You are on page 1of 18

NASDAQ, TASE: MZOR

August 2017

1
FORWARD LOOKING STATEMENT

This presentation contains forward-looking statements within the meaning of the Private Securities Litigation Reform
Act of 1995 and other securities laws. Forward-looking statements are not historical facts, and are based upon
managements current expectations, beliefs and projections, many of which, by their nature, are inherently uncertain.
Such expectations, beliefs and projections are expressed in good faith. However, there can be no assurance that
managements expectations, beliefs and projections will be achieved and actual results may differ materially from what
is expressed in or indicated by the forward-looking statements. Forward-looking statements are subject to risks and
uncertainties that could cause actual performance or results to differ materially from those expressed in the forward-
looking statements, including risks detailed in Mazor Robotics Ltd.s (Mazor Robotics or the Company) annual
reports on Form 20-F filed with the U.S. Securities and Exchange Commission. The following solutions are not yet
cleared for use: Navigation, Guidewireless, ArcAid device.

Forward-looking statements speak only as of the date the statements are made. The Company assumes no obligation
to update forward-looking statements to reflect actual results, subsequent events or circumstances, changes in
assumptions or changes in other factors affecting forward-looking information except to the extent required by
applicable securities laws. If the Company does update one or more forward-looking statements, no inference should
be drawn that the Company will make additional updates with respect thereto or with respect to other forward-looking
statements.

mazorrob ot ic s.com 2
Current Snapshot
From Vision to Experienced Market Leader

Strategic partnership Core technology evolution with three


with Medtronic generations of commercial products
(Mazor X in spine)

Supporting and serving 45+ peer-reviewed articles and


170+ installations and strong evidence of improved
spine programs globally patient outcomes

27,000+ Patients , 100s of


Surgical technique used for
surgeons, wide spectrum of
precise placement of 190,000+
procedures
implants
mazorrob ot ic s.com 3
Innovative Core Technology
Foundation of Mazors Portfolio of Systems

Cross-
Surgical
Image modality Optical
Software Bone Robotic Tool Data
Process- Image Navig-
Tools Mount Guidance Develop- Analytics
ing Registr- ation
ment
ation

mazorrob ot ic s.com 4
Product Portfolio Ongoing Innovation

Renaissance Mazor X

Easy-to-use trajectory guidance State-of-the art surgical platform with pre-op


Positioning
system for spine and brain surgeries analytics, intra-op guidance for spine surgeries

Status and Regulatory Global installed base US installed base


Installed in 4 continents FDA 510(k) cleared
FDA; CE; International regulatory

Solutions PROLat Mazor X Align


PROScan and Plan Mazor X Scan and Plan
PROCeph (Brain) Mazor X SIJ

mazorrob ot ic s.com 5
Mazor X Surgical Assurance Platform
Predictability, Precision and Efficiency through Innovation

1. Pre Op Analytics 2. Guided Execution 3. Intra Op Verification

mazorrob ot ic s.com 6
Mazor X Surgical Assurance Platform
Hub for the Spine Operating Room
*Not yet approved for use, pending FDA approval

*Guidewireless Scan & Plan


Implants

*Navigation
*ArcAid
R/T Intra op
Operative Tool
verification
for Mazor X-Align
with navigation
mazorrob ot ic s.com 7
Accelerated Clinical Utilization
Serving more patients

Annual Procedures US Average Procedures per Active System

Dr. Dennis Devito, MD, Atlanta, Georgia


I find it provides better patient care through enhancement of the surgeon capabilities and it also makes my
surgical work easier.

mazorrob ot ic s.com 8
Evidence-based Medicine
From Accuracy to Outcomes

Consistent Accuracy with Improved Outcomes Proven Reduction in Complications and Revisions (1)
Series1 Series2
18.1%

5.2% 5.8%

0.9%
1 2

Dr. Kornelis Poelstra , Orthopedist, Destin, FL Proven Reduction in Exposure to Radiation (2)

[With Mazor ]Weve put in more than 3,000 screws and


had zero failures. I do evidence-based surgery, and weve
actually shown that the risk of running into any kind of
complication is reduced three fold compared to minimally
invasive cases using freehand MIS without the robot,
and re-operation rates are also three- to four fold less.
___________________________
1.Based on published data: Cannestra, e-poster NASS 2014; Kantelhardt, ESJ 2011; Ringel, ESJ 2012, Roser, 2013.
2.Freehand represents the average fluoro radiation exposure during a freehand operation as a baseline for comparison to Renaissance only.
mazorrob ot ic s.com 9
Accelerated Momentum with the introduction of Mazor X (July 2016)

US Penetration
X (end of Q2/17)
X X
X XX X X 113 Systems installed in
the US
X X X
X X XX 52% growth from end of
XXX Q2/2016
X
X X
X
X Bioskills Lab X
Surgical Guidance System XX XX
Mazor X
X XX
X
XX

mazorrob ot ic s.com 10
Following Successful Phase I
Progression with Medtronic to Next Phase (Commercial)

Strategic Dev.
Investment Mazor X Sales Mazor X Systems
Commitment

Mazor with
1st and 2nd tranches: 59 system orders*
Phase I Medtronic co-promotion --
$32M *launch until 30/8/17

3rd tranche:
$40M investment Medtronic assumes exclusive global Annual minimums Commitment
Phase II responsibility for Mazor X product, at negotiated and
Warrants for additional potential clinical and sales support pricing (multi-year) Non-compete
investment of $53M

100s MZOR/MDT
Total Investment: $72M Dedicated MDT
Status of Systems integrated
(10.6% on a fully diluted basis ) Sales Team potential clinical procedures

mazorrob ot ic s.com 11
Medtronic Commercial Phase
Revenue Model Transformation

Phase 1 Exploration Phase II Mazor X Full Commercial Responsibility


Mazor X System sales channels Medtronic provides qualified leads ; Sales Global distribution by Medtronic;
execution by Mazor sales commission to Distributor negotiated price with annual minimums
Medtronic

Disposable kits sales Direct sales Distributor negotiated price

Min quota per expected system utilization


Synergy revenue (Implants) Fee received from Medtronic for any case using Fee received from Medtronic for cases using Mazor X in the USA and
Mazor X with Medtronic implants other prime countries or Renaissance incremental volume with
Medtronic implants

Service revenues Mazor selling direct - Approx. 10% of system selling Medtronic to sell service contract for 10% of the negotiated price.
price
Mazor will receive a set % of the service fee collected by Medtronic &
continued to provide Service directly to hospitals

Renaissance system sales channels Mazor Team and distributor sell globally No change

Revenue Streams: Mazor X System Sales, Disposable Kits, Synergy, Service, Renaissance
mazorrob ot ic s.com 12
Medtronic Commercial Phase
Mazor Operating Expense Model Changes

Phase 1 Exploration Phase II Mazor X Full Commercial Responsibility


Mazor X lead generation cost 25% of system selling price Not Applicable
Capital sales team USA Direct team of 20 Mazor X Global distribution by Medtronic- 13 capital team members
International + distributors integrated with Medtronic sales force
Clinical support Mazor support Mazor X global support by Medtronic 13 former Mazor clinical team
members integrated with Medtronic clinical team

Training & Marketing Medtronics commitment for staff training and shared Mazor X - Full responsibility by Medtronic
marketing efforts training department

Pre-sale surgeons training costs to be shared with Mazor X Product marketing performed by Medtronic
Medtronic
R&D commitment to innovation Co-development projects funded by Medtronic Co-development projects funded by Medtronic

Advanced technology and innovation funded by Mazor Advanced technology and innovation funded by Mazor

Operational Savings: Total annual savings of ~$13M (Sales and marketing expense)
mazorrob ot ic s.com 13
A Path to Profitability

2016 ~ 2020*
Revenue 100% 100%

Gross Margin 72% ~70%

Operating costs 124% ~45%

EBITDA (50%) ~25%

Immediate reduction of costs mainly due to employee transition


and direct marketing cost

NOLs: NOLs at Israeli parent company of ~$90M


mazorrob ot ic s.com 14
Historic Financial Results

Income Statement

Year Ended December 31, 6 Months Ended June 30,


($ in thousands) 2016 2015 2017 2016
Revenue $36,379 $26,096 $27,174 $14,703
Cost of sales $10,330 $5,827 $8,875 $3,566
Gross Profit $26,049 $20,269 $18,299 $11,137
% margin 72% 78% 67% 76%

Operating Expenses
Research and development $5,736 $6,324 $4,034 $3,242
Selling and marketing $33,637 $24,947 $20,209 $14,656
General and administrative $5,697 $4,305 $3,657 $2,412
Total operating expenses $45,070 $35,576 $27,900 $20,310
% of revenue 124% 136% 103% 138%

Loss from operations ($19,021) ($15,307) ($9,601) ($9,173)

Net loss ($18,668) ($15,385) ($8,908) ($9,179)


mazorrob ot ic s.com 15
Balance Sheet

Consolidated Statements of Financial Position

As of June 30, As of December 31,


($ in thousands) 2017 2016
Assets (Unaudited) (Audited)
Cash and Cash equivalent $20,347 $14,954
Short-term investments $33,267 $37,862
Trade receivables $6,298 $8,225
Other accounts receivable $2,411 $1,728
Inventory $7,365 $4,715
Total current assets $69,688 $67,484

Total non-current assets $11,042 $15,241

Total Assets $80,730 $82,725

Current liabilities $17,779 $17,511

Total non-current liabilities $461 $325

Equity $62,490 $64,889

Total liabilities and Equity $80,730 $82,725


mazorrob ot ic s.com 16
Growing Commercial Installed Base

Commercial Installed base


US International
180

160

140 57

120 55

100
44
80
37
60 113
29 94
40
22 64
20 46
19 34
14 19
0 4 8

2010 2011 2012 2013 2014 2015 2016 H1.2017

alig nwit h experienc e.com 17


Exploring Additional Growth Drivers
Leveraging Technology to Make Surgery Predictable and Safe

New Go-to-Market Leverage Robotics


Leverage Software
Strategy for the Renaissance Non-Spine and Future
mazorrob ot ic s.com 18

You might also like