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ENT Navigation Study

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    To identify the potential market opportunity for an ideal Integrated Navigation System for sinus surgeries
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    The Client

    • A global medical technology company that manufactures and sells a broad range of medical equipment
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    The Challenge

    • The client aims in creating an integrated navigation system for ENTs to perform sinus surgeries with ease.
    • The client believes that a system which overcomes current challenges like integrating various equipment, larger footprint of system, too many wires, dealing with multiple brand vendors for servicing etc, will be preferred by ENTs.
    • The client identified that its implementation can be beneficial in managing secondary peritonitis cases. So, the client wanted to assess if there is a potential market opportunity for it.
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    Our Approach

    • 2-phased approach:
      1. Combination of Qualitative Research (Phase 1- 60 mins telephonic interviews)
      2. Quantitative Research (Phase 2- Online survey) with ENT Surgeons (those performing sinus surgeries like FESS and Balloon Sinuplasty) in target countries (USA, and Germany)
    The Objectives

    The Objectives

    • To identify incidence and number of cases of secondary peritonitis.
    • To understand how many surgeries are performed each year that lead to secondary peritonitis.
    • To identify number of revision surgeries needed as consequence of a secondary peritonitis.
    • How are these reoperations treated now?
    • To identify number of liters of peritoneal lavage solution needed for each kind of indication.
    • What would the maximum price be of 1 liter that fits in the reimbursement system?
    Project Outcomes

    Solution/Outcome

    • We conducted intense desk research by studying more than 400 published articles and reviewing country-specific databases to identify key indications of secondary peritonitis, number of procedures done to treat them, and liters of lavage solution used in each of the target countries.
    • Primary research with general surgeons helped us to give robustness to the outcome and to understand their interest in the novel lavage solution at an expected price point.
    • Based on the research findings, we were able to estimate the potential market opportunity and within it if there are any specific procedures which can benefit more from the solution.
    • The research insights helped us to identify and recommend the next steps to be taken in order to build a comprehensive business case for the client.

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