Quick guide to Invivo PM GSSI

1. Quick guide to Invivo PMGSSI

2. What do you need to know? Invivo overview MR environment overview Invivo portfolio Importance of monitoring patients in MRI Understanding MRI safety issues The stakeholders Invivo team in GSSI How to quote Tools available Communication tree Order fulfillment process Customer service process Prices Training Registration & localization

3. About Invivo

4. About Invivo Invivo is the world leader in Innovative MRI coils and MRI monitoring Invivo’s pioneering work has improved MR image quality, diagnostic confidence and patient care

5. History

6. Invivo Patient CareMR patient monitoring evolution

7. About MRI

8. Magnetic Resonance Imaging - MRI Is a medical imaging technique most commonly used in radiology to visualize the internal structure and function of the body. Uses a powerful magnetic field to align the nuclear magnetization of (usually) hydrogen atoms in water in the body Magnetic Resonance Imaging (MRI), or nuclear magnetic resonance imaging (NMRI), is primarily a medical imaging technique most commonly used in radiology to visualize the internal structure and function of the body. MRI provides much greater contrast between the different soft tissues of the body than computed tomography (CT) does, making it especially useful in neurological (brain), musculoskeletal, cardiovascular, and oncological (cancer) imaging. Unlike CT, it uses no ionizing radiation, but uses a powerful magnetic field to align the nuclear magnetization of (usually) hydrogen atoms in water in the body. Radio frequency (RF) fields are used to systematically alter the alignment of this magnetization, causing the hydrogen nuclei to produce a rotating magnetic field detectable by the scanner. This signal can be manipulated by additional magnetic fields to build up enough information to construct an image of the body.[1]:36 Magnetic Resonance Imaging is a relatively new technology. The first MR image was published in 1973[2][3] and the first cross-sectional image of a living mouse was published in January 1974[4]. The first studies performed on humans were published in 1977.[5][6] By comparison, the first human X-ray image was taken in 1895. Magnetic Resonance Imaging was developed from knowledge gained in the study of nuclear magnetic resonance. In its early years the technique was referred to as nuclear magnetic resonance imaging (NMRI). However, as the word nuclear was associated in the public mind with ionizing radiation exposure it is generally now referred to simply as MRI. Scientists still use the term NMRI when discussing non-medical devices operating on the same principles. The term Magnetic Resonance Tomography (MRT) is also sometimes used. Magnetic Resonance Imaging (MRI), or nuclear magnetic resonance imaging (NMRI), is primarily a medical imaging technique most commonly used in radiology to visualize the internal structure and function of the body. MRI provides much greater contrast between the different soft tissues of the body than computed tomography (CT) does, making it especially useful in neurological (brain), musculoskeletal, cardiovascular, and oncological (cancer) imaging. Unlike CT, it uses no ionizing radiation, but uses a powerful magnetic field to align the nuclear magnetization of (usually) hydrogen atoms in water in the body. Radio frequency (RF) fields are used to systematically alter the alignment of this magnetization, causing the hydrogen nuclei to produce a rotating magnetic field detectable by the scanner. This signal can be manipulated by additional magnetic fields to build up enough information to construct an image of the body.[1]:36 Magnetic Resonance Imaging is a relatively new technology. The first MR image was published in 1973[2][3] and the first cross-sectional image of a living mouse was published in January 1974[4]. The first studies performed on humans were published in 1977.[5][6] By comparison, the first human X-ray image was taken in 1895. Magnetic Resonance Imaging was developed from knowledge gained in the study of nuclear magnetic resonance. In its early years the technique was referred to as nuclear magnetic resonance imaging (NMRI). However, as the word nuclear was associated in the public mind with ionizing radiation exposure it is generally now referred to simply as MRI. Scientists still use the term NMRI when discussing non-medical devices operating on the same principles. The term Magnetic Resonance Tomography (MRT) is also sometimes used.

9. The MRI Magnet The magnet is the largest and most expensive component of the scanner, and the remainder of the scanner is built around it The strength of the magnet is measured in tesla (T) Clinical magnets generally have a field strength in the range 0.1—3.0 T

10. The Magnetic FieldGauss Line Map Used to determine where equipment can be placed in the MRI room

11. Invivo portfolio 2011

12. Invivo portfolio 2011

13. Importance of monitoring patients in MRI

14. Why is important to monitor patients in MRI? Increases the number of patients eligible for a MRI Sedation - Claustrophobia General Anesthesia Cardiovascular MRI Pediatrics Critically ill patients Interventional/Intra Operative MRI Infants Better diagnosis Increasing revenue

15. Why is important to monitor patients in MRI?Sedation Claustrophobia Oral sedation Patient Monitoring needed Pulse Oximetery (SpO2) Non-Invasive Blood Pressure (Occasionally) Low-End Market

16. Why is important to monitor patients in MRI?General Anesthesia Extreme Claustrophobia Pediatrics Critically ill Patient Monitoring needed ECG Pulse Oximetery (SpO2) Non-Invasive Blood Pressure (NIBP) End-tidal CO2 (EtCO2) Anesthetic Agents Temperature High-End or Mid-Tier Market

17. Why is important to monitor patients in MRI?Interventional/Intra Operative MRI General Anesthesia Patient Monitoring needed ECG Pulse Oximetery (SpO2) Non-Invasive Blood Pressure (NIBP) End-tidal CO2 (EtCO2) Anesthetic Agents Temperature Invasive Pressure High-End Market

18. Why is important to monitor patients in MRI?Infants and Neonates General Anesthesia or Ventilator Patient Monitoring Needed ECG Pulse Oximetery (SpO2) Non-Invasive Blood Pressure (NIBP) Temperature Low flow End-tidal CO2 Pneumatic respiration Anesthetic Agents

19. Understanding MRI safety issues

20. Invivo and the MRI Environment Invivo monitors are designed to eliminate image artifact Invivo monitors are designed with an easy operating system so any clinician can effectively monitor their patients Invivo monitors are designed with advanced features to enable you to image a wider range of patients Neonatal ICU Intra operative interventional Invivo monitors are there to help the radiologist to perform a good scan without interference and keep an extra eye on the patient status Invivo monitors are there to help the radiologist to perform a good scan without interference and keep an extra eye on the patient status

21. What makes patient monitoring different in the MRI?

22. Magnetic FieldsMagnet is always on Magnetic fields surround magnetic materials and electric currents and are detected by the force they exert on other magnetic materials and moving electric charges Magnetic fields surround magnetic materials and electric currents and are detected by the force they exert on other magnetic materials and moving electric charges

23. Cable HeatingPatient safety Short cables that do not loop causing heat Well moisture electrodes designed for MRI environmentsShort cables that do not loop causing heat Well moisture electrodes designed for MRI environments

24. ArtifactsECG and Images

25. Radio Frequency Artifacts

26. Conclusion

27. The stakeholders

28. The StakeholdersA guide on how to pitch and to whom should you address each topic

29. Invivo team in GSSI

30. Sudario Alonso NetoMarket Development Manager Responsibilities: GSSI Patient monitoring only Strategic Marketing Pricing and Promotions Marcom and Tradeshow support Market feedback to BU – upstream Facilitating / advising Location: Böblingen, Germany Email: sudario.alonso@philips.com Tel: +49 172 232 45 72

31. Leon LumensSales Manager Responsibilities EMEA and LATAM Patient monitoring and Digital Image (50/50) Invivo Indirect support channel manager Channel Development in identified KMs Align discussions with Miguel / Alejo / Sudario Align with KM Dealer Manager Champions the Invivo business development Tracks / Reports on Invivo business overall. Drives the resolutions Sales development for Invivo Location: Best, Netherlands Email: leon.lumens@philips.com Tel: + 31 615 40 96 23

32. Terence YipSenior Manager Responsibilities APAC Patient monitoring and Digital Image (50/50) Invivo Indirect support channel manager Channel Development in identified KMs Align discussions with Miguel / Alejo / Sudario Align with KM Dealer Manager Champions the Invivo business development Tracks / Reports on Invivo business overall. Drives the resolutions Sales development for Invivo Location: Singapore Email: terence.yip@philips.com Tel: + 65 9686 41 42

33. Volkert WagenaarDirector Business Development Responsibilities BU MR LCB Marketing (Life Cycle Business) All MR Options, Upgrades, Conversions and Refurbished Systems Invivo GSSI is part of BU MR LCB Includes Patient Monitoring and Diagnostic Imaging (coils, workstations Location: Best, Netherlands Email: volkert.wagenaar@philips.com Tel: + 31 653 29 96 20

34. Syed NaseerCustomer Support Consultant Responsibilities: GSSI Service Patient monitoring only Strategic Planning Facilitating / advising Location: Eindhoven, Netherlands Email: syed.naseer.ahmed@philips.com Tel: +31 402785037

35. Invivo PM responsibility/ communicationFlow chart and escalation path

36. How to quote

37. Quoting tools Invivo PM products can be found in the following quoting tools: PriceSurfer* PriceSurfer Online Update7* * Will depend on the country option for quoting tools

38. How to quoteEssential

39. How to quoteEssential – Behind each option

40. How to quoteEssential – Behind each option

41. How to quoteEssential accessories

42. How to quotePrecess “Blue” -1 of 3 42

43. How to quotePrecess “Blue” – 2 of 3 43

44. How to quotePrecess “Blue” - 3 of 3 44

45. How to quoteAccessories 45

46. How to quoteExpression -1 of 3 46

47. How to quoteExpression – 2 of 3 47

48. How to quoteExpression - 3 of 3 48

49. How to quoteAccessories 49

50. Tools available

51. Where to find information about Invivo PM InCenter (product information) http://incenter.medical.philips.com/ PHID (market intelligence) https://secure.intelligenceplaza.com/philipshealthcare/ Invivo’s website http://www.invivocorp.com/ Philips GSSI Newsletter If you do not receive please request to SMC to be included in the mailing list

52. Communication tree

54. Order fulfillment process

55. Order fulfillment processStandard Philips process 55

56. Costumer service process

57. CS Escalation path for Invivo PM products in GSSI Invivo products: All products branded Invivo Either delivered by Philips or dealer not: Philips/Siemens/GE

58. Prices

59. 59 Prices LP are found in PriceSurfer, PriceSurfer Online, Update7 and GM Calculator* For GSSI Invivo International LP is maintained with 3 levels of discount Cluster level Country level TMIP (special discount request) Service pricing are included in SPS/SAP Local Philips Key Market pricing always prevails Special deals are handled as normal process within KM/GSSI *GM Calculator is a Philips Manager tool

60. Training

61. Training Sales Available during Partner Meetings in EMEA and APAC, Philips NPI, Cluster Kick Off Meetings and Sales Trainings Installation Invivo PM products can be installed by any trained FSE, using Installation Manual (see Incenter) Service Special service trainings have been provided in EMEA region (2010) and APAC region (2011) Fur further training Invivo PM products will follow regular process (definition of training requirements by KM Modality Performance Manager (MPM) MPM must always check on requirements of local dealer to act as QSP Application Special application trainings are still to be prepared upon requirement 61

62. Registration & Localization

63. Registration & localization status Status regularly updated & distributed IFU will be available in all main languages, others on request Service IFU English only Localization is done by BU only Key Market is responsible for Registration For more information contact your local Q&R 63