Month 1 Deliverable
Sales Enablement Sprint
Battle cards, ROI tools, and VAC pack for the field team
Four Tools, Two Weeks
Battle Cards
Competitive Intel
Head-to-head cheat sheets. One card per competitor. Their claims, our counter-messages, questions that expose lock-in.
Surgeon Leave-Behind
Clinical Story
Outcome-focused, not spec sheet. What the surgeon keeps after the rep leaves the room.
ROI Calculator
CFO Tool
Interactive total cost of ownership model. Plug in case volume, see the savings. The robot pays for itself.
VAC Pack Template
Procurement
Hospital value analysis committee submission. Customizable per facility. Everything procurement needs to say yes.
Battle Cards
When the surgeon says "Mazor does X," your rep knows exactly how to respond.
- Medtronic Mazor X - their claims vs. our counter-messages
- Globus ExcelsiusGPS - their claims vs. our counter-messages
- Zimmer ROSA Spine - their claims vs. our counter-messages
- J&J VELYS Spine - their claims vs. our counter-messages
- Brainlab Cirq - their claims vs. our counter-messages
Every card includes "Ask Them This" questions that expose lock-in.
The Hidden Cost of Lock-In
$525K
Conservative (7-Year)
$2.1M
Aggressive (7-Year)
Implant lock-in costs more than the robot.
7-Year Total Cost of Ownership
eCential Op.n
$3.55M
$3,385 per case
Medtronic Mazor X
$5.78M
$5,504 per case
eCential saves $2.2M over 7 years.
Break-Even Analysis
When does eCential pay for itself?
- vs. Medtronic - Immediate (lower capital + open platform)
- vs. Globus - Year 1-2
- vs. Zimmer - Immediate
- vs. J&J - Year 1-2
Even conservative scenarios break even within 24 months.
CFO One-Pager
The robot pays for itself.
- Year 1: $1M capital + $112K maintenance
- Year 1 savings: $150K from competitive implant bidding
- Net position at Year 7: +$2.2M ahead of locked alternative
The ASC Sweet Spot
$1.5M
5-Year Savings for ASC
One robot for all implant systems. Recruit surgeons by saying "we work with YOUR preferred implants."
VAC Pack Template
Everything procurement needs to say yes.
- Executive summary
- Clinical evidence package
- Financial analysis with interactive ROI model
- Open platform advantage section - unique to eCential
- Competitive comparison matrix
- Implementation plan
- Pilot program offering
The Clinical Evidence
274 patients. Published results.
95.8%
Surgeon Satisfaction
3.47
Gy.cm2 Radiation Dose
8.37 - 15.1
Fluoroscopy Standard
Published Jan 2025
International Journal of Spine Surgery, January 2025
Objection Handling
- "eCential is smaller/unknown" - J&J chose our technology to build VELYS. The biggest company in medical devices validated our platform.
- "Smaller installed base" - Installed base of freedom, not lock-in. Would you rather be an early Mazor customer locked in since 2018, or an early Op.n customer free to choose?
- "Integration benefits of proprietary" - Op.n integrates with ANY implant through apps. That is true integration - not lock-in with better marketing.
- "We already have Mazor/ExcelsiusGPS" - Ask them how many implant brands you can use. Then ask about the per-procedure fees. eCential is the only platform where you choose the implant - and keep the savings.
"Can I use another manufacturer's implants with your robot?"
Put the burden on the competitor. The answer reveals everything.
Ask any surgeon: What matters most?
They'll say precision, confidence, reproducibility.
We deliver all three - and the financial freedom to choose your implants.