Pro Medicus: Winning the U.S. Imaging Software Market

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We'd love to hear your thoughts on Visage and its competitive position in the market. It's obviously doing very well. What do you think about the future? I believe there's 10% of the market today. Where do you see that going in the future and over what period?

As for market share, I think we did see that coming. Frankly, the only thing stopping Pro Medicus and Visage from completely dominating the market is time. From a technical perspective, I don't believe there's a competitor on the market. I don't think there's anyone even close, and they price it accordingly. They know that over time, they won't lower their price. However, I think mergers and acquisitions by their customers and other large customers they will continue to add will lead to larger customers absorbing smaller prospects over time. Strategically, that's how we always saw growing our market share. This is based on the experience of our team in Australia and what they saw happen there in a short period, 10 to 15, 20 years ago, collapsing from dozens of providers, maybe even over 100, down to three or four in less than five years. That's why we brought that strategy to North America and expanded it globally in Europe.

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Taking a step back, what makes the offering so much better? Is it purely the speed compared to some of these legacy systems?

I wouldn't say it's purely speed. Certainly, speed is what they use as the peg to hang their hat on and always has been. But I think it's more foundational than that. It's what enables that speed that makes them different. It really goes back to a philosophical decision made by the three technical founders of the product when they were at the Zuse Institute in Berlin in the late 90s. All of them were working on PhD projects and wanted to work from home or wherever they were living at the time. The compute resources they needed were remote, so they decided from day one or precode that the user of the software and the server hosting the functionality were not on the same local area network.

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Taking a step back, what makes the offering so much better? Is it purely the speed compared to some of these legacy systems?

This requirement for software to adapt to a highly dynamic networking environment, often with high latency and low bandwidth, has always been foundational to the product. This is the reverse perspective of every other product on the market today, which were designed for on-premise server environments with high and reliable bandwidth between servers and workstations. This perspective change is deeply embedded in the development team's philosophical approach.

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