And then on the SG&A side, I think we’ve made some meaningful improvements relative to team efficiency, training those two areas in particular kind of stick out and I think that those continue into next year. But as we’re thinking about penetrating vastly underpenetrated markets, I think part of the level of investment that we’ll be looking at on the SG&A side is continuing to enhance and expand our teams to be able to support the growth. So I not ready to give comments on what that means from a bottom line perspective. But from a priority standpoint, R&D thinking about kind of the next generation of technology trials and science that’ll fuel our growth in the future and then supporting the continued market opportunity that we’ve got, I’d say those are the two areas that stick out.
Rick Wise: Thanks, Angie.
Operator: [Operator Instructions] The next question comes from Danielle Antalffy from UBS. Your line is open.
Danielle Antalffy: Hey, good afternoon, guys. Thanks so much for taking the question. Happy to be back covering the AtriCure story here. So Mike, I was just – I have two questions here. First of all, on the EnCompass clamp, that’s been a very strong growth driver while I’ve been gone here. And so, just curious, I appreciate the comments you made on the pricing side of things, but from a volume perspective, I mean this seems to be a product that’s opening up the CABG market opportunity in a real meaningful way. So I’m just curious if you can comment on where we are with CABG penetration as best you can tell, and how much runway in that regard you have with EnCompass, and then just one quick follow-up.
Mike Carrel: Yes. It’s a great question. And you’re absolutely correct that it is. First of all, it’s great to have you back as well, Danielle. So appreciate the initiation report, and we’re glad to have you back and glad to have on these calls. Yes, CABG is the area where most people are utilizing this technology just because of its ease of use for that population. And so – but we’re still really underpenetrated that’s where there’s so much growth opportunity. Prior to launching EnCompass, it was between 5% and 8% of patients that were undergoing CABGs were actually getting treated appropriately from our perspective, that number has definitely grown. Unfortunately, I can’t give you some specified numbers, but it’s definitely grown.
We think that pretty much almost all the growth we’re seeing in volume is coming from CABG patients and maybe some AVRs, but mostly coming from the CABG patients. So that should give some perspective. But I don’t have like raw numbers that I can get from the STS database, et cetera, or something along those lines that are kind of verified. But needless to say, again, it is coming from the population you’re referring to.
Danielle Antalffy: Okay. That’s helpful. And then topics as you’re in the app world, obviously, PFA just wondering how you think PFA changes the potential adoption trajectory, whether positive or negative, for the FSN’s CONVERGE procedure and potentially getting more throughput actually on the EP side of things, do you think that could actually drive an uplift in CONVERGE? Thanks so much.
Mike Carrel: Yes. I think your – the end of your comments, I do think long-term it does provide an uplift because we can reduce time on our end and then obviously improve efficiency for what they’re doing relative to what they’re using with that catheter. Whether they’re using it for PFA or they’re using cryo or they’re using RF, it doesn’t really matter on our front relative to that. I do think though that some of the noise that’s out there definitely creates distraction in the short-term where you’ve got conversations that are out there. That being said, that’s not what’s holding us up at this point in time in any way, shape or form. It was all about the workflow. We feel like we are going to see a step up in growth as we look at next year and we don’t see PFA having any kind of negative impact on us from that standpoint.
In a lot of ways what it does, it allows us to have conversations. We talk about it at every one of our courses. It’s brought up, the PFA information is discussed, it’s discussed in relation to what we do and to a person that we speak with that we have at those courses, they’re confident that there are so many patients that are out there that on the longstanding persistence side and there is no indication on that or no trials undergoing on the PFA side that they believe that there really is a complementary component to doing the Epi and the Endo together. And we feel like we’re going to be in a really good spot for that long-term like you mentioned.
Operator: [Operator Instructions] The next question comes from Daniel Stauder with JMP Securities. Daniel, your line is open. Daniel, we can hear you and your line is open. Seem to be having some difficulties with Daniel’s line. So we can move to the next question. Please stand by. The next question comes from Mike Matson at Needham and Company. Mike, your line is open.
Mike Matson: Yes. Thanks. So I wanted to ask about just the pain management business, it’s obviously seen really strong growth but it has slowed down quite a bit over the last few quarters. And you did mention earlier in the Q&A that you think the penetration is still below 15%. So I guess is there some kind of issue here from – going from the early adopters into the more mainstream surgeons or something like that?
Mike Carrel: There’s no concern on our front I mean like anything, yes, I think you actually hit on it well. You tend to get those early adopters and then you’ve got to as they say, cross the chasm with that kind of next bolus where you’re getting after, in this case, a lot of the cancer patients. So we’re making a lot of progress in that front, but a lot of the big cancer centers are not on board yet. They require a little bit more from a clinical evidence standpoint or trials that they want to undergo to kind of demonstrate some of the benefits that they’re getting from it. So they’re more dabblers at this point in time. So some of the major cancer institutes, like that just take a little bit longer to kind of penetrate and get ourselves into as an example.
But overall, we still feel that we’re not losing customers. We have a tremendous number of people ordering from us. We’re well over 600 customers that have ordered from us this year. We both see expansion in both of that and then getting into some of these really big centers over the course of the next 12 months to 18 months.
Mike Matson: Okay. Got it. And then the new cryo probe that you mentioned, it sounds like there’s some significant enhancements there. Is this something that you can get a price premium for? I mean, you’ve done a good job of that with things like the EnCompass clamp and the subsequent clip products that you’ve launched and then just the timing, when will this thing be fully launched? I mean, I think you said you got a 510(k) that ready to go, or is it you’re going to have to do some kind of limited release to get some initial feedback on it before you go to a full launch.
