Intuitive Surgical: Selling $2m da Vinci Robots

Executive Bio

Joahn Ginsberg

Former Area Sales Manager at Intuitive Surgical

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

Interview Transcript

Disclaimer: This interview is for informational purposes only and should not be relied upon as a basis for investment decisions. In Practise is an independent publisher and all opinions expressed by guests are solely their own opinions and do not reflect the opinion of In Practise.

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