# Medical equipment and diagnostics — Radexus

> You placed the instrument and somebody else is selling the consumables.

*Source: https://radexus.com/industries/med/*

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[Industries](https://radexus.com/industries/)  /  Medical equipment and diagnostics

# You placed the instrument. Someone else sells the consumables.

You placed the instrument and somebody else is selling the consumables.

You placed the instrument and somebody else is selling the consumables.

## Where the money goes in medical equipment and diagnostics.

The installed base is the business, and it is usually the part with the least visibility. Contract dates live in the service system, reagent volumes in the order system, and neither is joined to the other. Consumables get bought from whoever calls, contracts lapse quietly and are re-sold at a discount, and tender bids go out against everything regardless of fit.

## What the first hour looks like, and the number we would agree.

First meeting, no data from you

An installed base pull-through estimate built from your own service records: units placed, consumables expected, consumables actually sold.

The number we would propose

Consumable revenue per installed unit, or contract renewal rate on units due, warranty excluded.

Why that one

Pure arithmetic on an installed base you already track, and the gap between expected and actual consumption is usually large.

## 10 plays in the catalogue for this sector.

Each one is built from the same nine patterns and reads the same memory. The first is priced as a pilot. Every one after it runs on a memory that already exists.

-   **Acquire**Institutional tender qualification
-   **Acquire**Referral and KOL network mapping
-   **Retain**Installed base pull-through
-   **Retain**AMC and CMC renewal
-   **Retain**Replacement cycle model
-   **Convert**Price realisation, tender versus private
-   **Channel**Distributor coverage in tier two and three
-   **Service**Field service and uptime SLA
-   **Finance**Institutional receivables
-   **Operations**Demo unit utilisation

## Systems we read in this sector.

Nothing is migrated. A connector that does not exist yet is written during delivery and joins the library.

SAPOracleTallyServiceMaxSalesforce Field ServiceGeMState medical services corporationsHospital procurement portalsGPO portals in the US

## A number this sector has already moved.

[Success story  /  Medical equipment

### They had sold the instruments and stopped earning from them.

The installed base existed complete only in a service engineer's spreadsheet, and contract renewal dates lived somewhere sales never looked.

Read the success story](https://radexus.com/cases/installed-base/)

## Bring four customer names. We run the first play before we meet.

[Start a discovery](https://radexus.com/start/)[Model the value](https://radexus.com/?preset=recurring#calc)

[Next sectorBuilding products and EPC](https://radexus.com/industries/build/)