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- **Revenue Growth**: $10.1M (+10% YoY), driven by 63% international surge and 154% O&P channel expansion
- **Pipeline Momentum**: 1,669 patients (+32% YoY), 826 new adds (+28% YoY)
- **Strategic Shifts**: TV ads reduce CAC, MyoConnect referrals up 50%, O&P channel now 9% of revenue
- **Financial Health**: $17.5M term loan reduces dilution, targeting $16M breakeven
- **Margin Challenges**: Gross margin 63.8% (-11.6pts YoY), operating loss $3.5M
- **International Success**: Germany accounts for 18% of revenue, China JV in clinical trial

**【CEO Opening Remarks】**
- Q3 2025 revenue of $10.1 million, up 10% YoY, driven by record international sales ($1.8M, +63%) and O&P channel growth ($900K, +154%).
- Pipeline increased 32% YoY to 1,669 patients, with 826 new adds (+28% YoY, +1% QoQ).
- Key initiatives: 
  1. Shift to TV advertising reduced cost per qualified lead
  2. MyoConnect program generating high-quality clinical referrals
  3. Expanded O&P channel in U.S. and Germany
  4. Manufacturing cost reductions
- Reiterated 2025 guidance of $40-42M revenue (+23% YoY)

**【CFO Financial Commentary】**
- Revenue units: 186 (+16% YoY), 57% from intra-quarter fills
- ASP: $54,300 (-5% YoY, +3% normalized for Medicare accounting change)
- Gross margin: 63.8% (-11.6pts YoY) due to higher labor and overhead
- Operating expenses: $10M (+26% YoY) driven by R&D and marketing
- Net loss: $3.7M (-73% YoY) with cash burn of $2.9M
- New $17.5M term loan facility to reduce reliance on equity

**【Q&A Highlights】**
- **O&P Channel Scale**: 30 units shipped in Q3, targeting 20+ clinics in U.S.
- **Customer Acquisition**: TV ads 3x more cost-effective than social media
- **Pipeline Quality**: 45% of adds now from clinical referrals vs. direct ads
- **Gross Margin Outlook**: 200bps improvement possible with scale
- **Breakeven Target**: $16-17M quarterly revenue with current cost structure
- **Germany Growth**: 100+ O&P partners driving 18% of total revenue
- **China JV**: Clinical trial ongoing, no near-term impact

Myomo, Inc. (MYO) Q3 2025 Earnings Call Transcript

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