Knowing your Arsenal
This is the number of published studies Steripath appears in, and the number of national guidelines that reference it, making it the only device proven to sustainably deliver <1% contamination across every care setting.
What is 20+ published studies & referenced in 8 national guidelines?
These are the 3 foundational items you have to understand in every stage of the sales process
What are priorities, operational, and stakeholders?
This is whose number a contamination-reduction target should be build from.
What is the account's own confirmed goal
There are four data points that are standard for data collection at every account.
What are total draws, total contaminations, Steripath draws, Steripath contaminations
These are the 7 stages of the Magnolia Medical sales process
What is Discovery, Clinical Validation, Financial Validation, Committee Review, Scheduled Evaluation, In Evaluation and Closed-Won?
This is the average cost of a false-positive blood culture.
What is $4,162.00?
These are the four departments of stakeholders that need to be involved from the start to ensure long-term success.
What are clinical, operational, financial and supply chain
These are the two things required for a timeline to count as confirmed, not just “probably next quarter.”
What is a real date and direct department-to-department alignment?
This is the ideal level of tracking at every account
what is full electronic tracking
This is the number of patients that are potentially impacted each year by a misdiagnosis of Sepsis
What is ~1.4 million patients?
This is Kurin’s own regulatory filing to describe their how their product works.
What is "sidelining"?
This is what an AE/CSM should do instead of accepting a Champion's reassurance that everything is handled internally
What is verify it yourself?
This is what is actually missing between clinical proof and a real green light for a budget
What is explicit commitment to move forward?
This should be checked before assuming that electronic tracking is an option
What is the existing EMR & LIS?
This is the number of days of a hospital stay that increase exposure to HAIs and HACs.
What is 2.0 to 2.4 days?
This is the the estimated cost of a CLABSI.
What is $48,000?
This is the main priority of financial validation.
What is sign-off confirmed and a real timeline set?
These are the six phases of a clinical implementation
What is planning, collaboration call, internal planning, final review meeting, go-live, and post-implementation?
This is the type of data a QBR should use to surface an expansion opportunity, not just a recap of the quarter.
What is device-level usage and contamination trend data?
This 2022 study from Stanford Health Care showed X fold decrease in NHSN/CMS reportable false-positive CLABSIs.
What is a 12-fold decrease?
This is the contamination rate that resulted from Kurin’s largest, most rigorously designed trial, at UMass Memorial Medical Center.
What is 1.2%?
This defines the "green light" which signals the move to committee review.
what is closed gaps in discovery, clinical validation and financial validation?
This is what should be identified for every account from day one, so losing a champion doesn't mean losing the account.
What is a backup contact?
This is what every QBR should leave behind, regardless of how busy the account says they are
What is a clear next step
This is the percentage of reported CLABSIs that were suspected to represent blood culture contamination
What is 30%?