Intuitive Surgical: Selling $2m da Vinci Robots
Former Area Sales Manager at Intuitive Surgical
inpractise.com/articles/isrg-selling-process
Why is this interview interesting?
- IDN vs community hospital customer segmentation
- What surgeons really care about and how to pitch da Vinci robots
- Power dynamics within a hospital
- Negotiating with hospital administrations when selling da Vinci’s
- Hospital economics when purchasing a da Vinci versus open / lap surgery
- How the capital and instrumentation price has changed across generations
- Risks from J&J entering and potential pricing pressure
Intuitive Surgical: Selling $2m da Vinci Robots(February 1, 2021)
Joahn Ginsberg
Former Area Sales Manager at Intuitive Surgical
Interview Transcript
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