyed last Our million QX, in operating support gross base XX% by our services of software and margin $XX revenue. strength maintenance was Non-GAAP up expenses the of year. were from

international Even advanced our our growth such our expense XX% drive We enterprise in particularly continue in increased strategically invest QX. we investment, new as of non-GAAP revenue development, operating product target and this model as dropped with towards areas selling, to market. to to

to as business. continue we are scalability on more focus our grow and throughout we efficient We becoming entire

Now comment brief our make sheet. balance to I'd like about a

Our balance profitability the sheet $X to in million. nearly results our to ending $XXX enabled million at quarter of us cash add

with was accelerate to to seek in capital we growth. our With investment bolstered QX Our that, let continue raise a opportunities turn balance to and me strategic guidance. sheet

As we revenue pipeline. and deferred had to I in were believe in balance our sales QX we increase healthy mentioned a earlier, backlog able

million. we As a one revenue quarter to look annual XXXX we narrowed finish strong of to with our $XXX million to remaining, $XXX range guidance have

to this and continue expected the now million our between with we QX, to year expect we profitability EBITDA On $XX so raising million. guidance far significantly, in are strength which profitability our adjusted of be $XX

in $XX.X along of $XX.X details of the rest toward The full The second to profitability with target guidance make to the continue We is good million our progress QX pleased with non-GAAP half of model year. revenue in half results guidance summary, we higher year. implied seasonally the million. momentum a QX In we GAAP can and so the guidance were in be with of to back guidance table far of found very reconciliation release. press the the our seen have this for our

it strong focused QX can now now on certainly solid a achieving turn back I into will Brent. are XXXX. momentum We to carry

Brent Lang

in execution importance Thanks, Justin. the the I'm our in believe customers are built have really our momentum QX products. XXXX. and in pleased continued with I strategic solid underscores our we success seeing

to for market were growth. underserved and solutions take to Our is team the Vocera approach an this ROI-based recognize resonating with I want that is who moment happen. a primed making

to revenue I'm listening strategic to are the profitability. We well-positioned today. in are questions. business increasing growth receptive step to drive on great deliver to ready you thanks the our one for financial continued we're delivering initiatives. so offerings, our closer bookings Thank and market and up Operator, XXXX pleased and comprehensive we for open you. call and execution, Thank

Operator

with Dodge Sean Instructions]. [Operator Jefferies.

Your line is open.

Sean Dodge

quarter; that starting a Hi, cross-selling, on your Brent questions. in of footprint what afternoon. Can Maybe using some from the contribution about the continue Engage have when bookings been having too. you also Engage, of taking for federal that of success also an the with give strong mean mentioned I success there talk you sense is area business, opportunity good Thanks federal with in? you some to proportion then see currently and the you us you

Brent Lang

for the yes. Thanks Sean, question. Hey,

that the with space. that a of see be meaningful to federal we opportunity Several have base Engage. both But small cross-sold product still So Engage into currently there of of the that’s that's relatively feel a large components. the we've federal opportunity the newer deals percentage included for we closed -- overall front offering of government, the in we're us about really using still excited it's business

Sean Dodge

mentioned Australia, Middle made Okay, in sense markets; in and of East those still investments be a there, of of Maybe needed Canada, investments done UK, and then ahead New momentum or to International, support those and you're those at to in sales you you're those investments great. that be past us some now? nice I know where successful now give targeting you've us Zealand you on are it's then can take said I guess those most And the and regions. it'll capabilities making

Brent Lang

what Yes, to the in need we that have that be we referring you're to -- have the place in order I that is we to realization team the full successful. think have U.S. cross-selling may here in

there. Our clinical, of our of roll investment there's the fairly that those would I selling approach products. selling involves spending year to and the expertise areas salespersons already make technical, but last investments to markets as as that both well and complement continue of that the resources over and full to say portion themselves the in various out aspects clinical bring is will technical part, of make we large together most executives international some incremental the say sure those been services into and that continue I for we've geographic all There we made most international And a would some tweaks has made. professional

Operator

Ryan from Daniels comes question next Blair. with William Your

Your line is open.

Ryan Daniels

taking Thanks a not Yes the initial the good company, seen sure I've guys, also for of evening. phases strong just covering questions, that many deals are In large rollout. performance. congrats you multipart I'm discuss the on so

phase? overall to which question the I X Phase multipart other than an hurdles could in these a or moving rollout of with if other why of how that. of potential rollouts? and of the discussed phases the you to just Thanks. could kind versus sales relative phase generated, characterize all-out you first purchase potential future more guess then third an of initial major to I kind phases there And one, completion the to this then any the Number first second are So revenue

Brent Lang

Yes, good question, Ryan.

decision decision Departmental causing to start making to decision opposed standardize as the body is a of on of to being what part central So and on into that's customers I that level. we're at consolidating decisions want more technologies what's the the they think making made seeing

your and think of is the rollout into hurdles years to really initial they've for dollars or cycles, primarily towards cases of set they've the roll out question, facilities then So phases. answer biggest an following the the what that of driven subsequent budgeted initial first for the part budget done phases put in they around phase or as their is many I follow-on budget

with is our think winning the following track business record I to-date. customers' the that of based success on high likelihood our us really and

entire together large health shift facilities. that don't those a or mind technology they're in represents So I these as own think well time made to us the capacity works of up hospitals deploy it's to are they Bear able multiple putting and these by a part the manage a is cases the I projects. bleeds health of think in multiple at systems. trial their that more budget same systems many of think remains. that it not across calendar effectively, that prove they're different hospitals think and capacity sort of pilot to want how be I organizations where of upside as second some already system looking IT the full then at they're into it the really their sort into the which opportunity And your This question pretty buying to why I the driven for of dramatic

Greenfield that tell in those look broader struck those as already was they're of We that about was of their another opportunity more and a years a might that as from with particular looking the Vocera deployments may but think we at communication things haven't and customer it well on it's phase on taking very deliver this a And beyond Vocera quarter add in number collaboration the small I have new continue talked and we can follow-on we future. initial business at quantified ago substantial you base to had how one existing might to I really customers the basis. by large needs with multiple the adding see customers of flags this facilities I that for phases

taking for of some off been have of what biggest of to in technically look wins at may expansions so, And in capabilities the another actually place past have some the were we that and offer. years now our deals

Ryan Daniels

visibility just revenue kind Okay. And are probably and a quick to beyond assume recurring of fair are follow-up increasing well? I your there, base is those that seeing two more you mix say the that shift above revenue as dynamics

Brent Lang

creating large say us obviously have we're bookings be of really pipeline would will I the continuing that as fair phase mentioned and And gives say timing potential pipeline particular good lumpiness have additional tracking business. initial have that lot to successful that on the pipeline. assuming the long-term you grow the that deal announced We of a a deal number be the we large deals think effect that our to But about we're it remain increase the as of an our is we're we in these can the perspective. deals with past of And with to quarter is talk the in deals feeling particular of deal from of of in the number dynamics that better some about a closing. the that this and and always I to able in project. to them, of tied confidence

Operator

comes Baird. from Your Matthew with question next Gillmor

is Your open. line

Matthew Gillmor

so late, remarks. was joined prepared this of minutes couple in the addressed I a

ahead I and you on bit was DoD. federal you-all on I same added were want year didn't go to SATOC tell the we're I me the up of the I last can in or You whether lower? contract and activity transcript. little -- was both to read above levels the the that the budgets, and to this was about VA characterize think business, kind the and follow-up just side the year, hoping federal

Brent Lang

some the Matt, of based on depth expand I'll addressed, was your question. it yes, but Hey, of so

to in record in quarter that as did was on the space watermark win big high quarter. this have QX the us mention quarter, a overall Most bookings out it's the for But surpassing part SATOC point SATOC that of contract the of our was actually the in and able to DoD and SATOC, the expect the business couple with of the but the business dollars on positive We book side acceleration leverage on specific business. it the did federal we piece bookings tailwinds success on the which VA while of obviously impact in that QX. central So that million SATOCcontract important QX was we basis. a of script we we influence remains set in the a have the to the associated the think didn't a last I go-forward within business did to

Matthew Gillmor

as think third a last clarification all point I just the accurate? roughly that thought in And of bookings disclosed I is ZIP had last year million you year $XX VA quarter code; the that were

Brent Lang

Yes.

Matthew Gillmor

point a Okay. to on that sheet question call of you capital and offering deal some the the and M&A convert and quarter last cash was the flow. mentioned after more And balance the had think part of on of I the then outlook sort to get

give can So if some sense active closer you any that and you're opportunities. early in whether of engagement of for processes to I just assessing sort if occurred curious us sort or was anything, still

Brent Lang

We're I'd deal being opportunities. characterize getting lot to looks of strong. a flow at the different take really as

And a of of apple the bites to speak. got so so we've lot

of in financials running the price the three process cultural that the given moment and two deals kind looked in and and at points opportunities them any or past really number our at of I at on looking would been through come that say have thing. strategic selective have a We fit way. potential our of and we're probably and matches priorities But we've different

definitely forward, convert business. very disciplined and flow deal So did in them of want I help the think we flow to we're as our improve that but we at remain our as part us look these in like we're feeling the opportunities come deal

Operator

Your next comes from Dave with Leerink Partners. question Larsen

is line open. Your

Jonathan McGraw Bentley

Jonathan the Bentley you in backlog basis? of this this Hi, quarter, McGraw strong wondering, on Dave. is that deferred on was how sort I year-over-year a revenue for look did had given

Justin Spencer

his historical but I'm feel good situation really trajectory providing a bookings where say compare, can our and We're we in we're of it pleased backlog not -- year-over-year with about a it's and what deferred in -- provide is combined yet to also performance revenue. to the start strong that setting sequential Hi, set the up really we just not in to up drove, revenue a XXXX. remarks that starting of backlog strong as visibility, but into and and us Brent increases alluded deferred us prepared our for QX, a basis

there. place a So we're in good

Our we to That's normal seasonal year. into head expect for again backlog out is recur and build deferred that as that the in QX this continue to pattern to goal us revenue. we

Jonathan McGraw Bentley

last we ask great. commentary that's Okay, Thank these of more, growth the pipeline given if good And in the about larger on I some you. could one deals, quarter talked the with strategic you and account all helping the is group how success I performing, at reporting? all that's is if of had grown set that wondering was group up. you're that sort

Brent Lang

them of really accounts deals strategic the a process. good Yes, done uncovering navigate the organization these continues through to They've and pipeline. build job

did -- not have team. quarter the other added though that in that additional add think actually We person I we one to

some momentum changes to we've of country. count to across forward build increased And that by looking the there continue on So we're one. the based larger

Operator

with from comes Capital. question Craig-Hallum Hewitt next Your Matt

is line open. Your

Charlie Eidson

Matt. try for to stick just question. the ROI-based to on Eidson one. I my I'll the follow-up taking to set Charlie tool Thanks on is this Hi, for that was wanted having Is quarter. impact fully does the sort last on it out announced it rolled it's that process? point -- have days, sales what this it and early still at acknowledging of

Brent Lang

champion our force in positive and applying The lagging sort tool the really accounts of in was definitely end In metric customer the team an tool are in data in the both get side complex tool cases bringing and get we the terms other really can customers well win of would coming solution the members been some these and senior the to helpful reception which order other say it's from just buy-in that to And sale customer the in that of that of we that referenced example that C-suite think prepared my might getting I sales left the the have our towards and from notified to. these value from the the a seen we're been script sales couple I or clinical the we've stakeholders. buy-in from metrics many their CFO introduced then to using one it they that's have of hospitals. the cases with the management to the real system. sitting house need and out and buy-in making the to tools may from value and of without progress really a where it an of out. many really sales the of ROI have hey, been and I help has different remarks can installed in health of the And of as many as and rolled very benefits. getting that's demonstrate team deal, being on we have trained in been in Yes, the can I've

Operator

question Your comes from Mohan Oppenheimer. next Naidu with

Your is line open.

Mohan Naidu

prospects Brent on what mandates, that to you're hospitals that models. do hospitals? change to on it any your having be going sounds the you on reimbursement regulatory there's discussions share can comments to with in from risk-based regarding was the the market side hospitals, the like you changes do, their mandates a or least are or, hearing at Is push or from priorities there there would before this --

Brent Lang

to of customers. honest the of of to view know that hearing that's Vocera or be really they the that are they're sort factored You Mohan, sure a they're a come trying They not monitoring it's from platform. to the being because whether system put these move hearing being of we up in that we're use for away I'm and needing need not benefit unified and to independent are all solution health other spending across the solutions product just communications there's place. conversations strong point with trying standardize entire that if a as they in on priorities amongst What with is can that system. you,

across one the the as to of of might the there but users having One from in they to system. connectivity benefits another, retrain having is the not health big part also system various users all health move

has They to risen patient really they the whole move making to forward, the all it's and of particular the know you up category, to that if staff need cost. worrying will, they need come. improve priorities within think of that that I So as policy and save they improve specific need overall extent a some decision efficiency, to need they may changes not improve just resiliency, need they about independent satisfaction, to to the changes,

Mohan Naidu

deal quick And the can deals in enterprise shifting? at it couple have lumpy. the deals seeing you how are been great are deals follow-up or very on of and between What but on be the pipeline. on pipeline comments in the your enterprise a the mix in side, small and good, are same are that's small the time they orders And they still pipeline great. of the if maybe and Any

Brent Lang

deals. three business, particular of sort the -- basis kinds of Yes, of we larger sort base strength really of, of of deals smaller then then day-to-day -- deals, have seeing and And of we're it installed different small two think we -- a recur and kind buckets right the deals. as tiers, sort just and and the deals continue supplies maintenance where large that the really now medium-sized a then to is and on the within

and is I the you'd purchases more time. more you pipeline and deal to think I that average if moving is the were the consolidated so large size increasing in towards business think over pipeline, characterize see

Operator

Your next from with Deka Jaffray. Piper question comes Nina

Your line is open.

Nina Deka

congrats Hi, the on quarter.

Brent Lang

Thank you.

Nina Deka

Health. of is out the can this productize you part Can users? also to efforts Sutter detail something EHR around across integrations of of more integrations type what your at and at replicate mean you required that So integration and what these you and then that establish which called other provide Fairview depth and EHR exactly perhaps wins as also

Brent Lang

pretty really on pharmacy orders Yes, what Nina, it’s staff or values are updates. primarily straightforward and critical lab they're focused like things

of to So the plan next. their we EHR, published the result from almost kind the replicate proprietary rollout require doesn't as all customers. we're a one to And result customer it and interface caregiver, these into through a appropriate EHR that it trigger within routed we as populated EHR our it's to particular system being delivered the to and of easier nurse create to the standardized, fairly It's for able messaging any into to the a are and use the output patient. generates the are Vocera responsible things can that message that gets

Nina Deka

more, And looking just outreach key one now further component are helpful. their engagement then a you to satisfaction years great, several to Okay, you've as patient expand mentioned success, for as patient your initiatives? that's into expand look hospitals to

Brent Lang

now. a think engagement is of big I patient we're part what doing Well,

and better well. inside on experience experience caregiver the large is of is focus improving as hospital delivering really part that Our the patient a

after a is care with a I that engagement But of care the acute to patient tremendous there's near-term opportunity is I for and be home they're our continuum think to facilities. Vocera and going trying outpatient primarily care think of go acute clinics a within today. in model within don't in to There to and environments. the fit patient continue think necessarily focus better hospitals I that's our the lot great the the drive start-ups

of and we've remain engagement responsiveness if care responsive own One that be the if of the that like up with in things needs that don't they with or to they studies seen patient's quickly attention is of can engaged more their show feel and drop patient synonymous or actually a you to sort is get own engagement. pay them they their level disgruntled that when

the rapidly attention of are a like the their patient physiological are paying drivers integration patients be the where them And of sense and so with things integration caregivers responding biggest the call that needs with nurse can have or monitors to one engagement.

Operator

next question with Stephanie Citi. Your from Demko comes

open. Your line is

Stephanie Demko

to Could approach this anyone at your a other of health support about it for Intermountain my business you you for enterprise of is partners? did large and talk more little process push thank expansion up from kind a question. edge over contract make can guys, replicable the the bit fragmented thing Hi of taking at which expansion

Brent Lang

their or to to a as survey favor point. when and really Intermountain us extremely for were that the They Yes, the came still about across positive of it back of historically great Vocera, their eight fact were the the feedback a have to more been the for positive rest little and defining unified users and more use their expanded they platform. capabilities and product hey from and working to at solution standardize in the we of to communications a of partner bit the with been this did it down them gradually even facilities rollout Stephanie, the facilities and nine we years of have of want they probably for time bought users, very the early where the came internally strong demand days

something product were years have point I in just many sure sure really I’m in the So of than capabilities. that This satisfaction because had to basically of proven really network environment. they to solid got users the that wireless and not Vocera there of and can coverage they benefit a experience the seen they've invested on and thing high not make using the huge it's an do risk could other one is customer any that that taking is what

Stephanie Demko

any? government could your of federal impact one wins. margins then how quick on we about mix follow-up and think And How it. this going the Got forward if business just recent should

Brent Lang

In be higher So I continue the mix DoD. will VA concentration QX think the a this on a between year VA. and balance we the had to around

a well VA the still side. in both Greenfield very large opportunity the we While got as in as DoD side

those. the VA bigger see has are both the think tend well. ongoing but side is think But wins the should The slightly opportunity I historically. larger I in both. just ongoing you underestimate the than VA enough I DoD to wouldn't even so the should of Greenfield facilities be that see bit because SATOC the to business there deals a both it in business within And sides of help expect deals been contract us growth in little the that potential Clearly as you'll accelerate DoD more than of

So about it. pieces both of I’d say we are excited

Operator

Instructions]. [Operator

next Your with comes question Dougherty from Company. & Gene Mannheimer

Your line open. is

Gene Mannheimer

I a afternoon Thanks, software seeing. you're in dig and trends good a on good quarter. congrats little to wanted the to

to that the are break and base? growth for you shipments able the said, into software million to combination new that north say of was that shipments I revenue in So out net quarter Justin think is and versus cross-sell cross-selling? of You $XX how of new the us in much due

Justin Spencer

sales lot license the are it's across other platform. a alluded and Gene, messaging, new driving effort different combination existing aspects taking a hold both to our We're No, of also of really both, customers and sales. the and software category, strong that cross-selling we Engage of the that's really and voice, seeing

really expanded So level. we enterprise broad-based have indicative a adopted and become the it’s platform think and at solution really of it's now how complete has the that being truly I is

And where so messaging a added still as have the cross-selling Engage to see opportunity, going we nice and/or we both lot really were customers of look forward, it's who our and directions just voice existing in cross-selling using opposite.

kind will driver growth be and we nice a both dimensions had momentum of for continue So that of those to us. of cross-selling across

Gene Mannheimer

pretty be X great? may drop, is think for wide international for in just trying about any I'm range the factor any that your Thanks deals a there QX, not granularity are would so around or Justin. great. may what that there guidance there, to around million, more to revenue That's contemplated just there And question that $XX $XX million

Justin Spencer

look and same in with in we typically way last the Yes, two that factor biggest revenue our base the had primary book quarter guidance is supply revenue deferred revenue shipped. traditional several also guidance. have our is as this We we the contemplate of looking so some expanded, like time of that large you at guidance in to have over we QX, our One that’s factors has our larger there. our have everyone revenue quarters our expanding into that as backlog think prior range, our the and we around in way the in been do for that deals observed best We base framework we exact is in driver. the at the we have have quarter amount that of quarters, and we that expect commercial judgment our same

Operator

back will Brent Lang. at to There I this now turn are no further the over questions time. call

Brent Lang

forward to with moving Have look and questions we day. working a I everyone. the you forward. great appreciate really Thanks

Operator

today's concludes call. conference This

You may now disconnect.

Vocera Communications (VCRA) 26 Oct 182018 Q3 Earnings call transcript