CV Ultrasound buying influnces

Question 1

Economic buyer

Answer 1

Role- to give final approval
Power - yes/no veto
Focus - return on investment results efficiencies and anything that impacts profit

Question 2

Technical buyer

Answer 2

Role - to screen you out
Power - no
Focus - product specifications capabilities and your ability to meet their needs

Question 3

User/clinical Buyer

Answer 3

Role - can it do the job
Power - no, sabotage
Focus - to judge how your solution impacts their daily process

Question 4

Coach

Answer 4

Role - to guide you to meet the other influencers
Power - little if they are blatantly partial
Focus - you

Question 5

The Sonographer

Answer 5

1. Single biggest variable in image quality.
2. Takes pride in producing good images
3. Concerned with ergonomics workflow and ease of use

Question 6

The physician

Answer 6

1. Needs image quality to provide confident diagnosis
2. Wants to spend more time practicing medicine and less time managing equipment
3. Concerned with diagnosis workflow and profitability

Question 7

The administrator

Answer 7

1. Manages needs of entire department
2. Wants an efficient and profitable department
3. Concerned with workflow reliability, service budgets, user and patient satisfaction

Question 8

The CXO

Answer 8

1. Manages P&L for entire hospital
2. Wants to attract and maintain customers (a.k.a. Patients)
3. Concerned with reimbursement profitability, user and patient satisfaction

Question 9

Ultrasound configuration

Clinical options

Answer 9

Clinical options

• optimize transducers for specific applications
• provide presets/TSI’’s for specific applications
• Used as a pricing method

Question 10

Ultrasound Configuration

System Options

Answer 10

• Netlink DICOM 3.0
• 4D imaging
• Live 3D
• iCOMMAND
• Panoramic
• QLAB
• Stress Echo Protocol
• Footswitch

Question 11

Ultrasound Configuration

Transducers

Answer 11

*Curved -
C10-3v, C10-4ec, C9-2, C8-5, C5-1, V6-2

• Linear - L18-5, L15-7io, L12-5 50, L12-3
• Sector - S12-4, S7-3t, S8-3, S5-1
• xMatrix - X7-2T, X6-1, X5-1

Question 12

Ultrasound Configuration

Peripherals

Answer 12

• The system supports up to two on-board peripheral devices(excluding report printers)
• Video-recording peripherals, operated via system user interface
• DVD recorder (cart-dependent)
• Small format digital color printer (USB)
• Small format digital B/W printer (USB)
• Percunav
• Support for large format external color printer
• Support for various HP and Epson brad color and monochrome report printers (USB, externally mounted)

Question 13

Ultrasound

Pushing the boundaries of performance

Answer 13

• Establish our positioning in the mind of the customer
• Claim it and back it up
• Qualify the customer
• Know your product
• Take the Lead