Transcript

The Vendor Landscape Just Widened. Your Capital Conversation Changed Whether You Know It Or Not. · Medsolve Dynamics

Yoel Bakas: Whether you know it or not, you gained leverage this week. At ESTRO in Stockholm, a vendor most radonc committees have not had on their slate introduced a new LINAC. It is CE marked for now and not available for sale in the US. That vendor is United Imaging. The system is a diagnostic quality CT integrated with the LINAC that has online adaptive therapy, not with an MRI. There is no third-party treatment planning system. It is integrated and AI enabled. Imaging, delivery, planning, in an AI native architecture. And here's the deal. Regardless of whether you like the technology or not, This is now a new front in the war. That means you now have new leverage that you did not have before this announcement. I'm not here to tell you to change your capital decision or your vendor. I'm just here to tell you that the vendor landscape widened in a way that is beneficial to you. The question on your next capital purchase or your next service renewal is different now. The case for integration just grew stronger and was validated by one additional vendor. The idea of stitching together multiple vendors with disparate systems just became harder to make. And guess what? Your incumbent vendor, regardless of who that is, knows this announcement just happened as well. The question is not whether you have more leverage now. given there's still runway ahead, the operator question is how will you leverage this?