Prepping Customers for TransEnterix SurgiBot Approval

What is everyone doing to prepare their customers for the SurgiBot approval?

Are you discussing their system with your surgeons so they are aware of the differences between them or are you avoiding the conversation?

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It was interesting to read that TransEnterix doesn't have sales reps on the West Coast . There was no explanation why on the call.Does anyone know why? Also, is there an ISRG rep out there who can share if they are seeing TRXC reps in their accounts and if those reps are gaining traction with Senhance? So far, they haven't been able to sell many but the CEO made it sound like the Senhance sales are coming soon.

It was interesting to read that TransEnterix doesn't have sales reps on the West Coast . There was no explanation why on the call.Does anyone know why?

They can't afford reps out here because they don't have the money for them and there is no interest in what they are selling.

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It was interesting to read that TransEnterix doesn't have sales reps on the West Coast . There was no explanation why on the call.Does anyone know why? Also, is there an ISRG rep out there who can share if they are seeing TRXC reps in their accounts and if those reps are gaining traction with Senhance? So far, they haven't been able to sell many but the CEO made it sound like the Senhance sales are coming soon.

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The sales reps must have come back with a lot of activity from TransEnterix because all the ISRG insiders are selling....IN LARGE QUANTITIES.

How many systems did TransEnterix sell last quarter? Yea, that's what I thought. Maybe 1 was dropped off to be part of a study. Doubtful there was any revenue attached to it.

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How many conference calls have you had and SWOT analysis' have you filled out since Senhance got approval?

Jokers.

The sales reps must have come back with a lot of activity from TransEnterix because all the ISRG insiders are selling....IN LARGE QUANTITIES.

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How many conference calls have you had and SWOT analysis' have you filled out since Senhance got approval?

Jokers.

In reading the conference call transcript from their earnings, it's evident Gary is not impressed or concerned about competition.

Larry Biegelsen

Thanks Gary. And then just for my follow-up on the competition. I guess I will only ask one broad question on the TransEnterix approval. Any just comments, Gary, you know from a technology or an IP standpoint and potential for this elongating the selling cycle in the U.S.? Thanks for taking the questions.

Gary Guthart

With regard to other systems that are coming or have come out, our experience goes back pretty far. So we have lived through the pathway of hybrid surgical approaches, some robotics, some manual, three-arm systems, some things integrated, some things not integrated. We have lived through that and its our customers who have really taken us to the position we are in with integrated systems, things that work very well together. Simple examples, if you have a manual stapler and you are using robotic system, the surgeon has to often almost always scrub in and scrub out because it's unusual for physician's assistant to fire a stapler. So the workflow of getting up and sitting down is really challenging. The challenge of integrating multiple different technologies from multiple different vendors at the Or is a headache and they tell us that. We like this all to work together as if it was designed with a whole thought.

We didn't chose those things out of the blue. And so with our own systems, with systems we competed against 20 years ago, we have kind of seen this. And so I think that customers will think that through and evaluate it. You would ask, could it delay sales cycles? And the answer to that is yes, it can in the near-term. Now we are facing some of these concepts and competitive system in Europe and customers are evaluating these things and making decisions. I think they make them based on a pretty good basis. And so it may cause some short-term ripples, but we will be ready to engage those conversations with hospitals. And again, I think we didn't end up where we are by accident. That's true in our IP portfolio as well and one of the things about being the market leader is you have to solve these problems first and you get to patent them and we have. So that's something that's an asset for the company as we go forward.

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Senhance in 2017

How many conference calls have you had and SWOT analysis' have you filled out since Senhance got approval?

Jokers.

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we have until 2018 to figure it out. SurgiTurd is DOA and they're trying to get the other piece of garbage approved first. Keep the ISI monopoly rollin'.

Senhance in 2017

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WSF...you still pushing the pig study from 5 years ago?

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Titan just got another $10 million that they'll **** through in 3 months.

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we have until 2018 to figure it out. SurgiTurd is DOA and they're trying to get the other piece of garbage approved first. Keep the ISI monopoly rollin'.

Titan just got another $10 million that they'll **** through in 3 months.

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How are they going to train surgeons and staff if they can't hire a large field organization?

Great point. Training the field and hospital staff will be the biggest expense once the product gets approved and they will need a lot more cash than what they currently have.

we have until 2018 to figure it out. SurgiTurd is DOA and they're trying to get the other piece of garbage approved first. Keep the ISI monopoly rollin'.

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The smaller players are coming but they are less of a concern than Medtronic and JNJ. Both of those programs are an unknown at this point but they are backed by some serious cash so you would expect a quality product coming to market from them. The smaller players like Titan and Transenterix aren't funded nearly as well and may not even have enough cash to bring their product to market without additional funding. How are they going to train surgeons and staff if they can't hire a large field organization?

Guthart is smart and paying attention but I doubt he loses a minute of sleep over the new players coming to market.

How are they going to train surgeons and staff if they can't hire a large field organization?

Great point. Training the field and hospital staff will be the biggest expense once the product gets approved and they will need a lot more cash than what they currently have.

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Gary at his weekly staff meeting -


The smaller players are coming but they are less of a concern than Medtronic and JNJ. Both of those programs are an unknown at this point but they are backed by some serious cash so you would expect a quality product coming to market from them. The smaller players like Titan and Transenterix aren't funded nearly as well and may not even have enough cash to bring their product to market without additional funding. How are they going to train surgeons and staff if they can't hire a large field organization?

Guthart is smart and paying attention but I doubt he loses a minute of sleep over the new players coming to market.

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What are we prepping for again???

Haha...suckers!

Gary at his weekly staff meeting -


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What are we prepping for again???

Haha...suckers!

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