Key Takeaways from 200 Cases
ClearCam has reached a new milestone at a record pace! Just a few months after completing 100 successful clinical cases in March, we have now completed 200 cases. During our first 100 clinical pilots, we focused on decreasing product risk from a clinical perspective. This meant ensuring the safety, efficacy, usability, and general performance of Kelling in the hands of clinicians during its first live human use cases. It also revealed the need to develop our SureFit Spacers, a solution that has significantly improved clinician satisfaction regarding device operation and setup. We are now working to succeed in the commercial landscape. Here are some key takeaways from our more recent commercial pilots:
Set Expectations
The Pfizer and Moderna COVID-19 vaccines are generally considered 94% and 95% effective here in the United States. Kelling is hitting near comparable performance with a current reduction in scope removal events of roughly 92%! However, providing a detailed overview of the possible pitfalls ahead of surgery eliminates potential frustration if a case arises in which the Kelling is not 100% effective. It also allows for the surgeon or scope driver to address the issue before it becomes a problem. For example, if there is a "smudge" on the lens, it must be addressed immediately, or else it can dry in place due to heat from the light source. Therefore, setting clear expectations makes for a smoother trial for the surgeon and the surgical team. Of course, we're aiming for 100% efficacy in the future, but for now, setting expectations helps address some of the more nuanced use cases.
Be Patient
Hospitals are increasingly looking to cut costs and have implemented Value Analysis Committees (VACs) to determine a products' unique value proposition before purchasing that product. VACs consider the clinical and cost benefits to determine if a product best serves the hospital and its patients. Unfortunately, getting VAC approval takes longer than we had anticipated. Physician Preferred Items (PPIs) make up significant hospital supply costs, so we've seen that VACs put off the evaluation a few months to make sure the surgeon continues to use the device. COVID-19 has also contributed to lag times because of hospitals' higher spend on Personal Protective Equipment (PPE), leaving a smaller budget for other purchases. With a smaller budget, VACs are taking a more critical approach when evaluating new technology. For us, this means being patient and continuing to work behind the scenes to develop the best solution on the market.
Ensure Favorability
From a commercial perspective, we had to prove that not only is the Kelling device better than the current standard of care, but that surgeons are satisfied enough to convert into paying customers. By collecting data through our surgeon satisfaction questionnaire, we could truly ensure the favorability of the device while looking for areas of improvement. We are pleased with high Kelling satisfaction rates. Surgeons are already adding Kelling to their preference card - a huge win!
