Earnings call transcript Q2 2023

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Operator

Good afternoon and welcome to the Sientra Second Quarter 2023 Financial Results Conference Call. My name is Keith. At this time, all participants are in listen only mode. After Sientra executive provide their business update, there will be a question-and-answer session.

As a reminder, today's conference call is being recorded.

turn Chief over Development Legal to Oliver your Officer. like Sientra's Bennett, Compliance now the to conference host, I'd and Corporate Mr. Bennett, begin. you may

Oliver Bennett

call Executive quarter and Chief thank discuss have our Technical Ron and you Officer; President joining Andy Denise we on Welcome Financial and Dajles, Sientra's Chief Chief for call today Sientra's Sientra's Dr. Officer. financial XXXX today's second Menezes, results. Officer; On Schmidt, us to Sientra's

of have achieved representing reported with for earlier quarter We record are period. quarter cash We results $XX.X X.X% EBITDA, another performance. of pleased prior the our free and million, to over revenues of growth revenue, today successive growth year-over-year flow revenue XXth

in usage and free non-GAAP improvement in Significantly, under of XX% EBITDA obtaining achieved we results improvement while a cash these this also quarter. $XXX,XXX year-over-year a XX%

results As us this free flow describe, performance give by of confidence of Ron will of positive and our goal cash Andy QX these meeting year.

call I questions on you our assumptions These I in of current any prepared to over in and expectations Before statements events are response trends. forward-looking to future remarks statements and everyone the must that may will forward-looking Ron, management's turn and include we based remind ask.

forward-looking actual or by statement. Our in any to obligation differ The those company no projection, or from the expressed may results materially implied undertakes statements. review forward-looking update estimate, or

refer you later the XX-Q SEC on more of Form this and our discussion I the to detailed website. available a would including risks company's month For filed XX-K our company's filings be to and Form uncertainties,

comment on and Chief President Officer, our I'll to results. ask Ron that, our With second quarter Executive

Ron Menezes

surgical our becoming and that critical a inflection Oliver. you, reached diversified Sientra direction of Thank company. supports strategic profitable point has aesthetics a

continued the cash positive earlier reported a the company. of flow the performance, growth fourth in quarter management, we're we'll this history cash As achieve and free of lowest that usage confident combined financial recorded near free with breakeven market XXXX. disciplined today, With the flow ever we we in

team company's and products, in history. the XXXX Entering our half product high-value of the second new is position a fully built-out best in fundamental suite leadership of with a Sientra

Importantly, their rewarding to we're for patients. investors, committed

Here at it tipping profit a is generate be operating the leveraged Sientra with confident a at point I'm revenue highly the scale attractive that market-leading topline of can growth. midpoint year, where to sustainable

It average of million free was is quarter. an flow just cash usage last when year reporting Sientra each $XX

to to path As and explained that necessary of infrastructure at our this tied in support time, profitability. operations some Sientra's was investments to

those we reduced financial combined Today's improvement. have year-over-year past management reduced instilled And over disciplined the it recent to most XX% quarters. $XXX,XXX, cash coming the again, quarter, representing we we flow the a investments under results with of usage the several product the that as are have in consistently free

to does expanders our see to yet we're Our growth new the strong products the a in at has these reflect the of fueled of representing core and expect business, growth result, was of revenue another we coming year-over-year expense financial XXth by not What the acceleration and about quarter is we performance reported growth. market. exciting is that and growth from results quarterly the quarters have come implants the not record consecutive introducing

long-term for in single-minded We're drive our profitable growth.

to steering the Our backed transformative comprehensive needs our that for clear robust is our clinical and growth platform management and a products board-certified the areas product success financial us by market: surgeons; driven strategy in disciplined Sientra by plastic differentiate profitability. three data, of serve to

augmentation plastic a a services and We're partner products needs positioning in meet ourselves elaborate. preferred to focused Let aesthetics plastic platform for Sientra with surgeons their surgical and a of me company with on board-certified a both products is platform high-value as reconstruction. surgeons. of

product meet can of their We agility know who past has the that Sientra's capacity Sientra single This a technologies evolve in several needs care. company fat expanded value has into them. assist this plastic complex to has shown expanders, demonstrated and that one area evolution and from alongside its and plastic surgeons the rapidly grafting to other years interesting reconstruction leading to of surgeons partners with

Our we free reconstruction of profitable next any cash quarter. clear that by we performance creating shows flow a cost growth, to are growth driving are focus positive but on not line at driving sight

AlloXX our the expander that of and expander, I'm only first quarter FDA-cleared MRI extremely FDA clearance in our is compatible. proud obtaining accomplishments Pro this of tissue tissue

patients the call. We later expect will reconstruction explain care that standard a this product for a little game in Denise of changer bit the as will be in

which clearance, innovation to many expander new to products commitment years, demonstrates is by the tissue and Sientra's FDA cleared market. first This transformative the bringing the

companies one so. the Having had doing other past the getting may Sientra products months. While by proven products to the talk in track XX or cleared the of FDA FDA about approved a companies select record of is new three

from to two will Viality the competition have growth additional XXXX. SimpliDerm planned going product our innovation products forward. of also us profitability have new market fuel set We introduced apart the level new and for launches and This and

quarter. of be our fact launch growth will grafting commercial early that product this in of begin product the example the Viality. One We'll past

the continue hospitals, getting seeing launch. through we into encouraged of of this the to we're we're early stages in product the work While but process contracting

Hospitals for products. the orders reorder placed their quarter of at beginning Viality the that already first have have

ordering coming expect We reordering. in more the see began as orders an and hospitals to quarters of acceleration

held event and as the present at world surge share Surgery the the by recent less presentation Sientra than grow most conference these Dubai. at for those scientific also new existing plastic Guinness for Physician companies demonstrated products in the ever In in as on implants Plastic attended interest the they expanded in new internationally two seeing have to The most records one continue last We're another ICOPLAST in the earned Conference. nationalities from addition the markets this countries. innovation, international growth our XX months. already to to we take markets three solid in

it dynamics. cyclical consumer is and balance that plastic Looking important and XXXX, augmentation buying in more forward is behavior. of sensitive of segment remember very to reconstruction changes different to in Documentation two to unique segments with surgery the market

As future is less augmentation we're a is this But interest augmentation the we fluctuations. reconstruction the to upswing The market, in other as the to that to augmentation expect segment in our typical cyclical breast in softness this market seeing an market remains result, indicate strong. market sensitive on see in continues hand year. research

revenue procedure also and cases higher the a price products. of Reconstruction multiple opportunity given use represent points per

close $XXX than Sientra As a reminder, $X SimpliDerm Viality doubled total for million addressable to of billion. to recent more the market has its more launch than

reconstruction foundation the growth. our the both on augmentation and focus been has Our of

add XXX We continue quarter new to this at accounts close accounts. in to just new

market share our implants three the of During core business doubled have years, past and in our expanders. we

we growth. forward, to most our productive drive Moving penetration and are more of enhance with our aim accounts, existing as they

the million look balance announced of we're full revenue we $XXX to the forward our to from As year the $XX of $XXX to previously year, guidance revising million. $XXX to million million

continued guidance revision is an increase our of to reflects see new augmentation revenue. full segment. that The X% we'll This expectation XXXX in XX% our softness over year

seeing by we the expect products normal double-digit our continued hospital also to softness process. While we're follow SimpliDerm growth, offset Viality be of the contracting cadence our the of adoption reconstruction

to from Achieving the getting steady see before six hospital contributions. take start revenue product in a we by meaningful adoption can to months contract, up

products head adding accounts believe us we the strong set we acceleration that Given this are up of contracts, XXXX and will number both beyond. and for that as into

midpoint to be guidance efficiencies, reflects expense revising $XX to confidence cash basis, we continue $XX our generate is at our end XXXX. versus flow to GAAP decrease non-GAAP and Sientra can million, guidance operating decrease versus at $XX operating a year of positive As the to we're infrastructure this of $XX by a last midpoint. million, that On a the leverage million XX.X% our year. million This our the of XX%

over Dajles, I'll data. our Chief the more about to now Technology Denise to share and clinical our Officer call product turn

Denise Dajles

designed augmentation Thank our platform about and needs to serve patients plastic already reconstruction the surgeons. you how you Ron. Ron to has is spoken and of

portfolio, our be continues transformative of mind. innovation As to to we top continue expand

continue and clinical to have. the we products body to are research excited support and about solutions We total we add products groundbreaking transformation in

and AlloXX have the limitation of is example care significant FDA-cleared the our advancement Expander, undergoing helps standard cannot Tissue in the women innovation MRI-compatible remove This presently a of -based only expander. expander is it tissue who first One for that because for Pro tissue MRIs. patients, reconstruction reconstruction,

reconstruction And the in recurrence because cancer, and MRI or were considered the unsafe the to week, for expander, tissue of to underlying infusion may first test patients be led conditions needed for screen MRI. force other that to for of injuries magnetic for these the

expander. does and tissue only MRI foregoing but not an not and will Sientra's left with next will also remove AlloxX radiotherapy, a having AlloxX Before has Once faster be market the to which of women were we allow that additional with on for believe Pro option plastic Pro, feeling provide interfere screening negligible women groundbreaking MRI, year, for surgeons. new interference surgery, a with for the choice

and evident we in research We are is our data the transparency to which product committed accountability in clinical shared. development,

and We transparent more our have the relevant significant in anyone provide market. presentations data depth in and believe publications we our research, that and than we in

our and with that implants over clinical you, safety were XX-year a remind results. will breast unparalleled trial, clinical I evaluated

industry. lowest contracture, lowest have one shown the of implants been the the clinically rupture reoperation Our capsular to in and have rates rate of and

post-approval tenth that year, real-world nearing its data reinforces study continues ongoing evidence. safety provide Our our with profile to

best April wide far at part our procedures As across a patients impressive similar also market. commitment outcome. XX,XXX demonstrates provides six Sientra to is XXX than in and and year it our is surgical Annual surpasses post-approval patients products to over study in Aesthetic sites, for data in in an the rather thus industry-leading handpicked the has warranty accountability, of X,XXX Meeting the continues which patients Society Miami show study range year, more results. efficacy sites, than and why The we our shared This this implant over and of of implants

we in the data and amid complications. selective for patients, more presentation incomplete than of the not and and self-reported transparency for is we openness Importantly, of complications are provide meaningful clinical data presentation cohort across relevant clinical data, believe data all or in but data, highly all and that of critical excludes We these the present, that that curated and provide selective presentation surveillance cohorts. information post-market physicians

and Our deep new supported by products also transparent research. are

We continue clinical retention XX-site vials. study our ongoing volume with long-term

that retention yielded over to we post-breast makes the and reconstruction. both and at clinically three-month first This stated, study results preliminary system only augmentation demonstrated previously this retention high such volume data points, the results. six-month time As Viality, Viality have have preliminary from XX%, shows and

with are their the self-respect, from self-confidence transform will is seamlessly That as them. innovation feminine and life changing is bring they and aesthetics our gap it data Again, fourth completing take more and provide to to and feel study we we transform to them that procedures expect dutifully, between know we journey this market safety. products as goal and about a We help products our them very quarter. the the patients, early responsibility trust rebuild for We these bodies, they in their industry. to and believe good helping bridge

Officer I over the financials. call Schmidt, will to the to discuss now turn And Financial Andy our Chief

Andy Schmidt

Thanks, Denise.

earlier, Ron management QX results. our and revenue flow continued strong showcased exemplary cash mentioned XXXX our and performance, EBITDA financial expense trend results As free disciplined of

All of performance, year. path expect by flow to our we to achieve this QX positive of cash these support elements which

the compared $X.X Non-GAAP $XX.X highlights year at with compared million for record of QX of as million year EBITDA million compared flow $XX.X loss year key of period, a as operating a prior improvement. $XX.X $XX.X million loss million year a include million XX% reduction. $XXX,XXX an Free improvement. expense Non-GAAP period XX% XXXX cash to the period, Our for of free flow QX the financial prior or $XX.X increase to was usage prior prior a $X.X million for million as compared revenue cash X.X%. for the $XX.X XX% to as of period, usage

build both new reconstruction continue augmentation a with gains on revenues wins. key share across focus and hospital core with Our to market product

revenue not Viality, from we contribution reflect and does programs a QX. contributions small and revenue the Our only includes in launch current early our period from expected SimpliDerm launch began as

discipline improved breakeven this This expense for Our performance. cash working operating capital of management the flow near with combined flow a our cash is efficient fourth flow free performance is quarter. is consecutive quarter performance cash spotlight, a free combined

we million expect over $XX.X communicating next quarters. past from free Street the hard of and had we year four to flow from improvement. During over a perspective, been saw the This this is continue cash past the quarters, XX% trend decrease the a the million $XX.X result trend work to usage year-over-year several we the to

was year. XX% gross half pro includes is over XX%, for of will primarily was view, by QX affected GAAP of which XX% same which sales. margin depreciation launch due charge Completing last the million. of period the Viality to and a XXXX The the decrease Viality the the This technology inclusion margin charge amortization current performance year. compares and our costs, year's of of P&L of second manufacturing of cost negatively know-how amortization gross and non-cash $X.X develop to forma

not Prior to expense continue as in cost GAAP fixed in margins This to product to hence expense. increase. this significantly impact launch future charged will was non-cash G&A Viality is periods nature, sales

$X.X from loss in was period, a operations improvement. QX XXXX, $XX.X for year $XX.X operating as a GAAP QX or an to $X QX XXXX expense for for million XX% Total loss decrease. $XX.X year-over-year to XXXX million, compared the GAAP million million XX% compared was continuing Total prior million

key was of to June previous from at XX, million, Switching quarter. a sheet $XX.X the $X.X only items, cash million balance XXXX decrease

Given and our cash cash exiting performance XXXX. improving flow-positive year to growing to we revenues, have cash sufficient feel performance, that drive free free business the we fiscal flow

on XXXX consistent a efficiencies. December XX, focus of inventories performance down in strong XX, year-end see million. working ending We of to $XX.X with our million inventory continue from We XXXX capital at $XX.X management June

XXXX. forward June half performing million, includes all, strong and balance inventories. our improving first XXXX at look financial of all building and performance AR of our a continuing model receivable trend This XXXX well. Viality seen from we've to $XX.X also our of $XX.X performance. Accounts million is year-end At down was facets financial XX, In

At call this time, to back I'll turn the Ron.

Ron Menezes

Thank you, Andy.

clear without growth. long-term sustainable Our for progress will a profitable been possible not have strategy

As our remarks, inflection in business an I said model. in my we earlier point have reached

safest for We on the best and providing aesthetic solutions the have remained innovative focused, most outcomes. singly

seek and reduce the potential patients during in to we their risk for innovate every their in empower Sientra, about At for journey, step health. them making decisions informed needs and their guide

future transformative and with have that a invested Sientra, growth services. and offers potential portfolio a have areas diverse products the in for transform and into We the most helped us company profitability of

call to the I'll for And turn over with that, the operator Q&A. Operator?

Operator

Group. At this Instructions] will comes you. with we begin [Operator Thank question-and-answer Yes. time from question the the And first session. Anthony Vendetti Maxim

Jeremy Pearlman

This evening. you on taking for Jeremy Anthony. is for Thank questions. Good actually Hi. my

start wanted So with to I environment. just first the macro

think in softness a have that that's augmentation to said pending recession. or seen You the Do interest due rates you you've just higher softness market. maybe customers of a fear

So surgery? type they're just invest in some type hesitant to -- in that now of

Ron Menezes

business a if This we're about one quarter. the the is is -- important. of now was don't But as of this Ron. what I reasons were. speculate obviously great where It the know company XX% that at augmentation things our in I would past

have the million. XXXX and close $XXX change. But to we TAM That entering started soon end next $X because company will at would become part, sometime, TAMs a billion well will of in from late a year day, be as we the diversified smaller new

in is market XX it's this research We Now, within we much last to the getting now XXXX, XX%. of thinking year. breast of and the there a augmentation a research there seven about And there's about market seen market XX% aug prospective higher in a what interest we still same March months though did in even did patients had patients. softness by we've

travels, there's that high interest next there's augmentation the is thinking, the it's still than surgery seven in whatever augmentation. I year. there very hard high done a all the a to between to so still quarter in And measure, and getting think for softness But getting it's second everyone's But interest XX higher last much months. breast while different

Jeremy Pearlman

Understood.

environment. it's cyclical like the rebound rebounds seems -- then it healthy and should So, more a macro market cyclical it when a rebound the

And process? percentage Okay. you represent contract long the Viality process. -- the you and of SimpliDerm, you're middle know What hospitals hospital middle switching what you that are actually in in of accounts have then six-month this just and currently of the the the I does said a there's that of to

Ron Menezes

the We're actually what's starting introducing. very of the in happened just We're SimpliDerm Viality out in introduced process of some We encouraged to beginning. quarter the just reaching accounts the at contracting. beginning and through

earlier, April, actually that in expanders As rate hospitals stated March, the on --- they the already seen have we at board tissue I in the same came ordering first and implants. reordered they

we're getting happening going of accounts. It's Now, weekly. through that process more

to the product For GPOs. SimpliDerm products to introducing we're and hospitals

example as hospital good seen and experiencing high SimpliDerm. very and very some that on as well-known interest networks of excited discussion are in Viality that seeing well. has we're some an well we've good trying So, is a We're feedback the very that about a

in and in Viality So, that of for stages introduction Viality the what's hospitals that part early about the we're came same thing for very onboard. excited happening SimpliDerm for

Jeremy Pearlman

It Okay, great. sounds really great.

going to -- revenue. just question last then a be from really the nice I think us. there's contributor it's And to to going

know -- just yes, You -- lost excuse if me, you yes, here. I -- what -- sorry I question the could don't sorry, sorry the

I'll question yes, pull queue. again, jump I'll back up hop If I the in back So, in. the

Sorry.

Ron Menezes

Thank Okay. you.

Operator

Thank Stifel. you. comes next with Jon And Block the from question

Jordan Bernstein

first account Jon. Jordan guess for is on Hey, new growth. it's Bernstein my on I question

You could between products further then new come aug quarter. Is million growth to that for opening Thanks. to you some Viality the million down and reconstruction us? the And and new break that would reported Where for if $XXX newer account doors from? just the expect in you of business? $XXX

Ron Menezes

million, $XXX reconstruction. $XXX Those from existing came over of XX% really coming of now accounts Obviously, $XXX and million revenue in. business. drive Still And about our XX% to the Yes. million our future new from almost right the accounts augmentation comes revenue accounts.

discussing for which be find to we exciting before. we're future as much still for the So, augmentation, higher

continue is cyclical. and share. to the that augmentation shared I gain great already The continue in we'll to in data thing quarter, The both market but data reconstruction. first for grow share second the don't quarter have we is

Jordan Bernstein

being Thank a Great. general. bit would you demand the progressing of how say into more just the my be year am correct? the some would the side? anticipate have you. peers versus follow-up in are you would that experiencing the said hesitancy And the fourth augmentation with seasonal of aesthetic of that environment second from half purchasing there's And I we August, summer hearing I quarter then in I XQ on strongest That now on XQ some that the guess Thanks. cadence-wise demand the side. year, if your you're

Ron Menezes

keep Remember a surgical is really on focused becoming no in it company mind There was there. hospital cyclical aesthetic environment impact as the well.

grow the And now. products as the have well to environment, that side. not continue be We extremely entering markets reconstruction roll we on hospital discussing we'll new we been right in new

we're So about company. excited the future really the of

will hospitals introducing we're Pro the The timing manufacturing to two said products introduced and did market. want beginning to at that was acceleration just up a we have we to of try tell everything already We by SimpliDerm the of complete that it hospitals and in year new of have changer next them and requests AlloXX adopting months. five we're that Viality be setting both next game the launch we accounts I the the and then and product our of and

to that's big our So as going be focus well.

fall softer in happening is then and interest a fourth picks has again high usually what's and more augmentation quarter of the patient thing in augmentation. not very, the definitely in area. and you'll little is cyclical good the in macroeconomic the in in summer by The still see independent changed is very it side on augmentation of late Now a up

Jordan Bernstein

Great. last And for question then me.

ongoing the for seems But or the like thing. would Viality hospitals. contracting still the you how that of characterize to that account the It That’s would on processes XX% the are revenue X% exiting Just think revenues forward? last would stream moving fat-grafting with you XXXX, system.

Ron Menezes

Yes.

QX think this we range in yes, think, year. be Yes. I still that exit it'll

Jordan Bernstein

color. Great. Thanks the for

Operator

from next comes you. Nowak And question Thank Craig-Hallum with the Alex Group.

Alex Nowak

cash or do new Ron do in referent QX a little afternoon, cash you're Good XXXX, positivity remain might Andy through after or you around so flow everyone. great. think as positive expect jump you bit QX flow rolling Hey, the for the out to products?

Andy Schmidt

This variable it it's we're Sure. the to be on is depending Andy. launches. going modeling Yes,

with not However, manufacturing, higher very unusual it's a on. commissions, vendors so to flow seasonally coming a paying have our where cash quarters. key very, is QX. QX than with year do of our has strong with seasonal and to for paying to the bonuses That best to do a Again corporate us usage see basic other quarter this of off lot has structure do paying

seasonality the at piece concerned going only it. the of we we're cash one So that's QX balance all about that's where see quarter and the not Again, cash. into our on

other are pretty The quarters predictable.

Alex Nowak

with working is strategy far Sientra you how grafting to That's when in Viality is Viality physician used like using product? basically hospital Sientra helpful. the launch, how about implant placing how biology it in And two think fat about being or to think a bundling being one-to-one the this used another the it one with often is is or so maybe is the early a and

Ron Menezes

early discussions betting we advantage for with all have and to we a strategy It's an and a have obvious plan products, hospitals there into Yes. on a we're we for not have have about we hospital. too that the do But that obviously strategy details going is reasons. get do

before, in offer needs ADM to prefer this a the ability stated But in we to implants hospital already product multiple fact I those that And from into tissue deal the some surgeon and expanders, grafting. hospitals almost hospitals walk seeing As some wins with now of based strategy. an everything one most we and honestly reconstruction have vendor. on are the also

Andy Schmidt

the side to add of of that. kind modeling me let And

be the XX getting high at how done, $XX,XXX if that the to basically hospital margin single look suite dollars patients. ADM When might at of the the $XX that an The at as again now As for for full one look a utilizing expander $XX, that you revenue are procedure got are and back as implant procedures augmentation patient. rating. you've a Sientra be augmentation and or can gross fact times Ron patient said, patient complete you basically suite. That then greater one suite, that one compares for suite

So this it's model. on multiplier a tremendous

Alex Nowak

Obviously stepping came a gave and that them approval makes talk putting about PMA then potentially as FDA the the and Certainly, product the in sense. AlloXX There's on And Pro. you line. obviously

I away So what background? FDA PMA is guess the -- What what's did step doing from the round?

Denise Dajles

Pro, Alex. with Denise. very of a lot around This and it in have is Hi, really it's for strategies AlloXX we've clearance and we're got the because good Actually, recent products with with have our the a that excited confidence we really, to the strength data turnaround. to them that strong work regulatory

on we're X.X over taking now ready XXX(k) on is there's for that recent years for PMA Overall, XXX that. We shows approval. clearance or days focus that Right getting data over launching. and know NPA

are because of a have to lot and product we clearance the very it. move So excited around in a introduce, need launch market that the there's on now excitement huge with we the this and opportunity

The other no approval. expedited to That's all before. decided for available the that market path interesting route, which ever what they thing at moment said PMA products we'll have go they there on active are publicly conversations have are an the PMA already is if

Alex Nowak

Got it.

what's those competition the the take the on out to implants Okay. want the market the who status in then just the market just in who market are latest Very for in there. those helpful. just come already And market lastly to

Ron Menezes

you well. the Oli actually as market. to own current In move environment start of I'll in two I'll competitors over let have address and the market that still majority U.S. the --

aug So we're excited future as recon. in very very, the about and both well

XX% quarter in recon. the I growth in have opportunities share announced We first we in are that about and reconstruction

ways a Oli long I'll are but we're soon much don't side still their in very entry then be expect from we've to now go to right leading key make I new mid-teens And on anytime augmentation. They products. And They on let then comments great there. focusing a anyone any are competitors. the company So on that. got a other the

Oliver Bennett

Yes.

market. responses Ron, Just follow, seeing the obviously in to can [ph] we're aggressive existing the be competitors

So FDA, And from the we gain and we're that this to as PMA. the Denise credit recent a half obviously it's that for it close share. privy our showed our almost sales market but year not as and to NDA data products on force to three conversations continue alluded average those approval two for to actually years BTIG then,

any to the approval has suggests a new entrant that marketplace. So in significant that path getting

Alex Nowak

All right. Appreciate update. Thank the you.

Operator

Thank you.

I show time we at meeting. closing no this concludes As participating for no That further today's questions remarks. in session. you have Thank our and

Ron Menezes

you. Thank

Sientra (SIENQ) 10 Aug 232023 Q2 Earnings call transcript