Sean Lee: Great. Thank you for that. And then my second question is on, I think in the prepared remarks, you mentioned that one of the machines sold last quarter was in Abu Dhabi. And I was wondering whether the Middle East can become a geographic interest for you guys?
Ryan Rhodes: Yes, we were excited about the placement it up at Abu Dhabi Cleveland Clinic. In fact, they’ve already performed cases. And so that program has already launched, and we’re excited to see for it and look out through the Middle East for other areas of opportunity. But the Cleveland Clinic Abu Dhabi facility has a very strong reputation in the Middle East. And I think it’s a clear validation. When they looked at technology, they chose Focal One. So we’re, again, looking outward for other opportunities throughout the Middle East.
Sean Lee: Great. My last question is on the ExactVu sales. So I was looking at that, I was wondering whether you can give us some color on what exactly drives those sales?
Ryan Rhodes: Well those, again, ExactVu is used at time of biopsy. So again, further upstream, right, patient goes in for a biopsy. And as we know, micro ultrasound, 29 megahertz, has a measurable improvement in terms of visual acuity to look at prostate tissue and specifically better target regions of interest for placing biopsy needles. So I think the combination, either as a standalone technology, or combined with use of imaging from an MRI, hospitals realize that, wow, we can see better. And if we can see better, we can be more precise in terms of where we target and perform biopsy mapping and delivery within the prostate gland. So again, I think the evidence is strong. We have a large number of growing academic centers that have adopted this technology, and more to come.
We have also, as a recent, added a dedicated clinical sales team and capital team specific to ExactVu. So looking out, we’re excited for the momentum and building more momentum around this product.
Sean Lee: That’s great to hear. That’s all I have, and thanks again for taking my questions.
Ryan Rhodes: Thank you.
Operator: Our next question comes from Frank Takkinen with Lake Street Capital Markets.
Frank Takkinen: Alright. Thanks for taking the question. Ryan, was hoping you could talk a little bit about the purchase model versus a less capital intensive adoption model, whether that’s a lease, or a bridge to buy, or something similar to that. What are you hearing in the field? And do you have any prediction for where this mix might start to shake out in Q4 and into 2024, as we are in a little tougher macro-environment?
Ryan Rhodes: Yes, Frank, we continue to focus on direct cash sales. And we’ve shown success in doing that. We have other options available — operational leases as such, bridge to buy, and or other. So I think we’re well-covered with various options at our disposal to be able to use with customers. And if we find that customers may need a different solution, we typically sit down with them and we would work out through the process to get them into the technology. They want our technology, and we want to get the program started, and we build programs. So if it matters to launch the program sooner, we can activate on various — call it — purchasing models, encompassing operational leases, bridge to buy, and or other. But again, we still remain successful in our ability to sell capital directly, and work closely with our hospitals as partners.
Frank Takkinen: Okay. That’s helpful. And then maybe one on the sales team. I know I think at the beginning of the year, you were targeting roughly doubling that organization with different variables across a direct selling rep or clinical support specialists. But maybe just talk to where that US-based HIFU sales team sits, and how you’re thinking about further investments into Q4 if you haven’t already gotten to where you anticipated getting to this year?
Ken Mobeck: Yes. So Frank, this is Ken. Good question. Right now, our team is 15 people in the US. As Ryan mentioned, we’ve got a dedicated team of ExactVu now of four people, and that’s split. So when you look at the four people against the 15, that leaves us 11 people focused now on HIFU sales. And we are going to continue to invest on the capital front, for capital sales, as we move into next year. We’ll continue to to beef up the headcount.
