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Leveraging our Technology and Teams. Corporate Accounts Playbook. HRS 2008: STJ CRM/AF Synergy Continues. Managing a Complex Marketplace. Physicians – Identify product selection via their own unique preferences. Manage their patients and their risk.

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leveraging our technology and teams

Leveraging our Technology and Teams

Corporate AccountsPlaybook

managing a complex marketplace
Managing a Complex Marketplace
  • Physicians – Identify product selection via their own unique preferences. Manage their patients and their risk.
  • Patients – Benefit directly from the therapy their physicians prescribe and implant. Manage their disease.
  • Hospitals – Pay for the products often with little, to no, say in how products are indicated or acquired. Manage their budget.
  • Payors – Reimburse for the products/procedures. Manage their cost.

We sell to our primary customer, the physician, who does not pay for our products.

live 3d transesophageal echo with ie33 xmatrix edition updates
Live 3D transesophageal echoWith iE33 xMATRIX edition updates
  • More informed valvular procedures
  • Surgeons can obtain even better views of the heart with Live Volume, & perform quantification that aids decisions about valve procedures
  • • During surgery, anesthesiologists can use Live 3D TEE to perform analysis & assess outcomes
  • • Surgeons can evaluate blood flow with Live 3D Color before closing and make any repairs necessary.
  • • In the cath lab, increased visualization of structures and accurate, fast quantification enhances patient care.
  • • When patients are ready for follow-up, cardiologists have clear, accurate images and quantitative data from procedures to help with care planning.
resource allocation creating brand preference
Resource Allocation – Creating Brand Preference!

CV Surgeon

Competitive

CSD/CRM

Hospital

ams the opportunity
AMS – The Opportunity
  • Example: Current Account Status:
  • Hospital implants 2 Tissue Valves per Qtr
  • STJ enjoys 20% ICD and pacer share; MDT owns the remaining share
  • Surgeon wants advanced 3D TEE technology and account has budgeted Zero Dollars for this year
  • STJ can develop capital acquisition offers
  • The capital sales cycle begins…however…there is one common denominator here!
your cv suregon your hospital you win win win
Your CV Suregon+ Your Hospital + You = Win/Win/Win!
  • By coordinating our SJM Valve messaging, products, and contracting opportunities, St Jude Medical enjoys a unique competitive advantage in the marketplace:
    • Surgeons/Anesthesia have access to the best Tissue Valve, and TEE on the market
    • Hospitals can secure capital equipment, equipment upgrades and warranty’s, without accessing their capital budget
    • CSD representatives and possibly your CRM/AF Rep both secure incremental business
    • St Jude Medical creates a footprint in the account for future growth and limits access to competitors
mechanics the small print
Mechanics – The Small Print
  • Account commits to purchase Tissue Valves and other CSD Producst for THREE years
  • In exchange, STJ will provide a combination of Either New system, and/or software/hardware upgrade to Phillips TEE
  • TEE system must ship at beginning of program
  • CSD revenue is recognized upon shipment of CSD products during the terms of the program
  • TEE capital revenue is recognized in quarterly increments per the term of the agreement, i.e. each quarter during term
  • Upon meeting the quarterly commitment, a portion of the CSD revenue is transferred to Phillips to pay for the cost of the TEE System, etc.
arrhythmia management strategy af crm revenue impact
Arrhythmia Management StrategyAF/CRM Revenue Impact

Through Q3 2008, our 22 current leveraged EnSite customers represent annualized AF/CRM revenue growth of 63%. An obvious competitive advantage.

* Note: Current 12 revenue annualized from agreement start date

capital alternative program cap based on stj incremental purchases
Capital Alternative Program (CAP): Based on STJ Incremental Purchases
  • Standard Program Example (Three Year Term):
    • $140k iE33 xMATRIX Upgrade Price
    • $50k/Yr Account STJ Purchases CSD
    • $140k x 5 (Return Ratio) = $700k Incremental Purchases
    • $700k (Incremental) + $150k (3 Yr. Baseline) = $850K
    • $850 /12 Quarters = $71,000k/Quarter Purchase Requirement for 12 Qtrs of CSD Products, Tissue Valve, Repair,
    • $140k/12Quarters = $11,666/Quarter Rebate Applied to iE33 Price

Confidential – For Internal Use Only. Do Not Distribute

ams current scenario csd sales only
AMS – Current Scenario CSD Sales Only

The common denominator is St Jude Medical!

  • 8 Additional/QTR AT , 5000.00= 40,000
  • =
  • 8 Epic Valves @5,000-40,000/QTR
  • EnSite System:$TtTEE IE33
  • Combined STJ CSD/qtr ~$80,000 (need 71 K per qtr
  • 12 Qtr Commitment: 852,000 Meets Committment
capital alternative program cap based on stj incremental csd purchases
Capital Alternative Program (CAP): Based on STJ Incremental CSD Purchases
  • Standard Program Example (Three Year Term):
    • $309k iE33 xMATRIX New System Price
    • $50k/Yr Account STJ Purchases CSD
    • $309k x 5 (Return Ratio) = $1,545M Incremental Purchases
    • $1,545k (Incremental) + $150k (3 Yr. Baseline) = 1,695,000M
    • $1,695,000/12 Quarters = $141,250/Quarter Purchase Requirement for 12 Qtrs of CSD Products, Tissue Valve, Repair,
    • $390k/12Quarters = $32,500/Quarter Rebate Applied to iE33 Price

Confidential – For Internal Use Only. Do Not Distribute

ams current scenario combined csd crm devices for tee
AMS – Current Scenario Combined CSD/CRM Devices for TEE

The common denominator is St Jude Medical!

  • 8STJ HV/QTR AT 17000
  • =136,000
  • 4 Epic Valves @5,000-20,000/QTR
  • EnSite System:$TtTEE IE33
  • Combined STJ CRM /CSD Qtr ~$156,000
  • : 12 Qtrs: 1,872,000.00 Exceeds
ensite crm leverage agreements 53

One Account

Two Accounts

Three Accounts

One Account

Two Accounts

Three Accounts

EnSite/CRM Leverage Agreements: 53