2016 Global Surgical Robotics for Neurosurgical Interventions Company of the Year Award Award

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1 2016 Global Surgical Robotics for Neurosurgical Interventions Company of the Year Award Award 2016

2 Contents Background and Company Performance... 3 Industry Challenges... 3 Visionary Innovation & Performance and Customer Impact of Medtech SA... 3 Conclusion... 4 Significance of Company of the Year... 5 Understanding Company of the Year... 8 Key Benchmarking Criteria... 8 The Intersection between 360-Degree Research and Best Practices Awards... 9 Research Methodology... 9 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices About Frost & Sullivan... 11

3 Background and Company Performance Industry Challenges The United States (US) surgical robotics market is experiencing rapid growth, primarily due to the extensive system benefits to both surgeons and patients. Additionally, patient interest in robot-assisted surgeries has risen due to increased amounts of clinical research and market participant advertising that emphasizes these benefits. Surgical robot-assisted systems allow surgeons to plan upcoming surgeries in more detail, promoting increased accuracy and workflow. The systems also provide higher safety rates by reducing surgeon fatigue and hand tremors and, in many cases, reduce surgical time. This decreases hospital costs of operating room (OR) use and allows surgeons to increase revenue by being able to conduct more surgeries. Since surgical assistant robot systems allow for minimally-invasive procedures, patients experience less bleeding, pain, and risks of infection, thereby decreasing recovery time. Furthermore, surgical assistant robot systems used for brain surgery eliminate the need for a stereotactic frame, further reducing patient pain and anxiety from having to undergo a pre-surgery procedure in which a support frame is screwed into their cranium. While the surgical assisted robot systems market is experiencing rapid growth, the market still faces many challenges primarily in regards to entrance creating a compact, topheavy market structure. Developing robot systems with accuracy, precision, and an easy-touse platform takes years of research and development (R&D), and requires large upfront capital. According to Frost & Sullivan research, these long and expensive R&D times can lead to completed systems being marketed at, sometimes, over one million dollars. In addition to purchasing the systems, hospitals are required to pay for annual maintenance, and lose valuable OR space from bulky robotic systems. Hospitals must also train hospital staff to use the robot system for optimal return on their investment. Finally, due to the developing nature of the market, insurance reimbursement codes have not been restructured to account for expensive maintenance, training, and system set-up, leading to hospitals being only partially reimbursed for procedures utilizing this technology. While Frost & Sullivan estimates that the reimbursement structure will be updated to take these features into account within the next 8 to 10 years, at present, many hospitals are hesitant to invest the capital required to buy and maintain these systems. Visionary Innovation & Performance and Customer Impact of Medtech SA In order to combat these challenges while still providing highly accurate and easy-to-use systems, Medtech SA has created the ROSA robotic device for use in MIS neurosurgery applications. This device provides all the added benefits of robotic-assisted surgery with a lower than average system cost. Medtech SA s experience creating surgical assistant robotic devices has led the company to become one of the robotics industry s leaders in neurological applications, and the company s recent development of the breakthrough ROSA Spine system. This is the second year that Frost & Sullivan has recognized Medtech SA for its ongoing commitment to groundbreaking innovation.

4 History of Experience Leading to Best-in-Class Design Headquartered in Montpellier, France, Medtech SA has maintained a commitment to robotic development throughout its history. The company started creating second generation robotics suited for daily OR use in 2002 with its development of the BRIGIT system for robotic-assisted knee replacement. The machine s advanced design led a large orthopedic technology company, Zimmer, to purchase the entire patent portfolio. With this influx of capital, Medtech SA set its sights higher: the creation of a robot-assistant for neurosurgical procedures, more specifically, spine surgery. Medtech SA recognized the reduced amount of complications in using a robot for brain surgery as compared to spine surgery primarily the inability to completely stabilize a patient s spine during surgery due to the patient s breathing patterns and decided to first develop a robot for brain surgery applications. It then used it as a benchmark for later expansion of this technology towards spine surgery applications. Medtech SA developed the ROSA Brain system, providing a way for surgeons to plan and perform minimally-invasive brain surgery. After being launched for clinical trials in Europe in 2008, the ROSA Brain received a CE Mark of approval in 2009 and FDA approval in The demand for the system has grown rapidly, and it is now utilized in over 50 centers worldwide. Staying Focused on Development Goals In 2011, Medtech SA fulfilled its original goal of providing a solution for robotic-assisted spine surgery by expanding the ROSA system s platform. This new platform allows realtime monitoring of patient movements and compensates for these movements without the necessity to stabilize the robot using the surrounding vertebrae. The ROSA Spine received its CE mark in 2014, and Amiens-Picardy University Hospital was the first hospital worldwide to use the robot for spine procedures after receiving the CE mark in December of that year. The pre-ce mark world premiere was completed by Montpellier University Hospital. Medtech SA is currently in the process of training and assisting in the ROSA spine s implementation in three other centers in Europe. The platform s design and trial results have been submitted to the FDA, and Medtech SA is hoping to receive approval within the end of the year. Commitment to Unique Features to Address Unmet Needs With its previous experience in developing surgical robotics for orthopedic applications, Medtech SA was able to understand and overcome all the challenges of developing and using these robots for surgery during upfront development of the ROSA platform. Neurosurgery requires surgeons to complete complex tasks; performing neurosurgery under minimally-invasive conditions reduces the visual field, further increasing the difficulty of the technique. The ROSA system overcomes this difficulty with its advanced planning and positioning software. Pre-operative scans are integrated into the system which creates three-dimensional images from the scans. Surgeons use these images to identify their targets, plan their approach, and anticipate any possible complications before surgery begins. The surgeon loads his plan into the ROSA system, allowing the system to follow and assist him throughout the procedure according to that plan.

5 If the surgeon needs to change his plan in mid-operation, the system can easily adapt and automatically react to the changes, ensuring optimized workflow of the new process. Repeatability and reproducibility are easily obtained with the ROSA robot. Since Medtech SA has previous experience of developing the BRIGIT system, its engineers were able to create the ROSA system with less upfront R&D time, allowing the company to offer the system for $400,000 to $750,000 (depending on added capabilities), well below the average industry cost. Added Benefits of the ROSA Spine Minimally-invasive spine surgery shares the same difficulties as brain surgery, such as reduced visual field, but includes added complications like the inability to fully immobilize the patient. Accurate intraoperative planning is obtained with ROSA Spine. During surgery, patients need to breathe, and when the surgeon operates he exerts pressure on the patient causing the spine to move. To overcome this movement, surgeons operating without robot-assistant systems have to compensate for the body s movement, decreasing surgical accuracy. Previously developed robots for spine surgery assistance were designed to be bone-mounted but, due to its weight and stability, the ROSA Spine robotic arm offers firm, accurate instrument guidance. Moreover, it has a dynamic guidance system that tracks and responds to patient movement in real time, providing compensation for the body s movements without the additional risk of clamping onto the spine. Since the design of the ROSA robot is the same as for brain and spine surgery, Medtech SA has expanded its software and array of instruments to offer a platform that can be used for both types of surgery, providing optimal value to centers using the robot-assistant for these two applications. Commitment to Service and Training Leading to Optimized Robot Use Medtech SA provides high-quality service and maintenance support to its customers, ensuring their satisfaction. Right from the initial purchase and installation, Medtech SA sends a clinical support technician (CST) to the health center s site. The CST is responsible for the initial system set-up and configurations to ensure its smooth implementation into the spatial constraints of ORs. Additionally, CSTs are responsible for training hospital staff to ensure optimized system use. CSTs are located both at Medtech SA s worldwide facilities as well as distributor sites, allowing Medtech SA to maintain fast service turnaround times to provide customers maximum returns on their investment. CSTs ensure that the systems are optimally used by being present in the operating rooms during surgical procedures. CSTs can see the technology in action, collect feedback on the current technology s capabilities and also provide ideas for future system improvements. To reduce large maintenance costs, Medtech SA performs preventive maintenance checks on its systems, reducing system downtime and costs associated with large system issues by quickly identifying potential problems.

6 Design Success Evidenced in Rapid Revenue Growth Medtech SA s success is evidenced by the company s rapid product line expansion and revenue growth. As of June 2015, Medtech SA reported a total of 48 ROSA robots in use worldwide, including 21 in North America and the first ROSA Spine system in Europe. Furthermore, the company achieved an overall 130% revenue growth between 2014 and 2015, growing from $3.4 million to $7.9 million. Medtech SA plans to maintain its steady growth rate, and continuously acquires new, talented team members to offer advanced development, service, and support. The company continues expanding its R&D department by employing experts across fields, allowing advancements on the ROSA system as the industry identifies new needs. Medtech SA s R&D team also maintains close relationships with key industry opinion leaders and academic partners to remain on the cutting-edge of innovation and development. Due to the high demand for advanced surgical-assistant robotic devices, Medtech SA estimates that its growth will primarily continue in the US. Conclusion Surgical-assistant robots have contributed to increasing the number of minimally-invasive neurosurgical interventions, reducing operating and recovery time, patient pain, and the risk of infection. Medtech SA s advanced ROSA Brain system is a pioneer in the industry, allowing surgeons to plan their surgery more efficiently, pre-operatively, leading to greater savings due to reduced operating times. The company has expanded its ROSA Brain technology to create the ROSA Spine system for spine applications. The robot s advanced tracking system overcomes the complications of patient movement and increases procedure accuracy. With its worldwide distribution of advanced systems, the company experienced a 130% revenue growth in the past year. With its innovative design and advanced planning platform, Medtech SA has earned Frost & Sullivan s 2016 Global Company of the Year award for surgical robotics in the neurosurgical interventions market.

7 Significance of Company of the Year To win the Company of the Year award (i.e., to be recognized as a leader not only in your industry, but among your non-industry peers as well) requires a company to demonstrate excellence in growth, innovation, and leadership. This kind of excellence typically translates into superior performance in three key areas: demand generation, brand development, and competitive positioning. These areas serve as the foundation of a company s future success and prepare it to deliver on the two criteria that define the Company of the Year Award (Visionary Innovation & Performance and Customer Impact).

8 Understanding Company of the Year As discussed above, driving demand, brand strength, and competitive differentiation all play a critical role in delivering unique value to customers. This three-fold focus, however, must ideally be complemented by an equally rigorous focus on visionary innovation to enhance customer value and impact. Key Benchmarking Criteria For the Company of the Year Award, Frost & Sullivan analysts independently evaluated two key factors Visionary Innovation & Performance and Customer Impact according to the criteria identified below. Visionary Innovation & Performance Criterion 1: Addressing Unmet Needs Criterion 2: Visionary Scenarios through Mega Trends Criterion 3: Implementation Best Practices Criterion 4: Blue Ocean Strategy Criterion 5: Financial Performance Customer Impact Criterion 1: Price/Performance Value Criterion 2: Customer Purchase Experience Criterion 3: Customer Ownership Experience Criterion 4: Customer Service Experience Criterion 5: Brand Equity

9 The Intersection between 360-Degree Research and Best Practices Awards Research Methodology Frost & Sullivan s 360-degree research methodology represents the analytical rigor of our research process. It offers a 360-degree-view of industry challenges, trends, and issues by integrating all 7 of Frost & Sullivan's research methodologies. Too often, companies make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. The integration of these research disciplines into the 360-degree research methodology provides an evaluation platform for benchmarking industry players and for identifying those performing at bestin-class levels. 360-DEGREE RESEARCH: SEEING ORDER IN THE CHAOS

10 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices Frost & Sullivan Awards follow a 10-step process to evaluate award candidates and assess their fit with select best practice criteria. The reputation and integrity of the Awards are based on close adherence to this process. STEP OBJECTIVE KEY ACTIVITIES OUTPUT 1 Monitor, target, and screen Identify award recipient candidates from around the globe Conduct in-depth industry research Identify emerging sectors Scan multiple geographies Pipeline of candidates who potentially meet all bestpractice criteria 2 Perform 360-degree research Perform comprehensive, 360-degree research on all candidates in the pipeline Interview thought leaders and industry practitioners Assess candidates fit with best-practice criteria Rank all candidates Matrix positioning all candidates performance relative to one another 3 Invite thought leadership in best practices Perform in-depth examination of all candidates Confirm best-practice criteria Examine eligibility of all candidates Identify any information gaps Detailed profiles of all ranked candidates 4 Initiate research director review Conduct an unbiased evaluation of all candidate profiles Brainstorm ranking options Invite multiple perspectives on candidates performance Update candidate profiles Final prioritization of all eligible candidates and companion best-practice positioning paper 5 Assemble panel of industry experts Present findings to an expert panel of industry thought leaders Share findings Strengthen cases for candidate eligibility Prioritize candidates Refined list of prioritized award candidates 6 Conduct global industry review Build consensus on award candidates eligibility Hold global team meeting to review all candidates Pressure-test fit with criteria Confirm inclusion of all eligible candidates Final list of eligible award candidates, representing success stories worldwide 7 Perform quality check Develop official award consideration materials Perform final performance benchmarking activities Write nominations Perform quality review High-quality, accurate, and creative presentation of nominees successes 8 Reconnect with panel of industry experts Finalize the selection of the best-practice award recipient Review analysis with panel Build consensus Select winner Decision on which company performs best against all best-practice criteria 9 Communicate recognition Inform award recipient of award recognition Present award to the CEO Inspire the organization for continued success Celebrate the recipient s performance Announcement of award and plan for how recipient can use the award to enhance the brand 10 Take strategic action Upon licensing, company may share award news with stakeholders and customers Coordinate media outreach Design a marketing plan Assess award s role in future strategic planning Widespread awareness of recipient s award status among investors, media personnel, and employees

11 About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best in class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages almost 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from 31 offices on six continents. To join our Growth Partnership, please visit

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