5 Things Learned From The First 25 Cases With Kelling

Prior to the commercial launch of the Kelling device, our ClearCam team held a Strategic Alignment Meeting.  Each department presented the strategy, goals and forecasts for the coming 18 months.  When I presented for the Sales and Marketing arm of ClearCam, I led with the following sentence – “We don’t know, what we don’t know.” 

We had tested the Kelling in multiple simulation labs (cadaver, animal, BioBox, etc.) and invited many surgeons to utilize it in those environments prior to the commercial launch.  We felt we had a very good understanding what the challenges were, but we also acknowledged that there was going to be a great divide between the laboratory setting and the “real world” clinical setting.

As the field-based representative for ClearCam, I was hoping for a “unicorn” – one of those magical, mystical, perfect devices that solves every surgeon’s problems and they immediately sing its praises to everyone and anybody that will listen.  Ha! Right.  I have been in this role long enough to know that there are always going to be challenges with any new product launch.  Here is a list of the top 5 lessons I have learned since the first clinical case until now (25 cases).

1.        Set clear expectations prior to utilizing the Kelling for the first time

Yes, this is a supply item designed to eliminate an external scope cleaning device.  Yes, it is designed to save time and effort.  BUT – there still needs to be training on how to use the device properly or it will not clean as effectively as it can.  Without the surgeon or first assist committing to 5 minutes of hands-on training with a simulator prior to surgery, the chance of success with the Kelling will drop significantly.  Which brings us to lesson number 2 …

2.       Prioritize training- provide a simulator to train surgeons and first assists

When we first launched the Kelling, we thought a few minutes with a non-sterile device, scope and trocar would be enough to adequately train and prepare the surgical team for what to expect.  However, we soon realized that all camera drivers need to develop a tactile feel for the device and see the results of their work prior to the case.  The time to practice is not when the patient is under anesthesia.

3.       Establish commitment of all interested parties to participate in a minimum of 3 cases

Since the Kelling requires the operator to become comfortable with the device, we want to ensure that they spend adequate time with the product to fully evaluate it.  We have found that repetitions are the key to mastering the Kelling and that mastery evolves rapidly the more it is utilized by the same operator. 

4.       Be purposeful in selecting the first cases in which to use the Kelling

As with all new devices, it is best to first use the Kelling on a “low stress” case or two.  Introduction of the Kelling in an environment that is already a challenge for the surgeon is sub-optimal.  If a cleaning event occurs and the Kelling does not perform perfectly, the surgeon may be quick to abandon the device or have a negative reaction that could result in a poor evaluation.

5.         Communicate clearly during training, procedures, and follow-ups

One of my goals conveyed during our Strategic Alignment Meeting was developing communication and instruction that resonates with the surgeons and staff in the troubleshooting and operation of the Kelling device.  Since I was not sure what situations and pitfalls would occur once we were in clinical cases, I needed to observe enough different situations to master this skill.  Over time I have honed and refined my communication and its impact on the success of the Kelling during both training and clinical use is having more and more positive effect.

It has been exciting to see the results of months (and years!) of dedicated efforts pay off in the successful launch of the Kelling in situ laparoscope cleaner.  Now that the device is commercially available, our next milestones are the first 100 cases, reflecting and analyzing each one, and initiating our first commercial accounts.  With multiple facilities expressing interest in the technology and successful evaluations occurring almost daily; it will not be long until these milestones are reached.