DarioHealth Corp. ($DRIO)

Good morning, ladies and gentlemen, and welcome to the DarioHealth Fourth Quarter and Year-End 2025 Results Conference Call. [Operator Instructions] This call is being recorded on Thursday, March 19, 2026. I would now like to turn the conference over to Zoe Harrison, VP, Accounting and Corporate Development at DarioHealth. Zoe, please go ahead.

Thank you, operator, and good morning, everyone. Thank you for joining us today for a discussion of DarioHealth's Fourth Quarter and Year-End 2025 Financial Results. Leading the call today will be Erez Raphael, Chief Executive Officer of DarioHealth. He'll will be joined by our President and Chief Commercial Officer, Steven Nelson; and Chen Franco, our Chief Financial Officer. An audio recording and webcast replay for today's call will also be available online as detailed in the press release invite for this call. For the benefit of those who may be listening to the replay or archived webcast, this call is being held on Thursday, March 19, 2026. This morning, we issued a press release announcing our financial results for the fourth quarter and year-end 2025. The copy of the release can be found on the Investor Relations page of DarioHealth's website. I'd like to remind you that on this call, we will make forward-looking statements within the meaning of the federal securities laws. For example, the company is using forward-looking statements when it is discussing statements regarding the expected timing and contribution of agreements signed in 2025 to revenue in 2026 and 2027, anticipated revenue growth trends and the timing of acceleration during 2026, the size, composition and potential conversion of the company's commercial pipeline, expected onboarding, enrollment, ramp and expansion of employer, health plan and channel partner relationships, the anticipated benefits of the company's multi-condition platform, AI capabilities, DarioIQ, expectations regarding the future operating efficiencies, margins and operating expense reductions, the company's expectation that it may reduce the operating loss by 30% in 2026, reach cash flow breakeven by mid-2027 and future strategic opportunities, including a sale, merger, strategic business combination or continued execution of the company's stand-alone strategy. Forward-looking statements are subject to numerous risks and uncertainties, many of which are beyond the company's control, including the risks described from time to time in its SEC filings. The company's results may differ materially from those projections. These statements involve material risks and uncertainties that could cause actual results or events to materially differ. Accordingly, you should not place undue reliance on these statements. I encourage you to review the company's filings with the SEC, including, without limitation, the company's annual report on Form 10-K, which identifies specific factors that may cause actual results or events to differ materially from those described in the forward-looking statements. With that, I'll hand it over to Erez Raphael, Chief Executive Officer of DarioHealth.

Good morning, everyone, and thank you for joining us. 2025 was our strongest year on record for new business wins. We signed 85 new agreements against a target of 40, more than doubling our goals. With average contract sizes running 2 to 10x larger than our historical average. Annual revenue declined due to a single legacy client from pre-acquisition that decided not to win the contract, a onetime situation unrelated to the product performance or our value proposition. But the business underneath told a different story. 85 new agreements signed, including wins with Florida Blue, UnitedHealthcare and Premera Blue Cross, our strongest year on record for new businesses. Fourth quarter of 2025 returned to sequential revenue growth on the term we expected. On a year-over-year basis, our core B2B2C business delivered organic revenue growth, excluding the revenue headwind, which is related to the single industry client. While we do not provide a formal guidance, I want to share how we think about the year ahead. Our existing contracts provide a stable foundation, multiyear agreement with built-in members growth and expansion opportunities. Layered on top of that are the new clients we signed in 2025, many of which are still ramping enrollment and engagement. The new cohort becomes the growth driver for 2026. The 2025 [ set season ], Dario's strongest on record, generated $12.9 million in contracted and late-stage ARR set to contribute revenue in 2026 and 2027. Beyond that, our pipeline of commercial opportunities has expanded to $122 million, establishing both near-term revenue visibility and a strong foundation for sustained growth. We expect our revenue growth to continue in the first quarter of 2026 and build throughout 2026 with the second half of the year expected to show the strongest acceleration. A few years ago, when we defined our growth strategy in an evolving digital health market, we articulated a thesis built on 2 compounding layers that we believe would become our structural advantage for scale and [ we were ] right. The first layer operates at the client level. Channel partnership like Solera give us access to millions of covered lives through a single commercial relationship, eliminating the account-by-account selling that structurally limits our growth potential and reduces our cost of the condition. The second layer operates at the member level. Our multi-condition platform means a far greater share of each account population for the size for Dario. A single condition solution is relevant only to members with that one condition. Term and size conditions means materially larger proportion of any accounts population is reachable. More members enrolled, more revenue generated. Together, one layer multiplies how many accounts we access, the other multiplies how many members we serve within each. That is the compounding. The market is validating this in real time. Employers have moved beyond the point solution era. They are consolidating vendors and asking for integrated platforms that addresses multiple conditions with measurable outcomes. Nearly 80% of our pipeline of commercial opportunities now involve multi-condition deployments. And the most common request we receive is to manage diabetes, hypertension and mental health through a single platform. This is one of the reason customers increasingly come to us rather than the other way around. The foundation that makes both vector works is Dario's fully vertically integrated platform. In an era of generative and agentic AI, the vertical ownership from the device that generates the data to the AI that acts on it is itself a compounding advantage. The value of AI is driven entirely by the quality of the data it runs on. And Dario owns this data from the ground up, hardware generated, continuous and proprietary. We own the underlying data infrastructure. We do not license it, rent it or depend on third-party inputs. We believe that this means that our competitive position strengthens as AI becomes more powerful. DarioIQ, our AI-driven intelligence engine trained on more than 13 billion real-world data points is the product expression of that advantage, purpose built on data that no competitor can replicate. Our advantage sets on 3 pillars: proprietary clinical data generated at the point of care; clinical credibility backed by 100-plus peer-reviewed studies; and deep integration with employers and health care ecosystem. Together, they create a position that has the potential to compound with scale. That is precisely the model we built. The digital health market is consolidating around platforms that deliver measurable clinical and financial value. With our integrated technology, expanding distribution network and rapidly growing client base, we believe Dario is well positioned to lead the transition. With that, I'll turn the call over to Steven.

Thank you, Erez, and good morning, everyone. Erez described 2 compounding layers at the heart of our growth strategy. What I want to show you this morning is this thesis in action in the distribution partnerships we are scaling and the multi-condition demand we are seeing from employers and health plans. These are not separate dynamics. They are compounding each other, playing out simultaneously across our commercial book. Before walking through the commercial progress we are seeing across the business, I want to briefly step back and highlight what we believe is an important shift occurring across the digital health market. Employers, health plans and pharmaceutical companies are all facing the same structural challenge, rising health care costs driven by chronic disease, combined with increasing complexity and how care is delivered and managed. As a result, buyers are increasingly moving away from fragmented point solutions and toward integrated digital platforms that can address multiple conditions while delivering measurable clinical and financial outcomes. We believe this transition is defining a new category within digital health. Vertically integrated multi-condition digital care platforms where providers that can combine clinical engagement, behavioral support and data-driven outcomes across multiple chronic conditions will increasingly become the preferred partners for employers and health plans. This is exactly what Dario offers. With that context in mind, there are 3 areas I'd like to cover this morning. First, the structural shift we are seeing in our go-to-market model as distribution increasingly moves towards large payer ecosystems and curated digital health networks. Second, the continued expansion of several of our most important channel partnerships and payer deployments. And third, there are several emerging opportunities we are evaluating that could open additional pathways for growth over time, and I will specifically go over one of these significant opportunities today. Taken together, these developments reinforce what we believe is an important inflection point for the company. Let me start by revisiting the theme we introduced during our last few earnings calls, the growing role of one-to-many distribution channels in our business. Historically, much of the digital health market operate through direct employer sales and individual point solution deployments. What we are seeing now is a shift towards payer ecosystems and curated digital health networks that allow health plans and large employers to deploy integrated platforms across much larger member populations. The commercial model we are building allows Dario to move from selling individual programs, one employer at a time to becoming embedded within payer ecosystems that distribute digital health solutions across entire populations. During our last call, we discussed several examples of this strategy beginning to take hold, including our launch of UnitedHealthcare's digital marketplace, our deployments through Solera Health supporting plans such as Premera Blue Cross and our growing partnerships with Amwell, supporting payer-sponsored digital health programs. Through these partnerships, Dario now has access to more than 160 million covered lives through our distribution ecosystem. As these distribution ecosystems expand, each new payer or partner deployment has the potential to bring Dario's platform to significantly larger populations without requiring proportional increases in commercial infrastructure. These relationships dramatically expand our reach. A single distribution partner can unlock access to millions of covered lives and significantly accelerate our ability to scale. Importantly, we are also seeing continued commitment from our existing health plan partners. We are currently finalizing a 3-year contract extension with Aetna and a 4-year contract extension with Centene, reinforcing the long-term value these organizations see in the outcomes delivered through Dario's fully vertically integrated platform. What we are seeing now is the next phase of this strategy, where these distribution ecosystems begin to activate across additional health plans. For example, through our partnership with Amwell, Florida Blue selected Dario as a part of its digital health ecosystem. The program is currently in migration and implementation phases, and we expect revenue from the partnership to begin contributing in the second half of 2026 as enrollment ramps, with the broader expansion anticipated into the 2027 plan year. Florida Blue represents one of the largest and most influential Blue Cross Blue Shield organizations in the United States and their selection reinforces the growing demand among major payers for a fully vertically integrated platform that can deliver measurable clinical and financial outcomes. In addition, our channel partner, Solera Health, recently announced that HCSC, the second largest Blue Cross Blue Shield organization in the United States with approximately 25 million members, will be launching a new digital health capabilities through its network beginning in January 2027. Dario has been selected as a preferred in-network partner with Solera's curated digital ecosystem supporting that rollout. We are also pleased to share that Amwell is preparing to launch another Blue Cross Blue Shield Health plan relationship in July of 2026, and Dario has already been selected to be that preferred partner. We will share additional details expected as the program moves closer to launch. Finally, we are currently in the final stages of contracting with another distribution partner that we expect will become an important addition to our channel ecosystem. Through that relationship, we anticipate launching what would represent the largest fully insured client in Dario's history. Another area we are seeing encouraging traction is within government-sponsored health care programs, particularly through the Federal Rural Health Transformation initiative, a $50 billion program rolling out $10 billion in spending over the next 5 years. This program represents a major effort, designed to improve health care access and outcomes in underserved rural communities across the United States. Today, Dario is engaged in direct discussions with approximately 10 state offices that are evaluating digital health infrastructure as a part of rural health transformation planning. In parallel, we are working closely with one specific channel partner to ensure Dario's platform has exposure within broader proposals, supporting these initiatives across the remaining 40 states. Turning now to our employer pipeline of commercial opportunities. Demand for integrated Digital Health Solutions continues to strengthen as employers seek measurable outcomes and simplified vendor ecosystems. In 2025, we added 85 new employer accounts, many of which have been onboarding and ramping throughout the first half of this year, providing an expanded base of reoccurring revenue entering the second half. For the 2026 benefit cycle, we are currently tracking approximately 44 employer opportunities, representing roughly $35 million in pipeline value. Looking further ahead to the 2027 cycle, we are already engaged in 58 additional employer opportunities, representing approximately $19 million in pipeline value. Taken together, our total employer pipeline represents 102 opportunities totaling approximately $54 million in value. Importantly, the average size of these opportunities entering our employer pipeline today is materially larger than the accounts we have historically pursued, 2 to 10x larger. In addition to the employer demand, we are also seeing strong momentum across our health plan pipeline of commercial opportunities. Today, our health plan pipeline includes approximately 70 active opportunities, representing roughly $33 million in pipeline value across national and regional payer organizations. Looking ahead to 2027 planning cycle, we are also engaged in 11 additional early-stage health plan opportunities, representing approximately $27 million in potential value. Taken together, our health plan pipeline now represents 81 opportunities, totaling approximately $60 million in value. As we expand our presence within payer ecosystems, we believe that the scale of these health plan opportunities has the potential to continue to grow. Another area we are beginning to explore is within our Pharma Services segment. Historically, pharmaceutical companies have focused primarily on direct-to-consumer engagement or provider-based education models. What we are starting to see now is early interest from select pharmaceutical companies in exploring employer-based engagement strategies where digital health platforms may help support patient identification, therapy adherence and outcomes measurement. Today, we are in discussions with 3 pharmaceutical organizations, evaluating whether employer-based engagement supported by digital health infrastructure could represent a viable commercial approach. At this stage, we view Pharma as an emerging opportunity that we are actively evaluating rather than a core revenue driver today. Stepping back, what we believe is important for investors to understand is that Dario's commercial expansion today is being primarily driven by 2 core growth engines. Layer 1, client scale through channel partnerships that give us ecosystem level access to millions of covered lives without proportional increases in our commercial infrastructure and related expenses. Layer 2, member scale through our multi-condition platform, which means a far greater share of each account's population qualifies for Dario, generating more revenue from the same client base without acquiring a single new contract. These 2 layers compound together exactly as Erez described. One multiplies how many accounts we reach. The other multiplies how many members we serve within each. That compounding is already visible in our fourth quarter numbers and it will become increasingly visible as 2026 progresses. And as these payer ecosystems activate and employer demand continues to expand, we believe the commercial foundation we have built positions Dario to scale across significantly larger populations in the years ahead. With that, I'll turn the call over to Chen.

Thank you, Steven, and good morning, everyone. In the fourth quarter of 2025, we delivered sequential revenue growth to $5.2 million and posted our lowest operating expense run rate on both GAAP and non-GAAP basis since the 2 acquisitions. That combination, growing revenue and declining cost is the inflection we have been building towards. Revenue for the 12 months ended December 31, 2025, was $22.4 million compared to $27 million in 2024. As Erez explained, this was driven entirely by a single legacy client nonrenewal from the 2 acquisition, partially offset by organic growth. GAAP gross margin expanded from 49% in 2024 to 57% in 2025, primarily reflecting the reduction in the technology amortization expenses. Our core B2B2C ARR business has sustained approximately 80% non-GAAP gross margin for 2 years, which we believe is the most representative measure of the underlying unit economics of our platform. On operating expenses, the improvement is significant and accelerating. Full year 2025 total operating expense declined by 31% to $49.3 million compared to 2024 and full year non-GAAP operating expenses declined by $13.6 million or 26% year-over-year from $52.2 million to $38.6 million. In Q4 alone, GAAP operating expenses declined 28% to $11.4 million and non-GAAP operating expenses also fell 28% year-over-year from $12.4 million to $9 million. Full year operating loss improved by $21 million or 37% on a GAAP basis and by $9.6 million or 29% on a non-GAAP basis. On cash, we ended 2025 with $26 million in cash and short-term deposits. Net cash used in operating activities declined from $38.6 million in 2024 to $25.9 million, a 33% reduction, driven by the compounding effect of margin expansion, AI utilization and cost discipline. Based on our contracted and late-stage ARR, growing pipeline of commercial opportunities and continued OpEx reduction, we expect to narrow our non-GAAP operating loss by approximately 30% in 2026, targeting towards cash flow breakeven by mid-2027. A reconciliation of GAAP to non-GAAP measures has been provided in the financial statements table included in our earnings press release. An explanation of these measures is also included below under the heading Non-GAAP Financial Measures. With that, I'll turn the call over to Erez for closing remarks.

Thank you all for joining us today. 2025 demonstrated something important. The work we did to build a differentiated platform is now reflected in the demand we see commercially and strategically. We entered 2026 with our strongest commercial pipeline ever, a record new business year behind us and 3 vertical integrated platform whose competitive position deepens with every member we had, and every data point we generate. As a reminder, in September 2025, in response to multiple unsolicited inbound expressions of interest, Dario engaged Perella Weinberg Partners and established a special committee of our Board of Directors to consider a full range of strategic opportunities, including sale, merger, strategic business combination for continued execution to our stand-alone strategy. The process remains active, and we'll provide updates when there is a material development to share. What is becoming increasingly clear is that Dario is positioned to succeed in any scenario it chosen to pursue. We believe that the demand that we see from the market, from payers, employers and strategic partners reflects what we have built, a platform that owns its data, compound with scale and delivers outcomes that no point solution can replicate. Before I hand it over to the operator, I want to take a moment to thank the people who make this possible. To our employees, your dedication to our members and to each other is what drives everything we do. To our partners and channel ecosystem, your trust and collaboration are central to how we scale. And to our shareholders, thank you for your continued support and confidence in our platform and our mission. We look forward to sharing more progress with you on our next call. I'll now turn it over to the operator for Q&A session.

[Operator Instructions] Your first question comes from Charles Rhyee with TD Cowen.

Congrats on the [ end of ] the year here. Obviously, pretty exciting in terms of the pipeline opportunities. Obviously, some big contracts starting to ramp up as you move through the course of the year. And I think you had one big one, I think you just mentioned starting here in January. Can you give us a little sense on how that's progressing? And maybe in broad strokes, how should we think about revenue growth in 2026? You have sort of a consensus number kind of signaling significant growth here. Just kind of get a sense of your comfort with that? And how should we think about the cadence of revenue growth as we go through the year?

Thanks Charles, for the question. Yes. So as we mentioned on the quarter, we had like 85 wins, and we had a contracted ARR of $12.9 million, and it's including also very late-stage opportunities. Obviously, not everything is going to be recognized for the full year and it will take time to implement. What we already see in Q1 is that we see a growth between Q4 to Q1. Some of the implementation already started. So we are expecting growth, that growth is going to accelerate in the second half of the year. And when I'm looking into the consensus of all the analysts that we have today, we feel comfortable with this forecast that we see out there. We are not providing guidance, but we do think that what exists at the moment is something that the company feels comfortable with. And the way that we are operating is planning, obviously, to at least achieve or beat the consensus of the analysts that we have at the moment.

I appreciate that. And in terms of sort of the target of breakeven, it seems like we've been slowly getting pushed out a little bit. Can you give us a sense for what's kind of driving that? Is that just trying to take advantage of current pipeline opportunities and trying to stay on top of growth overall? Or anything that you can kind of share regarding that?

Yes, absolutely. It's going to be like 80% of the picture is the growth and 20% is keep optimizing the OpEx. We did a lot of cost reduction in the last 2 years, as everyone knows. We think that with the implementation of AI and agentic AI that we are implementing, we will be able to push the cost down by another few percentage year-over-year. But the bigger part of why we believe we can get to cash flow positive is our ability to grow the top line. That's going to be the major part. And with what we have signed so far plus what you see in the pipeline, we think that that's something that will get us to the cash flow positive point. The overall top line that we see, that will take us there is somewhere in the ranges of like $38 million to $42 million in revenues. That's the point where we think the business is going to be cash flow positive. So yes, Steven, do you want to add something?

Charles. Yes, Steven here. Steven Nelson. I just want to add one thing, which is as we've evolved these channel partnerships and brought them on, one to many and as these health plans, they're health plans, so we're dealing with large organizations, how do we kind of weave our way in. And then the platform partners, whether it's Solera, Amwell or others that we'll announce, we have to structurally, and I talked about that in the call, we have to structurally get ourselves organized for that. So there's things that we have to do and prepare normal, ramp up things, not large expenses, but work. And so we need to get focused on what that work is, how do we do it in a fluid way because it needs to be repeatable, and it needs to continue with these channel partners as we move forward. So they have some changes that have altered our business in a good way, definitely noticeable in the contracts that we've won and therefore, how do we implement in an effective manner. But that takes a little bit of pivot on how we've done it before. Now we're going more one to many. And so we're working on that work, being very mindful of OpEx as the company has historically, and we've shown recently in the results. But we also need to make sure we're making the right investments in that business. So those 2-, 3-, 4-year agreements is what they come with are sticky and longitudinal. So it's very important that we kind of reflect that as we think about our investment.

Great. And maybe one last question for me. As being like a preferred partner and we think about like HCSC, for example, obviously, that by itself is a big opportunity. What is the selection process there? Is it like each member within HCSC can make a decision? Or is it within -- even within each of the Blue Cross Blue Shield plans within HCSC, do their employer customers make a decision? Maybe talk us a little bit through how to take advantage of that opportunity. Like is it more RFPs within that as well? Or is it people can just kind of select off of menu as they're kind of selecting options? And what's your assumption in terms of what you'll be able to capture?

Yes. So I'll try to unpack that. I'll probably go beginning to the end in terms of a capture rate. But I'll start at the beginning first, which is we are -- as you can go to Solera and see in their architecture and their website, we're a preferred partner. Just like using a doctor in a normal health network, there is in-network and there is out-of-network partners. And with Solera on what they bring on board, we're preferred. So we are as I said in the script, "in-network". It's a good way to look at it. Now if I go to HCSC, the account, HCSC will have decisions that they make with Solera, not with us, but with Solera, when they look at how they want to move their books of business. And then obviously, ASO or self-insured books of business, they get to make that call. So I'm going to take a step up for a second before I round out that thought, which is this. Just like any, all the digital marketplaces that are coming forward, always self-insured markets get to make a call. There is no more RFP. There is no more business to win, but they have to decide do they want to go with something in-network? Do they want to go with something out-of-network? And obviously, self-insured employers get to make that call on all their benefit design, just like normal health benefits. In terms of the fully insured book or what HCSC or other Blue's plans control, that's up to them. And so as they form those partnerships, we do get to work with them in that regard, how they want to construct the network, how we can work with them in general. So there's some variations there, Charles, that works across the board on all these. But within Solera's partnerships, as they come up with recommendations with their partners, we again are preferred and in-network, which is important for us because that makes the decision very easy, easy to do business, start it up, run a network, [ we're in it ] and launch it. So we're working with them on that execution. They are a very large plan, both fully-insured and self-insured. We think that there's plenty of business to be had there for sure. And we're hopeful that through our preferred status, we'll be able to kind of shore that up and what it looks like for 2027. In terms of the capture rate, I don't say this flippantly, but obviously, with that many millions of lives with that size of share, us being in network for any portion of that book is meaningful to a company our size, for sure. That also said, anything that they do in their fully insured book, Illinois, Texas, some of their larger states would also be meaningful in that regard. So we're working across the board. I'd close by saying capture rate on fully -- on self-insured, we do normal predictive modeling accordingly. Nothing really changes in that regard. But keep in mind, with fully-insured, we're often built into the product. And as I noted today, we're launching -- not HCSC, I might add, but we will be launching our largest fully insured client January of 2027 as well, largest by far. Today, we have 3 accounts today that are fully insured, smaller in nature, but we're moving forward with the fully insured piece of business in January.

[Operator Instructions] your next question comes from Theodore O'Neill with Litchfield Hills Research.

Congratulations on the good quarter. I have 2 questions this morning. The first is on operating expenses, which are down year-over-year substantially. How should we think about how that changes in 2026? And my second question is the commercial pipeline here at $122 million. I looked back at the last quarter's press release, and it was $69 million. So there's a big uptick in the commercial pipeline value. And I was wondering, is it a change in definitions? Or is that adding into 2027, on to 2026? Just wondering what the difference is there?

[indiscernible] take the first one.

Yes. Theo, thank you for your question. So with regards to operating expenses, indeed, we reduced dramatically the OpEx during this year and comparing it to last year, and we continue to reduce the OpEx. We mentioned several efficiencies, post-merger integrations, AI, et cetera, which we expect to continue and see a reduction in the OpEx through 2026. We also see that we can project that we can narrow the non-GAAP operating loss by 30% during 2026 comparing it to the full year of 2025. So that's for your first question. On the second question, I'll let Steven to respond.

Yes. So that's correct, Theo. We did outline -- you covered it at the very end there. What we've done is we're now in the 2027 year, so reflecting the combination of 2026 and 2027. And so last quarter, obviously, we talked about what was just in year in that regard for 2026. Now that we're in 2026, we're also doing a combined pipeline view. So that you can -- and that's why I kind of broke out in detail a little bit of the pipeline as well.

Yes, I thought you covered it. I just wanted to ask it explicitly.

Sure.

Ladies and gentlemen, this concludes your conference call for today. We thank you for participating and ask that you please disconnect your lines.