Simulation is a powerful tool when used correctoly

1. MSC PARTNER: SPECTRANETICS
©2015 Medical Simulation Corporation // WWW.MEDSIMULATION.COM
SPECTRANETICS BELIEVES THAT
TRAINING MAKES THE DIFFERENCE
and achieves big results that prove it.
Spectranetics is a leading medical device company dedicated to helping
patients return to the activities they love. Since 1984, Spectranetics has
launched innovative, life-saving technologies that physicians use to treat
restenosis - the re-narrowing of a blood vessel that was once treated to
clear a blockage. In 1997, Spectranetics also received FDA clearance for
use of a laser sheath to remove pacemaker and cardiovascular implantable
electronic device (CIED) leads. Based in Colorado, Spectranetics is
The global leader in lead management, which is the safe and
responsible extraction of cardiac implantable device (CIED) leads
due to infection, damage, or manufacturer advisory.
A major innovator in the treatment of Coronary Artery Disease
(CAD), providing solutions such as scoring balloon technology
and laser atherectomy.
A trusted partner that helps physicians treat the complex clinical
challenges of Peripheral Artery Disease, including critical limb
ischemia, chronic total occlusions (CTO), and in-stent restenosis (ISR).
CHALLENGE: Accelerate Commercialization of New Technology
Perpipheral Artery Disease (PAD) is a huge problem, impacting 200
million people globally. In just the European Union (EU) and U.S.,
25 million sufferers experience the debilitating effects of PAD, including
amputation. Of these, 1.5 million patients receive treatment each year.
In 2014, Spectranetics introduced the only FDA-approved atherectomy
device to treat ISR. This minimally invasive endovascular surgery technique
combines a laser guide catheter with an excimer laser atherectomy catheter.
This approach has proven more efficacious than angioplasty, which relies
on a balloon catheter. Today, the Turbo-Tandem™ and Turbo-Elite™ devices,
when used in combination with percutaneous transluminal angioplasty (PTA),
increase the likelihood of procedure success and greatly decrease the rate of
negative outcomes, such as bailout stenting.
educated almost 800 physicians
completed 78 training
events in 6 months
7X increase in sales volume

3. ©2015 Medical Simulation Corporation // WWW.MEDSIMULATION.COM
CHALLENGE: continued...
The EXCITE prospective randomized controlled clinical trial
was particularly compelling. It proved that use of Turbo-Tandem,
in conjunction with PTA, was highly effective in the treatment
of Class II (typically 19 cm long and diffuse) and Class III
(occluded, often by 30% or more) ISR lesions.
But it wasn’t enough to turbo-charge a new product line.
A catalyst was needed.
A key step to increasing adoption, particularly in high-volume
settings, is increasing the confidence and competence of a
physician in the application of a sophisticated medical
device. And since physicians - especially interventional
cardiologists - have zero spare time, it’s important to effect
this change at their convenience - wherever, whenever.
SOLUTION: Custom Medical Simulation from MSC
Spectranetics had enlisted MSC previously to build the
first lead management simulator in the world. Based on
this success, MSC was the obvious choice to create unique
simulation cases for the Turbo-Tandem™ laser atherectomy
system, Turbo-Elite™ laser catheters, and AngioSculpt®
balloon catheters.
MSC designed simulations that replicated the look and feel
of the Spectranetics technology used to treat femoropopliteal
in-stent restenosis (“Fem-Pop ISR”). The clinically-accurate
training cases “went above and beyond expectations in every
way, shape, and form,” according to Jason Gwilliam, Senior
Manager, Physician Education and Training.
The MSC simulations include stunning 3-D animation and
tactile haptics, but the “wow” factor stems from an immersive
experience that’s on par with virtual reality. Physicians
don’t watch the simulation; they become an integral part
of the simulation. The incomparable experience reveals the
brilliance of the Turbo-Tandem and Turbo-Elite technologies.
Physicians are able to gain experience without touching a
patient or a cadaver, usually in one hour
SPECTRANETICS: Annual Sales Rate

4. “MSC can take a drawing or just a
vision and, within a matter of weeks
and in real-time, deliver exactly what
you want. Their engineers who develop
the software, anatomy, and graphics –
what they do is pure magic. Their entire
team just does a superb job of ensuring
that physicians are experiencing as close to
real-world as possible.”
Jason Gwilliam, Senior Manager
Physician Education and Training,
Spectranetics
RESULTS: An astounding increase in business
The Vascular Intervention (VI) team at Spectranetics uses the MSC
simulations strategically, targeting specific hospitals to build awareness
of the ISR indication and the relevance of their EXCITE clinical study data.
The VI team built a physician-education juggernaut that executed
78 unique simulation events from September 2014 to February 2015.
Spectranetics has trained nearly 800 doctors in less than six months.
The impact has been revelatory. The simulation program has been
the magic that enables Spectranetics to gain a foothold - and then
some - in many hospital accounts. In one instance, the revenue pace
surged from $65,000/year to $500,000/year in just six weeks. “This is
what GOOD looks like,” quipped Jason.
In addition to focused training events, Spectranetics also strategically
deploys MSC’s Compass A.T. simulation technology to deliver dynamic
demos at conferences. This attention-getting strategy has nearly
doubled booth traffic.
CAN IT WORK FOR YOU?
Yes. To grow your medical device business, your sales team needs
the most persuasive tools available. Terrific clinical results are a
tremendous advantage, but there’s something better.
An immersive multi-sensory experience that completely engages
a physician with your innovation.
You won’t just educate doctors. You’ll win their business.
To learn more about partnering with MSC, please visit us
at www.medsimulation.com or call us at 1.888.889.5882.
©2015 Medical Simulation Corporation // WWW.MEDSIMULATION.COM