Conference Transcript - MASS 2026-06-10

Kelly Buckhorn, Analyst — Three Part Advisors

Good morning, everybody. My name is Kelly Buckhorn. I'm with three-part advisors. Up next is 908 Devices, Inc. A quick overview of the company. They are a core small-cap growth company focused on purpose-built handheld chemical analysis tools for vital health, safety, and defense tech applications. The company was incorporated in 2012, and they're headquartered in Burlington, Massachusetts. They are a NASDAQ-listed company and trade under the symbol MASS, with a current market cap of approximately $300 million. Joining us today is Chief Executive Officer and Co-Founder Kevin Knopp and Chief Financial Officer Joe Griffith. And so with that, I'm going to turn it over to Kevin.

Kevin Knopp, CEO

Thank you, Kelly. Thank you very much for having us today. It's the first year we've participated in the Ideas Conference, so we're excited to be here in particular here. My colleagues and I founded 908 Devices now about 14 years ago, and we've been public for the last five years. In those five years, we've really undergone a significant evolution. And today, I really want to walk you through what we've really been doing and why, in many ways, we're just getting started. I think we've got some good momentum and some good tailwinds that we're going to talk to you about today. And I'm excited to present because we do believe we're at an inflection point in our journey. What we've done over the last 15 months isn't just a restructuring, but it's more of a transformation. We're going to share with you today how we've redefined the company around a singular focus, and that being purpose-built handheld devices for chemical detection serving public health, safety, and defense tech markets. And we're calling this next phase of 908 Devices 2.0, and it comes with a much sharper focus, stronger financials, and a clearer operational alignment. So just take a brief moment, please, to review our forward-looking and non-GAAP financial measure statement. So we're excited to walk through this next chapter of 908, and one we believe really does make a pivotal shift in our trajectory, and really more than just an evolution, really that launch of 908 Devices 2.0. And let me give you a bit on the story at a glance here. So when we founded in 2012, we then went public in 2020. And in 2025, we made a decisive move to divest our desktop bioprocessing portfolio. We sold that to Repligen for $70 million and went all in on our core strength areas, which is handheld chemical analysis tools for public health, safety, and defense. The divestiture nearly doubled our cash reserve. It eliminated our NIH and academic market overhangs and allowed us to really fundamentally reset our cost structure. And the result is a company now that is much leaner, more focused, and yet still very flexible. We sharpened that focus, but we haven't really reduced or narrowed our long-term potential. And that focus, we believe, is paying off for our continuing operations in 2025. We grew 18% year over year. We did reset our cost structure, and we delivered positive adjusted EBITDA in Q4 of 2025. And we finished the year with $113 million of cash. And then coming into 2026, we carried that momentum forward. We achieving Q1 revenues at 13.4 million, and that's up 14% year over year, and 57% adjusted gross margin and ended the quarter with approximately $112 million in cash and no debt. that combined with we're backed by what we see as some pretty powerful secular tailwinds in the opioid crisis response border security rising defense budgets and our installed base has been growing it's nearly now 3 900 devices and it's present in in over 70 countries we additionally have an attractive oem and funded partnership opportunity which includes integration into drones and ugbs and then we just added near lab into our portfolio which is really the newest chapter in our 2.0 story. So 908, we're really making handheld and portable products that bring laboratory-grade analytical technologies to the field. So these are lab-grade analytical platforms in a handheld form factor. And these are used at the point of need in public health, safety, and defense applications. Uses are pretty wide-ranging. They go from detection and identification of illicit drugs and fentanyl to customs and postal inspection to air monitoring, detection of toxic VOCs, and then advanced chemical agent threats. We also serve corrections and rehabilitation facilities, and we further serve industrial quality control and pharma as an OEM provider partners. The common thread, though, in all of this is that everyone in these settings, someone is on the front line, someone that needs actionable, immediate information fast. So we're really working to make that invisible and the unknown known. So really with that focus on that chemical detection and that chemical awareness, and that's really what we're delivering. So our customers are frontline responders. We serve fire and hazmat teams, law enforcement, federal and military customers globally. The numbers reflect the trust that they've really placed in our technology with over 3,900 devices deployed across 700-plus accounts. And we have more than 18,000 trained users, and with that presence in more than 70 countries. In Q1 alone, we shipped about 167 new devices. So one of the most important commercial developments we achieved over, let's say, the past 18 months is the diversification of our customer base. We've gone from a majority of sales coming from a few large U.S. federal customers to much more balanced base and mix. In Q1, 2026 here, state and local represented, so state and local and municipal customers represented approximately 50% of our revenues, making the third consecutive quarter that the orders from that channel exceeded our internal targets. And so this channel is delivering a very consistent, high-quality run rate business demand for us, which really helps drive greater visibility and predictability in our business. We've seen the recent passage of DHS funding bills, so we believe that provides additional support in the second half of this year for both our enterprise customers and also our state and local entities that rely on grant programs. I also just wanted to take a second to share an example that we think and we're very proud of, honestly, which captures the real-world impact of our products and gives you a sense of the demand environment. So in Virginia, leaders implemented a statewide program called Operation Free that uses our MX-908 for trace narcotics detection in corrections facilities. The result is that they were able to reduce fatal overdoses in the correctional system from 24 in 2024 to zero in 2025. So we were very proud and honored that they flew a flag, a Virginia Commonwealth flag, above the statehouse there in honor of our product, the MX-908, because of its impact. And the leaders behind that program are now expanding it nationally, which tells you everything about where that market is going and the need for such technologies that 908 brings. And in April, we announced that we closed another $3 million order with another State Department of Corrections institution. So the momentum we feel is really very much real and accelerating in this area. We're really tackling some of what we see as the world's most urgent and escalating threats to public health and safety. and demand for modern detection tools is really accelerating as a result of that. So starting on the left first with the opioid crisis, we're seeing dramatic evolution in both the scale and complexity of this threat. It's no longer just fentanyl. It's nitazine, synthetic opioids, which are 40 times more potent than fentanyl. It's xylazine, it's pink cocaine, undetectable precursors, are all fueling a synthetic drug crisis. Some of these substances carry 100 times the potency of morphine. And globally, cocaine seizures are up 68% over the past four years, and just in December, the president issued an executive order declaring fentanyl a weapon of mass destruction, which further opens funding streams and prioritize advanced technologies to equip our first responders. So this isn't really a future need or a future priority. It's really something that's needed now, and it's needed to be taken upon, and our devices are very much aligned with that mission. The second column there really represents toxic industrial materials. So beyond drugs, toxic industrial materials are growing. It's a bit of an underappreciated public health risk. Consumer goods, battery fires, industrial processes are all releasing hazardous VOCs. You've probably seen in the news recently, some in Southern California and other areas, tank rupture concerns and evacuation. So emergency professionals are increasingly being exposed to these compounds, And it's now the leading contributor to occupational is cancer for firefighter fatalities. So cancer is now the leading cause of work-related deaths in the EU and accounts for 72% of firefighters' line-of-duty officers' deaths in the United States. Very tragic. So our devices enable fast on-site identification of these hazardous gases. That supports faster decisions, better protection for these frontline workers. And you may have seen that the U.S. Honor Act passed in December 2025, which formally recognized the growing threat to our nation's firefighters and this cancer risk that they're facing. And lastly, the rising global tensions and defense. So after the first two that we spoke upon, now you can layer on a geopolitical dimension. So public safety spending has grown continuously for decades, and then unprecedented now with global security needs today will only accelerate it further. In 2025, NATO allies agreed to increase defense spending to 5% of GDP by 2035. This is quite a step up, quite an investment that these countries are making in frontline technologies. And if you look at, and it was actually even on CNBC this morning, but the AI-driven concerns around biological, in our case, chemical synthesis and drone-based delivery methods are raising global concerns. So it's becoming very much an imperative to have more modern, broad-based chemical detection equipment. and that's already triggering some expansion and preparedness across EU and NATO. So each of these issues are pretty alone or a large-scale concern, but when you combine them, it really drives a demand for something like we have here, where 908 is very much focused with these very much handheld, field-ready, advanced chemical detectors. So our first product was the MX908. That's our flagship product. It's shown on the top right here of the diagram. It was introduced a completely new class of product. It's taking mass spectrometry, which is the gold standard of chemical detection. It's taking it out of the lab and into the field for the first time as a handheld device. So this brings lab-grade results to the point of need. And so we now have over 3,100 MX908 devices fielded across the globe. But we haven't stopped there. Over the past few years, we've worked to expand from one to a full portfolio of handheld devices. We now offer a comprehensive coverage from hundreds of trace analytes, thousands of VOC gases, and tens of thousands of bulk compounds. And we can do detection to ID from air to aerosols to surface piles, puddles, all from one company. So in 2025, 50% of our devices' placements were beyond mass spec, and that reflects the growth with our newest FTR products. And maybe a few call-outs for you, a standout example is the Explorer product shown on the top left, which can identify those gases, 5,000 VOC gases. And its first full year with the quantification capability was shipped to 150 devices and delivered 40% year-over-year growth. And our newest product, Viper, shown in the middle, uniquely combines FTR and Raman, two orthogonal optical spectroscopy technologies, to deliver a very confident, inspiring, confirmatory identification of bulk unknown samples, really the best we can do in the field by bringing these two technologies together. We shipped over 40 Viper devices in Q4 2025 and over 25 more in Q1 2026. And we expect Viper placements to double or triple in 2026 compared to last year. So combined with Protector and ThreadID products, which are shown there on the bottom row, These products provide a pretty comprehensive offering, giving customers a single source for hardware, 24-7 forensic support through our reachback operations, and now a growing software and data platform, and that allows them to aggregate results, monitor trends, and manage a fleet of enterprise devices. So our competitive position is not just the product specs, but it's really a result of our culture of innovation and really that sweet spot of bringing the newest and latest technologies and staying very close to our customers in this pursuit. So that brings me to our next area here, which is very exciting for us. So this was the acquisition we announced in May of NearLab AG. We announced it with our Q1 earnings call. So NearLab is a purpose-built device for frontline law enforcement patrol, combining near-infrared spectroscopy hardware with a cloud-connected software platform, and really a proven subscription model around that. And we brought one here to show, and Joe's got it here on the table, and we'd be happy to do some demonstrations during the Q&A time, if time allows. So NearLab has over 100 active customers globally, and they've done more than 1 million analyses performed to date. approximately 50% of NearLab revenues are recurring with the demonstrated annual customer retention rate now of greater than 99%. So this really speaks deeply on how they're embedded into customers' daily workflow. So customers in Australia, Switzerland, Germany, the Netherlands, Malaysia, and Nigeria are all using these operationally every day, not pilot programs, but are actively using them by frontline personnel. So Neolab also brings what we believe is the world's largest near-infrared spectral database for narcotics, built on tens of thousands of laboratory-characterized seized drug samples and supported by proprietary AI and machine learning models, and that creates a data moat for this technology, which gets stronger over time with more and more field analyses. So that creates a flywheel in our thinking here, where it increases the accuracy, the value, the adoption, and it directly connects to the connected services, more having all these devices as part of an ecosystem, which is our vision. So the device is roughly $10,000. It serves the sub-$40,000 price point market, which unlocks an addressable opportunity of about $200 million, which we haven't been able to reach before. Each device carries a required annual subscription of roughly half the device price, meaning that in year two, the revenue on that customer is essentially 100% recurring. So in 2026, we expect approximately $2.5 million in revenue for the eight months which we will own NearLab AG, and then we expect that to grow to more than $5 million in 2027 as we plug it in to our U.S. commercial infrastructure. So very importantly, NearLab has had virtually no U.S. penetration to date, And that is a tremendous opportunity, as 908's revenues have been more skewed towards the United States. So about 75% have been in the United States over time. So the Neuralab acquisition completes something we've been working to build, and that's really a true end-to-end coverage for narcotics detection across the law enforcement market. So together, our devices form a more fast and comprehensive toolkit to support a customer's full-field workflow. And critically, low-cost chalimetric field tests, so I think these wet chemistry tests, test-trip type approaches, are increasingly falling out of favor across the U.S. as jurisdictions are restricting their use for arrest decisions due to accuracy concerns and the lack of an electronic record. So that shift is driving demand towards exactly what 908's building and offering. So think about our coverage here in the law enforcement areas, these three concentric use cases, all connected by data. So on the right there, the for the everyday patrol officer near lab handles frontline rapid screening, most common drugs, approximately 400 substances, including THC and CBD, which we can't do with any of our other devices today. Simple workflow, very minimal training. Again, approximately $10,000 device and really built for that broad deployment. Now, if you go to the left for investigations, for corrections, our MX908, the flagship I mentioned, handles trace detection for high consequence drugs. So these are very high toxicity targets, low concentration mixers, where that gold standard of mass spec really matters. There's no other handheld, as I mentioned, on the market today that's mass spec based. So for customs and specialist operations, on the top, our Viper handles broad identification across 39,000 plus chemicals, cutting agents, precursors, and more.

Kevin Knopp, CEO

And it brings those dual technologies to provide that fuel confirmatory approach to complex unknown samples.

Kevin Knopp, CEO

And all connecting it now is our cloud platform that we're working to expand and build out every day. We have two products, one called Team Leader, and now with our Neolab that we're working to bring value to our customers by delivering drug intelligence, fleet deployment, reporting, dashboards, and geospatial mapping. So this really transforms these isolated measurements into more of a unified workflow and position and visibility. So it also drives pull through across our portfolio and increases both utilization and customer lifetime value. So we believe this is a very comprehensive, perhaps the most comprehensive and differentiated suite of handheld advanced chemical detector solutions on the markets. And it would be very difficult for competitors to replicate as we build this portfolio out. This slide captures a bit of the architecture of the growth story. So there's multiple layers here that are building on top of one another. And I'll walk you through from the bottom up here for a moment. And that's how our model of growth really kind of compounds. So starting at that bottom layer, layer one, recurring revenue base. So at that foundation is our recurring revenue. In 2025, recurring revenue grew 22% and represented 35% of our total revenues, driven by consumables, accessories, and a lot by the service and support contract side, where we stay very close to our customers and provide those reachback services. The base is then more predictable, higher margin, and growing. With the addition of Neuralab, we have the opportunity to expand this as approximately 50% of the sale is a high retention returning software subscription. And we also have a solid OEM and funded partnership revenue line in that industrial QA and pharma, which further anchors this base. And that second layer up there is really building on that base, and it's the modernization opportunity that we're seeing. There's an estimated 15,000 outdated FTIR units that are in the field globally that need to be replaced. So that's a significant short-term opportunity that we see. Again, in 2025, 50% of our device deployments were FTIR-based. So with Explorer and Viper contributing to that strong growth profile. So there's a large active replacement cycle out there in the industry, and we believe we're well-positioned to capture that. And the third layer is the progression of our mass spec platform. So on top of that, there sits our mass spec franchise. Our flagship MX908 continues to expand the enterprise accounts and extend greenfield placements. And we have a next generation mass spec device in the works that we're developing that really deliver a step change further in performance, size, simplicity. And it sets up a replacement cycle for those 3,000 plus MX908 devices that are already fielded, while also lowering the barrier a bit to entry for some new customers. So we're excited about that. This is a product that creates its own installed-based opportunity and does drive a higher pull-through opportunity via the consumables and the connected services that we have more communication options for those customers. And on the next layer above is the U.S. Army AVCAD program. It's a program of record we have pursued in partnership with Smith's Detection for nearly a decade now. Smith's detection has responded recently to a request for proposal and are working to negotiate an award for an initial production run in 2026, which represent approximately $2 million to $3 million in revenue for us this year, and ramping up towards more than $10 million per year at full production. So the DOD's recent FY2027 Chem and Biodefense Program request to Congress is out there publicly and very much validates this timing and quantities that I just mentioned. And the last layer is integration. So on the top of the stack is emerging platform integrations, UGVs, UAVs, robotics. They're really the next frontier as we see it for chemical detection and getting deployed in the field. And we have some active partnerships, some collaborations, and we view this as an important long-term driver. We do some integrations today, some demonstrations, and we're looking to foster that as we go forward. So zooming out on the left, there are really some strong external market dynamics that are driving across each one of these layers, three areas there simultaneously that are coming together, increased U.S. funding to combat the illicit drug crisis and narco-terrorism, rising harmful exposure rates and toxic industrial materials, and growing NATO defense budget. So the combination of this model, the compounding recurring revenue opportunity that we can go after here and the multiple products catalysts and the program record, you know, these are the forces that we see driving our business and gives us conviction that we can have a sustained multi-year growth profile. It's quite attractive. Now, I really want to take a moment and walk through a few series of slides that kind of put it together in a little bit more of a financial impact. So I mentioned that we've kind of done quite a transformation of our business really just 15 months ago. And so I think it's very helpful if you go back to 2023 and kind of where we ended there as a reference point. So at that point, we had only one product, an installed base of about 2,400 devices. We had $38 million in revenue from continuing operations. And we had an adjusted gross margin of 52% and adjusted EBITDA loss of negative $30 million and a cash balance of $146 million. So we had a solid cash position, but we were consuming approximately $30 million in cash annually for operations. So something had to change. So we made that change decisively. And if we fast forward to 2025, we went from one to four handheld products and our installed base grew to 3,736 devices. And revenue grew to $56.2 million with 18% organic growth. And adjusted margins stepped up from 52% to 57%, driven by product mix scale and reduced facility costs because we undertook a manufacturing consolidation into Danbury, Connecticut. And critically, we turned adjusted EBITDA positive in Q4 of 2025 for the first time. We finished the year with $113 million in cash, up from $70 million from the year end 2024. So perhaps equally important out of these financial metrics is that customer evolution, moving from what I previously described as that high customer concentration with a handful of large defense federal contracts to a much more balanced makeup across the federal, state, and local, and international customers. So that diversification helps our business become much more resilient, more predictable. In short, this expanded portfolio, the growing installed base and improved margins have really allowed us now to arrive at the threshold of profitability. So for 2026, post the near lab acquisition, our updated revenue guidance is in the 67 to 70 million range, representing 19 to 25 percent year-over-year growth. Adjusted growth margins are targeted in the mid-high 50s and roughly 100 basis points of improvement we're looking for over 2025. Adjusted EBITDA loss is targeted to be in the mid-single-digit million, so roughly half of what it was in 2025, and about a $25 million improvement of where we were just two years ago. So cash balance, we're targeting more than $90 million at the end of the year. And in Q1, we used only $1.2 million of cash for operations, which really demonstrates the leverage we can get on this model as we scale. So the installed base opportunity for 2026 and beyond is 20,000-plus units that we're driving towards with an account for modernization, new placements, and the near-lab addressable opportunity. And the catalyst that we discussed, the FTR modernization, next-gen mass spec, and a program of record. And that's really what underpins our commitment to drive towards that 20% growth category that we've seen over the last five years as part of our CAGR. So we're not just evolving. We really view ourselves as transforming the company with the launch of 908 Devices 2.0, really working across multiple dimensions, reducing that customer concentration, higher revenue base, accelerating growth, stronger margins, and improved OPEX productivity. So we've solidified our position and created a step change for the better in many of these ways. So this chart highlights the core of 908 Devices 2.0 transformation, the sustained revenue growth paired with improving profitability. So we've grown from under $20 million at our IPO in 2020 to $56.2 million in 2025, and that represents a 23% five-year CAGR. The gross margin expansion has been pretty consistent, stepping up from 52 to 57, and in 25, with an improvement here targeted again in 2026. And the EBITDA trajectory has equally been compelling, So we've adjusted EBITDA loss narrowed significantly from negative 30 million in 23 to negative 10 in 25 with a positive Q4 in 25 demonstrated as a proof point of what this model looks like at scale. And then for 2026, we're targeting mid single digit millions in adjusted EBITDA loss. And we expect to cross into full adjusted EBITDA profitability as we scale in 2027. So NearLab is also expected to reach adjusted EBITDA break even in 27 on its own and contribute positively thereafter. So bottom line, really working to drive outpaced growth, more predictable, durable revenues, expanded margin, and improved cost leverage, all while maintaining a quite healthy balance sheet. So to close, you know, I think it's clear why we believe our actions and our new trajectory here is a new investor thesis around 908 devices. We've completed the strategic transformation we've executed with some discipline and delivered some results and repositioned ourselves for long-term growth backed by some of the most powerful and durable macro catalysts we've ever seen out there from the opioid crisis, defense budgets, border security, and the global imperative for modernization detection equipment. So really work to transition from a broader multi-segment platform to a much more focused, high-impact company with clear target markets, stronger margins, simplified operating model, and a near-term path to profitability. So we now have a portfolio that spans from the everyday patrol screening with NearLab to trace level mass spec with MX908 to broad spectrum analysis with our FTIR products with Viper and Explorer leading the way, and all connected by a growing system and ecosystem of data and software. So we're adding to the depth of our leadership team as well. We announced some enhancements in the recent months to help us on the corporate development and strategy side, and we're executing on an M&A playbook that's been successful for And the goal is very clear. We see a lot of opportunity to become the number one provider of handheld detection solutions globally in these markets, and we believe we're on that path. So we're more than happy to take any questions, Joe and I here, and we also, as I said, brought a device if you'd like to see a quick demo. So thank you. Yes. Do you have much competition? So the competition, I would say there's no direct competitor for our mass spec. So it's the only handheld device out there. For our FTR product, there are legacy products from like the large cap analytical tool providers. Because again, these are technologies that could be used in a lab, but we've optimized them for a handheld deployment. So where we win is the modernization, the communication, and having more recent product launches. And we also win because the customers really appreciate one contact, one number, 24-7 in seconds. They can get a 908 chemist on the phone to help them understand their situation. So we win on that whole service side as well.

Kevin Knopp, CEO

Products. So is there a life cycle or replacement for your products? Like how long do they last in the field? What are people doing for turnover?

Joseph Griffith, CFO

There is in the tool space probably five to ten years. Probably seven to eight is more relevant. The MX908 that Kevin was describing is a second generation, and we have talked publicly mainly with investors versus customer base that we expect the next generation by the end of the year. So, yeah, kind of that seven- to eight-year time frame. And if you're able to get a step change in features functionality, we do see customers with our prior version that leaned forward. They might have only owned it for three years, and they would still upgrade to the latest technology.

Kevin Knopp, CEO

The customer that you have with MX, are they also not looking at the Viper?

Joseph Griffith, CFO

they are and that was a key reason uh why we did the red wave acquisition back in 2024 to expand our portfolio but also leverage our sales channel not only our state and local but fed mill to go back to those customers to have additional you know capex features functionality because those first responders have multiple tools in their toolkit as they're responding to an incident so they might have bought an mx and we went back to those customers and now they're buying explorer They're buying the Protector, and now Viper that we just launched mid-last year. Yeah, absolutely.

Kevin Knopp, CEO

So you guys have been heavy device now. It sounds like you're shifting more to a software side of things as well. Do you plan on breaking out your revenues in the future regarding hardware versus software and that going forward?

Kevin Knopp, CEO

Well, we're definitely excited about building out more software and turning that into a revenue stream. NearLab is a big step forward with that. As I mentioned, 50% of the sale is software. Today, it's about $2.5 million expected in total, in our hands. So I think a lot of potential.

Joseph Griffith, CFO

Yeah, as far as the pure breakout, it'll probably be part of we have a KPI that's recurring revenue. So it was 30% Q1. It was about 35% last year. So I see that as a key element to increasing our recurring opportunity going forward. I don't know if we'll break it up separately. It'll be part of our product revenue. But excited at the opportunity. You had a picture of a drone in my earlier slide.

Kevin Knopp, CEO

I think I didn't think it was what the actual role of this is.

Kevin Knopp, CEO

Yeah, absolutely. So our technologies are getting smaller and smaller, and we're taking things that have typically been very large scale in the lab, but gold standard, and we're taking them out to the field in a handheld. So as we do that, and as those handhelds keep getting smaller, it opens up opportunities for unmanned ground vehicles, quadrobots, drones, fixed wing so we're participating in various collaborations to that extent where mass specs have been flown by the U.S. government going through plume clouds testing looking for chemical weapons chemical agents we had a quadribot with our with our FTIR device at the Indy 500 in the tunnels underneath the raceway measuring for any toxic industrial chemicals that be either by accident or intentionally got left down there and created an explosive atmosphere so those types of

Joseph Griffith, CFO

opportunities we see yeah yeah we haven't put anything specific out that we put talk directionally um you know so yeah today you know recurring is in that low 30s kind of about 30 percent you know with things like near lab with team leader as we launch it on our next generation uh handheld mass spectrometer can we see that get up to 35 eventually 40 i think we can a lot of it is leveraging the install base and being able to get that value to the customer through software as a service is something that we are focused on, and NearLab helps accelerate that opportunity. I think more broadly, right, going back five years since our IPO, we've grown kind of 23% CAGR, you know, attractive opportunity this year, 19% to 25%, and being able to grow above market within the broader tool space with our products. Gross margins in that high 50% adjusted gross margin range, range which is really just adjusting for stock comp and intangible amortization through acquisitions we've done it all depends on product mix and channel kind of get to the high 50s maybe start with a six someday it all depends on on the mix yeah yeah i think it's an opportunity we're excited at the organic opportunities we have but when we see technology uh that makes sense we plug it in red wave is a great example near lab that we just did about a month ago so i think we're open to as we look at the Ciberni space more broadly that there could be opportunities out there so today we are focused on those organic layers that Kevin walked through but we're always open to and Yocola who just joined us really brings expertise internally to advance those organic opportunities but also the flexibility and knowledge to look at inorganic. You're welcome. We have one minute.

Kevin Knopp, CEO

We have one minute and if it's okay I can show you this real fast just for the people in the room

Kevin Knopp, CEO

So this is a near-life product we brought today just to show you. But it's an app-connected device. We just got it Bluetooth connected.

Kevin Knopp, CEO

I have a substance in our little container here. It goes through, and you'll see it say a measuring in progress. And then it connects to the cloud, and then it will state what the substance is. And in this case, it's just sugar. Thank goodness. to elicit, and then I'll try another one here for you with a pill form, and just hold it on the front of this, so again, there's unfortunately a lot of compounds that are floating around

Kevin Knopp, CEO

there if you want to authenticate, so if this comes up in a simple UI, I can go, in this

Kevin Knopp, CEO

example, it pops up, but it's really designed for elicit substances, about 400, methamphetamine, cocaine, many, many different variants, so we're very excited about it, so again, it's It's about $10,000 of product, and then it has an application, so this all goes up to the cloud, it's analyzed, it's machine learning, and then it comes back down. And if you have an enterprise and suite of devices, you can see where they are within your domain, within your mold garden, and you can see the trends that are occurring across that.

Kevin Knopp, CEO

There's not a consumable in there that need to replace them?

Kevin Knopp, CEO

There isn't. It's really around the subscription software model.

Joseph Griffith, CFO

Very robust. But thank you so much for sitting in. before I reach out if you have any questions.