Ekso Bionics Holdings, Inc. Q2 FY2025 earnings call

• Ekso designs, develops, and markets exoskeleton products for healthcare, primarily for people with physical disabilities in rehabilitation and mobility.
• In Q2 2025, revenue was $2.1M, down due to short-term delays in Enterprise Health multi-device sales but partially offset by higher Personal Health sales.
• Working to close deferred Enterprise Health sales, including a $1M+ North American IDN deal expected in Q3.
• Signed a master subscription agreement with a major integrated delivery network for Enterprise Health.
• Launched eksoUniversity, a virtual platform for continuing education for physical therapists.
• Partnered with PRIA Healthcare for market access guidance on Indego Personal.
• Received first order from National Seating & Mobility for Indego Personal and named Bionic P&O as an O&P distributor.
• Joined NVIDIA Connect program to develop AI capabilities for exoskeleton devices, including an AI voice agent for EksoNR.

Ekso Bionics operates as one operating and reportable segment with two markets: Enterprise Health and Personal Health. For the second quarter of 2025, the company recorded revenue of $2.1 million, compared to $5 million in the second quarter of 2024. Gross profit for Q2 2025 was $800,000, representing a gross margin of approximately 40%, whereas in Q2 2024, gross profit was $2.6 million with a gross margin of 53%. The Personal Health product revenues grew by more than 50% in the first half of 2025. The absolute revenue for Enterprise Health was impacted by delays, but Personal Health offset some of this decline.

• Confident in closing deferred Enterprise Health sales, including an international order and a $1M+ North American IDN deal in Q3.
• Personal Health is expected to contribute 25% of revenue in 2025 and is projected to overtake Enterprise Health revenue by 2027.
• Continued focus on scaling the go-to-market strategy for Indego Personal with partners like PRIA Healthcare.

• Delays in completing multi-device Enterprise Health sales due to regulatory challenges.
• Uncertainties related to federal grants affecting some U.S. Enterprise Health customers' purchases, pushing them into later periods.
• Uncertainty around the appeals process and reimbursement for Indego Personal claims with administrative law judges.

Q: Can you quantify the deferred Enterprise Health sales?

A: There were 2 deferred sales: an international order delayed by regulatory challenges expected in 2025, and a $1M+ North American IDN deal expected in Q3.

Q: When do you expect Personal Health to overtake Enterprise Health revenue?

A: We believe Personal Health will begin to overtake Enterprise Health revenue by 2027.

Q: What needs to be done immediately to get Enterprise sales back to growth?

A: Working to close deferred deals, working with third-party financial partners to help enterprise customers use technology without relying solely on grants, and continuing to work with rich pipeline of enterprise customers.

Q: How many Enterprise clients utilize federal grants?

A: Approximately 10% of Enterprise customers rely on federal or outside grants to fund technology.