How would ...

Question

How would you describe the typical sales process in your position at Intuitive, and have you noticed any changes in how challenging it is to finalize deals?

Current Employee · Accepted Answer

You evaluate the data on accounts under your territory on their Utilization then look at the volume of surgery that is not robotic that can be converted. Then you sell the surgeons both new and pre existing as a new training or pivot surgeon (Using the robot for new procedures). If the Robotic volume is at the point there is access issues (Ideally this is around the 80-100 cases per quarter per system). The Capital rep will come in with the data and limited access among surgeons to leverage for an additional Robot through a variety of financial tools for the leadership to acquire an additional system.

Now if the hospital is a "Greenfield" meaning they don't have a robot at all the process is slightly different. Capital Rep will lead the deal and begin with an approach with the cheifs of surgery and utilization commitments among their partners and other specialties to present a comprehensive strategy supported with data to make a financially and clinically viable robotic solution for leadership to move forward with.

The Challenge to all of this is the rate at which Davinci is saturating the market. In areas of the midwest and a lot of global emerging economies there is high volume of sales and activity. However reps in saturated areas such as areas in Florida, Texas and New York have enjoyed Massive growth over the last Decade which has painted reps in a corner where their hospitals have many systems and most surgeons are trained and the volume left to grab is slimmer and harder where your selling to the laggards in the adoption curve. The company at large has already addressed this by beginning to implement accounts without any reps supporting because they're at a point where they are completely automated and there is no value to be gained by hiring quota bearing reps for certain accounts anymore.

This Brings me to my conclusion. Intuitive is a phenomenal place to work and grow from a pure challenge both technically and from a business process perspective. However the thing to know is coming in to close lots of deals still happens, really do some research the specific area you are looking at for a sales position to try to find out how big the robotics programs are. If you see billboards and robots lining the halls of most of the hospitals in the area, it may be a challenging area to sell and you might be replacing a long line of rotating reps trying to get the bottom of the barrel in that area. Vice versa in an area underserved such as Nebraska for example, there is still a lot of runway left to sell to.

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Anonymous Q&A

How would you describe the typical sales process in your position at Intuitive, and have you noticed any changes in how challenging it is to finalize deals?

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