OMCL - Earnings call transcript Q3 2018

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Operator

Good afternoon. My name is Jason, and I will be your conference operator today. At this time, I would like to welcome everyone to the Omnicell Third Quarter Earnings Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question-and-answer session. now Mr. turn would to call I host, our Instructions] like the to over [Operator Chief Officer. Kuipers, Peter Financial Sir, you may begin your conference.

Peter Kuipers

Thank call. welcome XXXX you. to the Omnicell and Good third results conference afternoon, quarter

Founder, Joining is expressed materially call include cause other statements me forward-looking from actual or and and to uncertainties, that Randall Omnicell those will risks, today subject factors CEO. Chairman, Lipps, results This President, implied. could differ to

the any filed statements, information description of based made the of statements of that should change. undue the please For more today, refer the not cause passage filed forward-looking forward-looking today. the October XXXX, XX, of on to SEC on these made place recent our a annual detailed time conference more you may with other Omnicell this February SEC. of in in events made date impact risks to and release with and reliance press are report these be on in the date statements call Please XX, only. on simply that all is reports XXXX, beliefs Future call Omnicell this Form or the XX-K beliefs as this aware The on forward-looking

then Randall year. is prohibited. this guidance for will will rebroadcast taping, cover audio first and without quarter our Omnicell, an Finally, duplication I call of the is the Inc. third provide conference on or of our consent the of property and the business, our Omnicell XXXX, any results expressed for update written

today, announcement site and of earnings in Investor our omnicell.com. earlier Web financial is released Relations Our results the third quarter included was section our are posted at in which

also the be will same remarks section. in prepared Our posted

to now Randall. me the call over Let turn

Randall Lipps

afternoon, Good everyone.

dynamic in areas. one platform medication third Our ahead further a momentum continued and number in is vision our customers as several results position that to environment. to management scale healthcare The again enabling reaffirm Omnicell's the and business stay quarter

like followed strategies. I'd our on to financial results, strategic First, update growth brief update on an three by give a our

a areas. Omnicell The strong quarter for momentum represents and third record in many

of to in quarter XXXX revenue. third The our $XXX first exceed million is quarter

The per the range, company strength our are plus $X.XX demonstrating margins of a and non-GAAP third share gross business and in XX% scalability record, the again quarter model. EPS of represents

The third healthy agreements, a dollar quarter good number being platform of strong XX% And deals a bookings, gross increase and the had quarter bookings backlog, product a third record of in including product commercial multimillion increase these margin. with momentum had deals. plus very in in

the automation. following importance trends the increase medication Now, that of we management strategic believe

First, on for healthcare for both systems platform continue to driving solutions need thereby inpatient consolidate vertically, one to automation management be and patient financial both improve horizontally outpatient. to and outcomes and medication the

fastest-growing spend the expense management the spending healthcare. Secondly, in expense increasingly healthcare in cost and care category the Pharmacy its is as elevates fastest-growing category importance. care, organizations medication across strategic continuum total healthcare, manage is of

very care Lastly, industry-leading of automation. the drive aligns increased platform that entrants trends. the our management for these healthcare integrated medication with healthcare management across strongly the will of We need medication formation nontraditional believe continuum

years growth of Automated goal IVX December, XRX the strategic industry-leading year, about we we pharmacy. and expand Workflow. our our Under build platform, advancements we're last to medication pillar Pharmacy the of the platform System, automated differentiated growth achieving scalable digitized last excited the have innovation and of three In Now, strategies. grown fully in in executing by first we management as number and continue with the business the successfully Central the announced our

the both a IVX XRX to and healthy in commercial several commercial and new quarter the for the see the of build we pipeline. third signed During products, XXXX, Workflow we agreements continue

the and IVX and backlog, in our believe XXXX live be we seeing demonstrated future and in is of also customers. we in to and continued the marketplace. differentiated comparable providing The momentum platform value are It in and the customer revenue XT driver years to a platform before, no of XT modest platform of The also flow, see competitive communicated bookings are the that acquisitions continues timing winning pipeline, medication power Omnicell given we revenue. As Workflow well in by there Omnicell frames. market the customers. the the has are the we We be market. to strategic the clear Throughout to bookings, success accepted the offerings. growth the to expect Increasingly products XRX eventually and contribution Series management from from XXXX received is

quarter over agreements, in the third the Omnicell multimillion with multiple XX% commercial with over of of In which record from new were XX% remainder platform. customers number dollar from and quarter dollar total on multimillion over adopting quarter. who never products is of are XX% third XX% of had bookings competitive greenfield a conversions, prior has competitive automated XXXX, conversions our up The the and This customers bookings, before. the company were

we trend we new the large For gains further of notable was experience we In share, rate wins, had we continued continuing during our months third gained XX%. experienced to competitive share September many customer the and ending of quarter, the XX quarter accounts considerable base of the we added with competitive to that XXth, believe that years. and have XXXX, market for a our conversions XXXX conversion number market

predictive platform XRX industry-leading the use XT in deals Central and and provider partnership well operational enhanced robot, robotic our Pharmacy Dignity expanded optimization as Bakersfield intelligence Omnicell's Systems, Couple strategic the includes with the Health in in financial medication cloud-based We has better This also technology Pharmacy, long-term wins Central patient the robotics management partnership long-term this IV be to of first outcomes. platform for renewed Health, enhance and site compounding, safety to Dignity the University and patient California, patient existing sterile quarter, help Dispensing Automated outcomes. Augusta and business IV Memorial selected supporting signed Georgia and to services and customers. our as improve comprehensive in performance outcomes. Series Hospital, will in-house

new Internationally, driver for second Our in growth pillar years, we multiple Korea of us and up South we hospital several future. robotics which entrance the expanding into are pleased the last was first markets also sets announce deal into a strategic the with market believe IV significant locations. to our

and medication the retail The on pharmacist reviews, success, consists base. also expanding the building platform voice pillar base, engagement synchronization, three Central our worldwide combined response continued business. and within created specifically strategic third Meanwhile, management with tillers interventions, of relevance in therapy large acquisitions customer pharmacies. We're pharmacies future for and the of deliver the patient workflows growth strengthened platform the Our And scaling one notable In our development to are comprehensive single commercial we through medication platform. portfolio messaging interactive of third now we quarter, believe solutions IV have Omnicell cross-selling patient that of and platform. and for pairs initial with our cloud with has XRX expansions customer Center seeing base and foundation the targeted product drive solutions. including for patient engagement medication we and results. infrastructure Omnicell strategic total with of solutions, the presence strategic our based engagements Pharmacy now continue We to and our XX,XXX Performance in our that Robotic momentum over in our

Now, for Peter? results. turn back Peter on me detail it to third let over the more some quarter financial

Peter Kuipers

you, Thank Randall.

year-over-year. over of GAAP XXXX million revenue quarter X% up $XXX.X third was Our

Our GAAP year-to-date XXXX revenue year-over-year. $XXX was million up of XX.X%

$X.XX is quarter $X.XX from earnings with per of share third The per in GAAP in third per XXXX. the accordance share share quarter up

Our per the year-to-date XXXX. loss first from five $X.XX months share accordance $X.XX in share of up in XXXX per GAAP earnings a was with of

to compensation because expense non-cash related acquisition costs assets non-GAAP accounting to addition reported revenue onetime statements, Act component which our as use third the addition of useful Cuts quarter events tax our is the results results, related understand the The failure XXXX. and included in related and full report we Tax financial acquisition believe on and compensation well associated to earnings is with of a In acquisition of expenses. benefit and and statements reconciliation acquisition and impacts restructuring our our investors our in release one-time posted intangible on restructuring to are Jobs results financial we from for expense as it related is GAAP acquisitions, deferred stock non-GAAP the stock amortization for GAAP We excludes that results financial impact onetime and expenses, non-GAAP basis, a reform amortization of GAAP adjustments to of website.

of were The and strong third and business quarter demonstrate results our model. scalability the financial strength

of the earnings above provided $XXX $XXX million, $XXX.X second was revenue million. of non-GAAP quarter, our third the of range which higher call in end the guidance in quarter is consensus and For million

Our year-to-date of was $XXX million XXXX revenue non-GAAP XX.X% up year-over-year.

strength EPS share, non-GAAP per that mix a per the above Third up to was same from EPS record. up consensus range quarter we $X.XX $X.XX non-GAAP XX% our tax management XXXX XXXX. extent driven and cost a to of expense. mostly nine was favorability favorable strong Year-to-date is to and by XX% last EPS in earnings above call and was $X.XX platform provided and quarter second year, per non-GAAP share product $X.XX pricing share of guidance months quarter and first the company lesser XXXX The a compared the

indicators more the strong In the and showing business growth, are momentum there addition revenue has. to profitability

are gross First, leverage. XX plus demonstrating the in again margins range

plus record Secondly, commercial multimillion dollar number XX% platform the deals of had third agreements, quarter of deals. being a these

quarter a healthy increase product sequential third and in momentum product in bookings the strong in had a bookings, Lastly, margin. the gross very backlog good increase the

Automation workstations, in performance is Omnicell and business pharmacy, Omnicell OmniRx and analytics consist dispensing adherence. MACHX center dispensing automation of robotic systems. of automated consisting cabinets, and reported analytics our analytics supply, anesthesia Our XT segments also central medication

by helping in through pharmacies Our software, InPharmics of broad medication retail segment packaging and used packages Avantech, The acquisitions patients platform adherent adherence subscription create this stay of consists and medication their Aesynt a that also segment. included pharmacists of medication to in regimens. assist equipment are adherence MACHX,

in $XXX million Our cannot adherence year. million acquisitions revenue million XXXX On year. segment of income of segment $X from the non-GAAP for operating income be million revenue income last GAAP GAAP $X quarter basis, easily segment. last $XXX in operating GAAP million from expenses a GAAP in operating of applied in million a excess the compares The third was Ateb our for year. operating $X.X revenue XXXX Non-GAAP compared of in contributed of profit in million adherence of or the year-over-year $XX million $XXX year. prior quarter GAAP automation year. months XXXX million up $XXX for This in corporate in was and quarter operating the for quarter that third interest for in $XX expense quarter. accruals up last income outstanding GAAP million GAAP is nine report are up MTS third other Non-GAAP in of in XXXX, to Non-GAAP consisting loss in the the $X of of loan million revenue segment million XXXX medication in $XX XXXX. the of year-to-date quarter the of from same was quarter by both same to segment GAAP non-GAAP quarter XXXX We and quarter mostly expense by a $XX compared of Medication quarter separately. XXXX. operating primarily XXXX the on re-measurement. currency contributed operating Technologies, the incentives. included compares breakeven operating obsolete prior of from of XXXX to loss prior million moving driven to of $XX a was common onetime foreign third compared million third impact operating of in the million primarily the medication quarter year-to-date prior $XX operating year. of the SurgiChem basis, and loss slower GAAP first in driven approximately net certain the and in expenses either was prior the quarter $XX income a same the income to analytics million, third $XX The year-to-date reserve On basis, On the of income quarter XXXX, was quarter compared year-to-date that $XX $X.X and up the balance the dollars in last were to operating third of million third million, second year. and in Non-GAAP for the $X.X the the in And million for up $XX of year. GAAP The inventory. to of $XXX $XX non-GAAP increase XXXX, bookings loss million same million million, income XXXX of quarter for variance from

and Let's now move to the cash balance sheet flow.

by and was XXXX, have excess cash up during million, down on September the of as of XT Generally, quarter the the the $XX of after completed. and obsolete days become years. of levels for in outstanding million X.X of a upon was to operations second $XX outstanding installation outstanding the from the three month backlog million, billing We prior month. then seasonable timing was pharmacy XXXX is net quarter At June we $XX shipments balance quarter had this funded million strategic of agreements then leverage is an EBITDA robot months June at XXXX mostly $X see XXXX our XXXX, bank year. increase based quarter. in revenue, XX record from the introductions due year X.X and then driven mostly series, in funded seven driven end loan compared measured largely September products and income. balance over improvements into sales customer of and Third the our down with XX, conferred we that total as Based invoice from days simple in were quarter related reserves. at our the of revenue. for quarter is approximately cash following the $XX now IVX September last the product million Inventories XX concurrent from our XXXX debt the XRX Bookings, ramping a quarter was flow by of workflow increase over to loan month last are stock this shipments. the billing we September in XX, XX, the The billings million $XXX Because third and

quarter the million our down facility. During loan we paid on $XX.X and revolver

did we sell common quarter not offering. they of at the are market During shares stock the and

the XX, Our up headcount September is from at beginning the XX year. XXXX, X,XXX of

XXXX Let's the quarter is guidance to The now for follows. guidance. fourth move as

$XXX We expect million. fourth quarter $XXX and non-GAAP between revenue to be million

We fourth expect the and non-GAAP $X.XX between EPS to per $X.XX XXXX be quarter share.

Our full-year XXXX as now guidance follows. is

product new up guidance bookings $XXX range. million. between We XX% million be product bookings the $XXX to $XXX expect guidance taking the midpoint range. $XXX increasing organic now We're narrowing XXXX and previous revenue guidance. This of represents to are the million. when our XXXX We of is from guidance million the a This growth rate non-GAAP

previous non-GAAP the expect to $XXX $XXX million XX% rate This range. represents between taking to million was when organic We guidance growth $XXX million. range the million. XXXX greater be a $XXX Our revenue midpoint new now of guidance than and

XXX operating of annually. GPO contracts net revenue with of As impact net January around fees the the minimal given million XXXX. timing XXX of we revenue was net The the from reclassification non-GAAP quarter XXXX. X, recognition ASC $X impact ASC from the adoption of is impact adoption of third increase largest to of expenses this of was The customers. in XXXX, adopted in of retroactive on The EPS reduction quarter in an the $X.XX any revenue of of in of adoption

XXX. ASC guidance adoption As includes of discussed impact of XXXX our the previously,

provided the couple to When raising organic the of guidance mid guidance and This that note between at $X.XX bottom be items share. when are year increasing year-over-year the We a range. important rate share expect by $X guidance, range non-GAAP and to we to included. XXXX end per EPS reviewing XXXX $X.XX of $X.XX EPS now the non-GAAP of point a guidance total previously it's are growth per represents the XX% taken of

non-GAAP and First, for CRM, of margins approximately integration Ateb not consist EPS, ERP HR consolidations. results for and our operating policy. do of Aesynt adjust XXXX, we include integration based and non-GAAP million for, our directly mostly $X costs non-GAAP on systems impacting that IT expenses for expenses non-GAAP These

equivalent related Lastly, share. million for a headwind secured to facility $X.XX interest XXXX, of around be non-GAAP $X or we expect to expense credit to around per senior the EPS

assuming Finally, your tax would tax now, non-GAAP to XX% the open And we expenses to to XXXX, prepared we annual tax questions. are expenses. remarks. an take average to rate, This concludes for GAAP call like our adjust

Operator

[Operator And Instructions] your question from Naidu first Mohan comes from Oppenheimer.

Mohan Naidu

jumpstarting Thanks on customers trend new for these you're I this Randy, from is customers existing guess, seeing questions. taking platform what is more or my deals, now? a trend this and

Randall Lipps

Well, think definitely customers. I it both of from is sets

energy platform. I they these and investing think outpatient, comprehensive into what the as morph money see as need time into much provider networks and we a

And strategic the or one area clinic. of workflow just than of solution decision the of so, a set one it for becomes more area hospital, outpatient

customers you're they So, you you gather total patient really data, that want all responsible so in. environment a no the the are towards the take solution set to because what matter to -- for

good that's and So that continue. pretty will think we trend,

Mohan Naidu

presuming core this guess it? is part I'm I XT as of of part platform, And

Randall Lipps

Yes, it's are part multiple it's integrated. products really of it, platform but the that on

Mohan Naidu

Okay. All have right. have testing guys new you you beyond already on the any for customers customers, implemented any XRX, and QX? do XRX scheduled On beta

Randall Lipps

for more quarter implemented, through have Yes, ramping forward, every XXXX. we more and up going have scheduled we

Mohan Naidu

growth before? the the going into bookings appear Okay, X% for beyond year, with far growth you new talked about I we the Bookings the mean, XX% rate XX% implies it. to -- I side, an like guidance, 'XX see so to revenue should got which on XX% acceleration guess

Peter Kuipers

the the quarter organic in that backlog, number, to healthy longer although term the of in in We line say we exceeded, actually the midpoint increase financial the consensus holds. would a Thanks guidance. we still do in we see disclose top Yes. think for the framework, the We question. XX% growth though don't X%

course we account of also take You as well. revenue that such product into with have should service revenue,

So, is while a bookings products big revenue. of chunk growth year-over-year for indication an

rate, at Our service to growth grow lower revenue right. tends a

now, XX% definitely So, for it's see momentum in holds but the we many to X% aspects. very business, there positive are

Mohan Naidu

one margin that are hitting operating target side? new updated on we and margin on the in operating a the about target, you side, margin it, last quarter. XX% Got guess I question Should this think

Peter Kuipers

Yes.

perspective, think from target longer a term holds. we So XX% the

non-GAAP of leverage do quarter the year, measure You margin and see true. in up every this improvements Definitely is that on basis nicely. profitability course operating is

guidance not probably are to trend it's year, the but specific we -- that for will, modest bearing seasonally, in of through the quarter that you generally improvements expect year, first would fair a any lower for January given if we course do going call, can you through the prior to mind give So quarter. we lines, say revenue in XXXX, right, than the us year each quarter that expect of

be So it over a year be the through time. it step-down quarter, you quarter it year. going this probably out, trend model we see the going line definitely up But the higher XXXX, will again if in you could should if and increase performance, then to quarter will, on a first potentially fourth than or that's but

Mohan Naidu

Thank my Awesome. quarter, very Congratulations questions. taking much for you it. Got on again. a great

Peter Kuipers

thank Yes, you.

Operator

Instructions] from next Craig-Hallum And Matt your line [Operator Hewitt the from comes question Capital.

Matt Hewitt

to few of saw in into 'XX, you track on think gentlemen. over a Are in XXs, years just ago, next step-up here on last on? bit upper are you even five that the but two gross years, improvements I'm quarters. the a afternoon, bit or a XXs, the maybe similar a nice the the you mid little to kind more, saying as the in you Congratulations is to get not three or product saw are level you margin, maybe specifically wanted trajectory back to QX. better little Good margins you've had dig you I here

Peter Kuipers

over in level. again three had over I acquisition a modest of Yes, we couple with definitely total modest similar the levels, improvement mind that to in we different We that see the ago years bear say an point the of over out like have years. gross see It's almost Aesynt, on to uptake would the operating but come. We improvements next quarters program margin base, definitely would improvements time down going modest yes, we mix good a the mixed forward. to we always the see

Matt Hewitt

timelines gross kind to improving then mix more bit see stabilize time five-year And or that's of like that shifting a that and a or over function little that does that? margin, Where of shake been period? to service little is you Okay. that of a does out where Do same three stuff implementation the that bit lumpy. purely kind and

Peter Kuipers

probably well, we better that time we but the are mix, lines new we definitely probably as number as so of over that a next in bit over we go there's more modestly product a more will probably there have little well here. improve time along Well, Remember also scale guidance it service-intensive provide year. with as beginning, but

Matt Hewitt

Okay.

Randy, you or that to get of frame a just trying reference? QX in QX on that mentioned to the I think, pharmacies up you're Where XX,XXX platform. had a I'm now was ago, year

Randall Lipps

we had quarter. retail Yes, going the so XX,XXX locations into pharmacy

Matt Hewitt

similar so step type you anticipate some customer a that one-time up. a the Do quarter that up? QX, or in third was here items there you acquisitions Okay, have or to in big allowed here set jump one-time nice

Randall Lipps

We the customers. don't on giving habit forecasting, want into number get of of necessarily to guidance

But building and as also over the now infrastructure in a track, it's engagement script it with customer base, as also we in technology last think right, XX. about as you definitely there, filings, So, going course, the initial our description, is in have us, months, has growing company new the forward, see maybe base for and Or that growth customer payers so well, so we so. so that our over of U.S., with a our noted increased we that we're platform. commercial

Matt Hewitt

that maybe the tax the lead timing you're -- think quarter substantial here step get tax QX? Thanks. pretty big jump last it in a That's up me. implying implies for of the in Okay, that rate great. to going would from you the here to to That me, impact I the you're non-GAAP the What for XX% that mentioned third or in one quarter. year. one payments could And back fourth

Peter Kuipers

non-GAAP clarify, from Yes. in is for just bridge. tax results GAAP rate No, to effective XX% results to so the the the adjustments

So the will, discreet items. and is fluctuates quarter, on if different, GAAP based that by actually and you permanent

Matt Hewitt

got right, All Thank you. it. Okay.

Peter Kuipers

Yes, okay.

Randall Lipps

Thanks, Matt.

Operator

comes And your Mannheimer & from of next question Gene Dougherty Company.

Randall Lipps

Hi, Gene.

Gene Mannheimer

on Thanks. quarter. the Hey, Congrats afternoon. good

want the to last others, software-centric rollout of you see, total is Performance ask ago, with you couple versus of some recurring I of Center today percent trended a like And and percent similarly, revenue and business what base years years Let's five over of of few the acquisitions the ago. of would say Ateb your years? how has your as

Peter Kuipers

going not talk the if we're Well, directions, at point. you can necessarily to out will. that this break We about

look we've prop investments software course, if So investment. before as well. performance software-related comes Most this from the platform from integration you actually of R&D delivers. features products, actually lot A the are our of publicly about and our it and value at of talked and that

investing and nature are reasons the products in is related. the from why our just So software customers the

stream a nice the next year. albeit have majority software, is pure considering definitely potentially going might so financial forward, would say a has starting that the that not Now, rate. But do we're do That we we growth I pure in software-based, software statements right. out breaking

Gene Mannheimer

adherence sales notable other No, or And helpful. very notable were med Thanks, all Okay, any sales MXXXX quarter? during the right. there packaging Peter.

Peter Kuipers

the also have of specifically do actually a is maybe customers. We many only the scrip wins mean None I existing with mentioned out, reminder it's customer to that subsection. we call names good a in earnings remind in the to good quarter, --

quarter and of don't in med revenue. we all we automation course, our So customer also installations wins. have in But adherence disclose, bookings every wins

Gene Mannheimer

Right.

or something share from would've what was Clinic So installed that about that? the QX, you Cleveland in that can QX announcement

Peter Kuipers

that's a so That longer-term agreement. one is live. running Yes,

at actually live it second think I yes. of was the the end quarter,

Gene Mannheimer

Okay, thank all you. Great, right.

Operator

And the of question line comes Ramgopal Sidoti. Mitra of your from next

Mitra Ramgopal

Yes, in to sense I be about with South in just you for if going us can hi, changes you And the there's a or robots down business talked know as give March, much to you if Robotics the Korea. continue as Randy, good wondering just market look afternoon. pretty to I settling grow the strategy overseas, was any IV is?

Randall Lipps

we've issues IV and sales Yes, I mentioned a strategy exposure IV so the you initial particularly our And understand think pharmacy as on It's drugs. South what platform, kind compounding of attention, with just Korea is we toxic on require the as if an right, go and a dosing forward, issues is that lot IV I that well of as pharmacy to fraught safety and overseas. issue in worldwide.

solution will have little almost So of sense reasons, the a having U.S. a healthcare as mainly of markets, outside robotic at of solution continue we've we to some we each to take set lot any intently been set think and great of and a the these system. so different the set other and smaller products the develop I so lot I think Europe countries, of on to look of for But solution for that makes U.S., pan a bit first-world viewpoint a little more it. focused

Mitra Ramgopal

appetite particular I And coming just might years on know up And in? I that any and since again, there thanks. only so on to much probably Okay, I areas you in interested you are know your wondering the was Ateb acquisition, can front, almost it's there's be that. say two

Randall Lipps

the management, sometimes are is platform called. that two of the therapy a it's the MTM we over Well, single a to to the all solution in allows big last access sets consolidated that important different years I network pharmacies medication to made think the investment most part platform

pharmacy solution med of that you an through the can while reviews, set get you you to comprehensive directly. also you some need outpatient So other medication can get synchronization pieces can IVR, run to get access

to that's vendor to with advanced, several really And can so that this dispensing not interactive, systems, to To time, who go medications. patients whole in systems cloud process, pharmacy go very a got solution engage allow to them to. single be engaged just them engage of over easy-use make the to very and the proposition sticky and get very have these simplifies sets they the doesn't want the

and of a So, to that patient win we makes pharmacies lot another sense these large particularly think adds providers located for healthcare are everyone, pharmacies, it of adds outpatient for -- a natural improving for retail lot value tremendous in it also them. but

Mitra Ramgopal

Okay, thanks. of a clearly, in a as look And you're and products bigger brining then finally on platform much new lot -- terms investments for your at customers. you

to cetera, expand? or As and sales relates hire as investments not pretty force et necessarily you in needing good it in any the there, relates much shape to it are to

Randall Lipps

evolved has Yes, as I sales think force the company our has evolved.

around go-to-market the sort look relationship to really And customers, selling strategy, with and ongoing positioning our so if of you platform and more opposed the day-to-day they're event-driven. at an

that also our force to retraining important different means have large And people change to types a to with really them really either of connected customers of sales get we and or so these we to years. have fully to them lot digital with next there. takes the get XX pharmacy it to get work really in of a influence order five work over that To and the retool

our has today, allowed which sale So as around has is move us where very to a it's whole our customers of bit really large mindset I entities. toward match to think cost that consolidation changed. And this little are happened,

Mitra Ramgopal

taking for the again questions. Okay. Thanks

Randall Lipps

Yes.

Operator

over like call back closing Lipps And queue. there remarks. now are for turn to further to I Randall in no questions would the

Randall Lipps

to months we nine create healthcare to if this really it healthcare evolving is And has not to working as really more management in bearing to, and and of being Well, validation hard of you first for and the I'm see that begin work on everybody. that a our able and look, providers really medication payer several the will, of but the been and win improving platform, strategic really year, for know Omnicell we only deliver earnest. to team proud the of years strategy represents both

think see and these in team improvements I that meeting with medication has all patient can I and see positive is thanks spent customer so Thank as of the industry it next and a And really that safety And the savings market this both you. really use touch hours with weekends putting platform we large our shout-out of scale, So really and platform who together issues customers. resonating we'll over them. and And to I Omnicell and really solve significant evolution great around in countless just to it's days you significant our over now time. at the area, so again this a manner. them the

Operator

today's this gentlemen, conclude call. and conference Ladies does

disconnect. now your you participation. Thank may You for

Omnicell (OMCL) 25 Oct 182018 Q3 Earnings call transcript