Joseph DeVivo: Yes, it’s been – the sales return has been very low. We’ve put the people in place that we’ve wanted to put in place. And now I think it’s going to take 6 months for them to get up to speed. But as I mentioned in the half – in the midpoint of the year, we did allocate the budget for it and the team has successfully brought those people on. And so that’s one of the things I’m excited about as we get into the early part of ’22. We have some new additions to the team to augment a lot of the great people that are here at Butterfly. So those investments have been made and the people are there.
Suraj Kalia: Got it. I have two other follow-up questions, and I’ll just pose them together. Heather, one for you in case you all have quantified or at least directionally, given us an idea about a pending backlog, so to speak, post-iQ3 clearance. And Joe, you mentioned something about cart-based systems and going upstream. And I’m not sure I completely understood that. If you could just kind of unspook the thread a little more and talk us about that strategy. Pretty interesting, it seems like a complete shift from where we were. Just some additional commentary would be greatly appreciated. Thank you for taking my questions.
Heather Getz: Okay. Yes. So I’ll take the first one, Suraj. We don’t have a backlog. We’re actually not permitted to sell the product until it’s been FDA approved, so it’s pending approval. So stay tuned. We’ll be able to provide some additional information on our next call once we receive approval.
Joseph DeVivo: And regarding the comment on carts. It’s just a function of the type of progress we’re able to make with our chip and our processes, between now and, say, the next – say, over the next 10 years, every 2 years, we’re going to continue to double our processing power and increase our capabilities to get image quality packed into a very small device. And so we’re going to be focusing on all of the calculations and settings that exist on carts and create ways for them to present themselves into the devices. We’re going to continue to dramatically increase the power of the device. So the image quality continues to progress at this clip. And we’re also going to work on our workflows in each of the hospitals as to how to manage individual devices, how to store them, charge them and how to keep them into the workflow because the best clinical care is not running to grab a cart or going to a room when a patient needs care.
The best clinical care is delivering it to them where they’re at that moment. And that means that each doctor will have a Butterfly with them. And as time goes on, there’s 60% of medical schools today are teaching ultrasound as a part of their curriculum, 42% of residency programs has it in this curriculum. So over the next decade, people – the doctors are going to be trained on ultrasound, and they are going to expect to have it not as, oh, let’s go do that one scan. But hey, I’m really curious about what’s going on here. Instead of you waiting a day and now ordering a scan and having to go some place or may have to run and get a car, I’m going to take care of you right now. And so we started with this universal device that can do everything.
And it’s been in all of these different points of care. And right now, we’re all the crises that are happening around the world, the first device, those charitable organizations are reaching to a Butterfly. And as a part of our growth evolution as those devices become more and more powerful. You have in your hand today, basically what would have been the most powerful supercomputer in the world 20 years ago. So think about open your mind to that. And on that supercomputer that you have that you carry around as your phone, it’s also your camera. Why? Because the processing power has been able to now create imaging in such a small form factor. So why should a card exist? If you have an iPhone that is the most powerful supercomputer that would have existed 10, 15, 20 years ago, why would you need a card in the future if over the next 10 years, we’re going to have 5 different doubling terms in processing cloud.
So imagine all the capabilities that exist in parts are going to be in a device, the size of a Butterfly.
Suraj Kalia: Thank you.
Operator: Thank you for your question. The next question comes from [Technical Difficulty] Your line is now open.
Q – Unidentified Analyst: Hey, guys, afternoon. Thanks for taking our questions. First off, just – how are you guys. Just maybe first off, just on the educational side, just curious if can you maybe just elaborate a little bit on any barriers or concerns you’ve seen on that side with educating users and how the additional offerings would ScanLab may help pull through more probe sales?
Joseph DeVivo: Well, yes. I mean, historically, the barrier to education is time and money. We have the time to walk away from our practice and learn something new. And if it’s the best training is when you can actually use your hands and do something, it’s hard to just watch videos. And so having that didactic training and then being able to take stands with yourself and then comparing it and learning as you’re using is the best way to train. And so our first foray has been Butterfly Academy, which is a series of tests and a series of videos that walk you through how to do it, and it’s very, very popular. We have very high utilization, and it’s been a great success that our clinical team and education team launched. In order to get people’s competency even further, we’ve now entered into a live training where we can remotely help someone with their didactics.
They can remotely help them with their scans with live training, but also we can have instructors come to their site and either educate them individually or educate groups. And the only thing that our barrier is in that scenario is time and money. ScanLab is a whole different generation because it’s an education-only application, which is designed to help people build their comfort while they’re scanning. Where do you put the probe. What am I looking at? And then being able to see sample videos from that orientation, what it should look at? And then when they get that orientation to be able to have AI labels that tell them what’s the anatomy they’re looking at. So it takes it one level further where they can practice as if they’re being instructed by an expert and they can modify their images, they can see what they’re doing and the told dynamically in a virtual environment.
So the time and money aspect, AI really compresses dramatically. Of course, in person, side-by-side education is the best and that is the most expensive and the most time consuming. And that’s why Butterfly certified exists because we think it’s absolutely essential. But ScanLab will allow Med students to start scanning and immediately getting comfortable, almost like a video game, being able to start scanning and then understanding what they’re looking at, and we believe will give a lot of comfort in the early development and the early getting over the fear of that initial imaging will create a significant level of comfort. So between Butterfly Academy, looking at videos and understanding and then taking tests between certified and doing it in person.
