Initial idea behind the technology, and clinical aims | To develop a catheter that can identify cardiac cells causing arrhythmia and neutralise them by delivering extremely cold temperatures
| To turn a predictive mathematical model into software that would improve obstetricians’ decisions during labour and delivery
| To develop a computerised system to enable clinicians to support chronically ill patients from a distance
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Level of congruence, and key explanatory factors | High
An international cadre of investigators conduct clinical studies, refine early versions of the catheter, and contribute to academic marketing around the world. Market approval is first obtained in Europe to generate sales as well as clinical data required for market approval in the USA. The procedure generates revenues for physicians, and marketing channels already exist.
| Medium
Obstetricians are not eager to use the system, and established clinical practices seem hard to change. Although market approval is obtained in the USA, the development of new marketing channels is costly. Physician insurers become the key target as purchasers (offering reduced premiums to obstetricians who accept to use the system).
| Low
The system is developed and evaluated in collaboration with a regional hospital. The co-design approach enables generating data on efficacy and responding to users’ requests, but it limits the growth of the venture. There is not a ‘single’ purchaser for a system that generates ‘distributed’ benefits (to patients, home care providers, hospitals).
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