Myomo 2026 Q3 Earnings Call

Please go ahead. Thank you, operator, and good afternoon, everyone.

This is Vivian Cervantes with Alliance Advisors IR. Welcome to Myomo's third quarter 2026 financial results conference call. With me today are Myomo's Chief Executive Officer, Paul Gudonis, and Chief Financial Officer, Dave Henry. Before we begin, I'd like to caution listeners that statements made during this call by management, other than historical facts, are forward-looking statements. The words anticipate, believe, estimate, expect, intend, guidance, outlook, confidence, target, project, and other similar expressions are typically used to identify such forward-looking statements. These forward-looking statements are not guarantees of future performance and may involve and are subject to risks and uncertainties and other factors that may affect Myomo's business, financial condition, and operating results. These risks, uncertainties, and other factors are discussed in Myomo's filings with the SEC.

Actual outcomes and results may differ materially from what's expressed in or implied by these forward-looking statements. Furthermore, except as required by law, Myomo undertakes no obligation to revise or update any forward-looking statements to reflect events or circumstances after the date of this call, today, November 9, 2026. Now my pleasure to turn the call over to Myomo CEO, Paul Gudonis.

Paul, please go ahead. Thanks, Vivian, and good afternoon, everyone.

Thank you all for joining us today. Myomo's purpose is to help people living with chronic arm and hand paralysis to regain function and independence with our powered arm braces. In the third quarter, we made progress in reaching more of these patients we serve while improving the economics of our business. Revenue reached a quarterly record of $12.3 million, up 22% from a year ago. Gross margin rose to 71.3%, and we delivered approximately break-even adjusted EBITDA. These results reflect continued execution on the four success pillars we discussed on our last call, including building recurring patient sources, expanding payer access, demonstrating operating leverage, and investing in product development and clinical research. Let me walk through the progress on each. The first success pillar relates to increasing revenue from recurring patient sources.

Patients referred from rehab hospitals and stroke clinics, orthotics and prosthetics partners, and the VA represented 54% of third quarter revenue compared with 33% a year ago. This reflects the success of our MyoConnect program, which is now entering its second year. Since its launch, healthcare professionals at more than 500 rehabilitation facilities and therapy centers have referred potential MyoPro patients to us, which is an increase of over 200 locations in the past quarter. That milestone gives us a broader base of relationships through which patients can learn about the device during their care and enables us to build a more durable business over time versus relying solely on direct-to-patient marketing. We see a growing number of physicians and therapists recommending a MyoPro for their patients, and we expect a larger number of referrals per facility as they see the benefits of the MyoPro for their patients.

We are already seeing this same-store sales growth. Over 30% of our recent referrals came from the existing sites, with therapists and physicians that know our company, the product line, the clinical research that has been published, and their patients' good outcomes with the MyoPro. The increase in referring locations contributed to the record number of orders in the quarter, which came in at 258 in the third quarter. Our success pillar number 2 is to increase market access so that more qualified patients can obtain a MyoPro. During the quarter, we have either entered into agreements or are in the process of finalizing agreements with payers that cover an additional 35 million lives. For the payers with contracts that have been completed, we are in the process of going live as an in-network provider, and these agreements include the payer's Medicare Advantage and commercial plans.

We also made progress with state Medicaid agencies, where we are now enrolled with seven states, such as Pennsylvania, Michigan, and Wisconsin. We have other state Medicaid plans in the queue. This will help us with patients that have Medicaid in these states, subject to individual medical coverage policies, plus the ability to receive secondary insurance payments for our Medicare patients who may reside in these states. Our plan is to continue to enter into more such contracts, given our track record of a higher pre-authorization rate for the MyoPro when we are an in-network provider. Our third success pillar is generating operating leverage. Our target is to grow revenues at least twice as fast as operating expenses. We achieved that goal again in the third quarter, as revenue grew 22% year-over-year, while operating expenses grew just 6%.

In addition, gross margin improved by 750 basis points in the third quarter compared with the prior year. We are continuing our path to profitability and sustainable positive cash flow by working on additional cost savings, such as the insourcing of 3D printing of the custom-fabricated shells for each MyoPro, which should go online by the end of this year. Our efficiency efforts in the other functional areas are also making a financial impact, with our overall volumes up while our headcount is down over the past two years. Our fourth success pillar is continued progress with product development and clinical research. The randomized control trial at the University of Utah continues to make steady progress, with 35 of the planned 50 subjects now enrolled, up from 25 at the time of our second quarter call.

Development work also continued on the MyoPro3 and on the hand-only product for the German market. These efforts are a part of our longer-term work to expand the evidence base and the applications of our wearable robotics platform. We will provide further updates as milestones are reached. In summary, the quarter showed how executing across our four pillars of success reinforce each other. More referral relationships and payer access helped drive record orders and revenue. Higher volume and cost reduction supported stronger gross margin and improved operating performance. We are building on our market-leading position by investing in the clinical, commercial, and product capabilities needed to serve more patients. To continue scaling our commercial operations, last month we announced that Katie McClure has joined Myomo as our new Chief Commercial Officer.

She has a successful track record of growing revenues, establishing strong referral partnerships, and leading a sales and field clinical team from her experience at fast-growing Inspire Medical and other medical device companies. I am pleased to have her bring this experience to Myomo as we execute our plan to further address this large unmet need of chronic arm paralysis in the country. With that overview, I will turn the call over to Dave Henry to review our financial results in greater detail.

Thank you, Paul, and good afternoon, everyone. Our revenue for the third quarter of 2026 was a record $12.3 million, up 22% versus the prior year period. The increase was driven by both a higher average selling price, or ASP, and a higher number of revenue units. ASP for the quarter was approximately $55,500, up about 2% versus the prior year, and we recognized revenue on a record 222 MyoPro units, an increase of 19% over the third quarter of 2025. Looking at payer mix, Medicare Part B patients represented 54% of both third quarter revenue and prior year period revenue. Medicare Advantage plans represented 17% of third quarter revenue, compared with 18% in the second quarter of 2025. Our transition toward recurring patient sources continued to accelerate during the quarter. Recurring patient sources represented 54% of third quarter revenue, compared with 33% in the prior year quarter.

Within those recurring channels, 27% of total revenue was generated by direct billing referrals through our MyoConnect program, up from 23% in the second quarter and 20% in the first quarter of 2026. We continued to see strong results from our other recurring channels, international revenue representing 17% of revenue, and U.S. O&P revenue representing 8% of revenue. VA patients represented 2% of revenue in the third quarter. Turning to our metrics, we received a record 258 MyoPro orders during the quarter, up 13% year-over-year. We added 600 patients to the pipeline during the quarter, down compared with the second quarter of 2026. MyoConnect referrals represented 18% of pipeline adds in the third quarter. Third quarter MyoConnect pipeline adds were influenced by seasonality in the third quarter from summer vacations among referring sources, as well as temporary internal staffing constraints.