Insulet Targets Type 2 Retention as Omnipod 6 and Global Growth Gain Momentum

Insulet is targeting early Type 2 customer attrition , which is elevated during the first 90 days after starting Omnipod. The company is improving sampling, incentives, support teams and its Omnipod Discover digital platform to strengthen retention. The company sees substantial growth potential in automated insulin delivery, particularly among insulin-intensive Type 2 patients, and aims to raise penetration from about 5% currently to 10%–15% by 2028. Omnipod Discover is expected to reach a full U.S. rollout by year-end. Product and international expansion remain key growth drivers: Omnipod 6 is expected in 2027, while a fully closed-loop Type 2 system is targeted for 2028. International revenue grew more than 30% year over year through the second quarter, supported by Omnipod 5 adoption and new market launches. Insulet NASDAQ: PODD Chief Operating Officer Eric Benjamin said the company remains focused on expanding adoption of automated insulin delivery, or AID, systems across large and underpenetrated diabetes markets, while addressing elevated early attrition among certain Type 2 diabetes customers. Speaking at a Bernstein event hosted by U.S. MedTech Analyst Lee Hambright, Benjamin said Insulet now serves 26 countries, including 20 markets with Omnipod 5, and has developed manufacturing capacity intended to support growth. He said the company is on track to add more customers this year than the company had in total when he joined more than a decade ago. Benjamin cited an estimated 1.8 million people in the U.S. living with Type 1 diabetes, with less than half using AID technology. He also pointed to approximately 2.5 million U.S. patients with insulin-intensive, or basal-bolus, Type 2 diabetes, of whom about 5% use AID technology. Globally, Insulet estimates that only about 25% of the nearly 4 million Type 1 diabetes patients in its served markets use AID. Type 2 Retention Actions Benjamin said Type 2 customers accounted for roughly 40% of Insulet’s new customer starts during the second quarter. While the company remains enthusiastic about the market opportunity, it identified higher-than-desired attrition during the first 90 days after initiation. Insulet is pursuing four actions intended to improve conversion from an initial Omnipod start to a longer-term customer relationship: Improving sampling workflows, including confirming prescriptions, prior authorizations, coverage discussions and customer support arrangements. Adjusting field incentives to emphasize durable customer starts and early customer success. Scaling customer service and clinical retention teams to provide additional education and support during the first 90 days. Accelerating the broader rollout of Omnipod Discover, its digital health platform. Benjamin said Insulet’s analysis indicates that retention remains strong after the first 90 days for both Type 1 and Type 2 customers. The company’s near-term focus is therefore on improving the transition from initial use to that 90-day milestone. Insulet plans to provide an update on the effort during its fourth-quarter call in February. On the longer-term Type 2 market, Benjamin reiterated the company’s previous goal of increasing AID penetration among insulin-intensive Type 2 patients to 10% to 15% by 2028, from about 5% currently. He said the company sees potential for penetration beyond that range over time, noting that continuous glucose monitor penetration in the Type 2 insulin-intensive market is about 55%.