Intuitive Surgical: Da Vinci Sales & Training Process
inpractise.com/articles/intuitive-surgical-da-vinci-sales-and-training-process
Intuitive Surgical, the global leader in robotic assisted surgery, has compounded at over 27% since it was listed in 2000. Given the potential new entrants from J&J and Medtronic, our research has focused on understanding the history of ISRGs go-to-market strategy and the barriers to scale for new entran. We explore:
- RAS vs laparoscopic surgery fundamentals
- How ISRG scaled its installed base in the early years
- Selling to surgeons vs hospitals
- How customers measure ROI
- The importance of ISRGs training infrastructure
Robotic vs Laparoscopic Surgery
Surgeries can be classified into three categories:
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