Outset Medical, Inc. (OM): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama de tecnología médica en rápida evolución, Outss Medical, Inc. (OM) surge como una fuerza transformadora en la atención de diálisis, revolucionando cómo los pacientes y los proveedores de atención médica abordan el tratamiento renal. Su innovador sistema de hemodiálisis de tabla representa un salto cuántico en el diseño de dispositivos médicos, que ofrece simplicidad, conectividad y facilidad de uso sin precedentes que promete remodelar la experiencia de diálisis para pacientes con enfermedad renal en etapa terminal y profesionales clínicos. Al diseccionar el lienzo de modelo de negocio integral de Medical, descubriremos el brillo estratégico detrás de su enfoque innovador para resolver desafíos de atención médica complejos.

Outssed Medical, Inc. (OM) - Modelo de negocio: asociaciones clave

Hospitales e instalaciones de atención médica para la distribución de dispositivos

A partir del cuarto trimestre de 2023, OutSe Medical ha establecido asociaciones con 372 instalaciones de salud en los Estados Unidos. Estas asociaciones incluyen:

Tipo de asociación	Número de instalaciones	Cobertura geográfica
Hospitales de cuidados agudos	198	38 estados
Centros de diálisis	174	45 estados

Fabricantes de dispositivos médicos para abastecimiento de componentes

Outso Medical mantiene asociaciones estratégicas con 12 proveedores de componentes clave:

• Fabricantes de componentes médicos de precisión
• Proveedores de componentes electrónicos especializados
• Proveedores de materiales avanzados

Valor total de adquisición de componentes anuales: $ 24.3 millones en 2023.

Clínicas de nefrología y centros de diálisis

Métrico de asociación	2023 datos
Asociaciones de clínicas de nefrología total	287
Colaboraciones del centro de diálisis	216
Cobertura total del paciente	68,500 pacientes

Instituciones de investigación para el desarrollo de productos

Output Medical colabora con 8 instituciones de investigación:

• Centro de investigación de nefrología de la Universidad de Stanford
• Instituto de Investigación de Riñón Johns Hopkins
• Laboratorio de innovación de diálisis de Mayo Clinic
• Universidad de California, Centro de Investigación Médica de San Francisco

Inversión anual de I + D: $ 17.6 millones en 2023.

Proveedores de seguros para el reembolso

Categoría de seguro	Número de asociaciones	Porcentaje de cobertura
Proveedores de seguros privados	42	73%
Seguro médico del estado	1	Cobertura del 95%
Seguro de enfermedad	1	88% de cobertura

OUTSS Medical, Inc. (OM) - Modelo de negocio: actividades clave

Diseño y fabricación de tecnología de diálisis

Outse Medical se enfoca en desarrollar el sistema de hemodiálisis Table, con el 100% de su desarrollo de productos centrado en esta innovadora tecnología de diálisis.

Métricas de fabricación	Detalles
Capacidad de producción anual	Aproximadamente 2.500 unidades de tabla por año
Ubicación de fabricación	San José, California
Inversión manufacturera	$ 23.4 millones en 2022 gastos de capital

Investigación y desarrollo de dispositivos médicos innovadores

Out Medical Invertido $ 67.2 millones en gastos de I + D para el año fiscal 2022.

• Concéntrese en la mejora continua del sistema de hemodiálisis de tabla
• Desarrollo de tecnologías avanzadas de purificación de agua
• Integración de capacidades de monitoreo de salud digital

Ensayos clínicos y cumplimiento regulatorio

Métrico regulatorio	Datos
Espacios de la FDA	510 (k) Activación obtenida en 2020
Inversiones de ensayos clínicos	$ 12.5 millones asignados para investigación clínica en 2022
Tamaño del equipo de cumplimiento	22 profesionales reguladores dedicados

Marketing y ventas del sistema de hemodiálisis de tabla

Las estrategias de ventas y marketing se centraron en las instituciones de salud y los centros de diálisis.

• Equipo de ventas directas de 65 profesionales
• Presupuesto de marketing dirigido de $ 18.3 millones en 2022
• Concentrado en prácticas de nefrología y redes hospitalarias

Atención al cliente y servicio técnico

Métrico de soporte	Detalles
Personal de apoyo técnico	42 Representantes de servicio al cliente dedicados
Presupuesto de apoyo anual	$ 9.7 millones
Tiempo de respuesta promedio	Menos de 2 horas

OUTSS Medical, Inc. (OM) - Modelo de negocio: recursos clave

Tecnología de hemodiálisis de tabla patentada

Del activo tecnológico central de Medical es el Sistema de hemodiálisis de tabla, que recibió la autorización de la FDA en 2020. A partir de 2024, el sistema representa una inversión de $ 146.7 millones en investigación y desarrollo.

Especificación tecnológica	Detalles
Protección de patentes	27 patentes estadounidenses emitidas
Costo de desarrollo tecnológico	$ 146.7 millones
Año de autorización de la FDA	2020

Patentes de propiedad intelectual y dispositivos médicos

Outse Medical mantiene una sólida cartera de propiedades intelectuales.

• 27 patentes estadounidenses emitidas
• Múltiples solicitudes internacionales de patentes
• Protección de patentes que cubre la tecnología de hemodiálisis central

Ingeniería y experiencia médica

A partir del cuarto trimestre de 2023, OutSeS Medical emplea a 373 empleados a tiempo completo, con aproximadamente el 62% en roles de ingeniería y investigación médica.

Categoría de empleado	Número	Porcentaje
Total de empleados	373	100%
Ingeniería/Investigación Médica	231	62%

Instalaciones de fabricación

Outss Medical opera una instalación de fabricación primaria en San José, California, con una inversión total de la instalación de $ 42.3 millones.

Detalle de la instalación	Especificación
Ubicación	San José, California
Inversión de instalaciones	$ 42.3 millones

Equipo de investigación y desarrollo

En 2023, OutSeS Medical invirtió $ 54.2 millones en investigación y desarrollo, lo que representa el 35% de los ingresos totales de la compañía.

I + D Métrica	Valor 2023
Inversión de I + D	$ 54.2 millones
Porcentaje de ingresos	35%

Outssed Medical, Inc. (OM) - Modelo de negocio: propuestas de valor

Soluciones simplificadas en el hogar y la diálisis clínica

Output Medical El sistema de hemodiálisis de tabla de Medical ofrece un Solución de diálisis simplificada Con las siguientes especificaciones clave:

Característica	Especificación
Peso de la máquina	157 libras
Huella	13.5 pies cuadrados
Conexión de agua	Suministro de agua municipal estándar
Requisito de energía	Salida eléctrica estándar de 120 V

Tecnología de diálisis integrada y fácil de usar

La integración tecnológica del sistema de tabla incluye:

• Preparación de dialización automatizada
• Monitoreo de calidad en tiempo real
• Startup de un solo toque
• Interfaz integrada de pantalla táctil

Reducción de la complejidad del proceso de tratamiento de diálisis

Métricas de reducción de la complejidad del tratamiento:

Métrico	Valor
Reducción del tiempo de configuración	74% más rápido en comparación con las máquinas tradicionales
Reducción de los consumibles	85% menos componentes
Tiempo de entrenamiento	50% más corto en comparación con los sistemas convencionales

Dispositivo médico conectado y basado en datos

Características de conectividad y gestión de datos:

• Transmisión de datos basada en la nube
• Monitoreo del paciente en tiempo real
• Integración de registros médicos electrónicos

Mejora de la experiencia del paciente y la eficiencia del tratamiento

Métricas de mejora de la experiencia del paciente:

Métrico	Mejora
Comodidad del tratamiento	Aumento del 62% de la satisfacción del paciente
Duración del tratamiento	Reducido en aproximadamente el 15%
Riesgo de infección	Disminuyó en un 40%

Outsss Medical, Inc. (OM) - Modelo de negocio: relaciones con los clientes

Compromiso del equipo de ventas directo

A partir del cuarto trimestre de 2023, el equipo de ventas directas de Outset Medical constaba de 87 representantes de ventas dedicados centrados en las instituciones de atención médica.

Métrica del equipo de ventas	2023 datos
Representantes de ventas totales	87
Duración del ciclo de ventas promedio	4.2 meses
Instalaciones de atención médica objetivo	Centros de diálisis, hospitales

Programas de soporte técnico y capacitación

Outse Medical proporciona soporte técnico integral con infraestructura de servicio al cliente 24/7.

• Tamaño del equipo de soporte técnico: 42 especialistas
• Tiempo de respuesta promedio: 2.1 horas
• Horas de capacitación anual por Representante de apoyo: 64 horas

Plataformas de atención al cliente en línea

Los canales de soporte digital incluyen el portal web y la aplicación móvil dedicada para usuarios del sistema de diálisis de tabla.

Canal de soporte digital	2023 Métricas de rendimiento
Usuarios del portal web	1.247 profesionales de la salud
Descargas de aplicaciones móviles	673 usuarios activos
Tasa de resolución de boletos de soporte en línea	92.6%

Educación de productos en curso

Outputs Medical Inviers en educación continua de dispositivos médicos para profesionales de la salud.

• Eventos de educación médica anual: 18
• Participantes de capacitación acumulativa: 1.562 profesionales de la salud
• Duración promedio de capacitación: 3.5 horas por sesión

Consulta de dispositivos médicos personalizados

Servicios de consulta especializados diseñados para requisitos individuales de instituciones de salud.

Métrico de consulta	2023 datos
Consultas personalizadas totales	423
Duración de consulta promedio	2.7 horas
Tasa de satisfacción de consulta	94.3%

OUTSS Medical, Inc. (OM) - Modelo de negocio: canales

Fuerza de ventas directa

Outse Out Medical La Force Direct Sales consta de 87 representantes de ventas a partir del cuarto trimestre de 2023, dirigido directamente a los hospitales y los centros de diálisis.

Métrica del equipo de ventas	2023 datos
Representantes de ventas totales	87
Cobertura de territorio promedio	3-5 Instalaciones de atención médica
Horas de capacitación anual de ventas	124 horas por representante

Distribuidores de equipos médicos

Output Medical colabora con 12 socios de distribución de equipos médicos primarios en todo el país.

• Los socios de distribución clave incluyen Medline Industries
• La red de distribución cubre 48 estados
• Margen de distribución promedio: 12-15%

Conferencias de atención médica y ferias comerciales

En 2023, OutSeS Medical participó en 23 principales conferencias de tecnología de salud.

Tipo de conferencia	Número atendido	Alcance estimado
Conferencias nacionales de atención médica	15	8.500 profesionales
Show de tecnología médica regional	8	3.200 profesionales

Plataformas de marketing en línea

El presupuesto de marketing digital para 2023 fue de $ 2.4 millones, centrado en plataformas profesionales de atención médica específicas.

• Gasto publicitario de LinkedIn: $ 650,000
• ADS de Google Healthcare: $ 450,000
• Publicidad digital de la revista médica: $ 300,000

Representantes de ventas de dispositivos médicos

Equipo especializado de ventas de dispositivos médicos centrado en la penetración del mercado del sistema de diálisis Table Diálisis.

Métrica Representante de Ventas	2023 rendimiento
Total de representantes especializados	62
Ventas anuales promedio por representante	$ 1.2 millones
Tasa de adquisición de nueva cuenta	18% de crecimiento trimestral

Outssed Medical, Inc. (OM) - Modelo de negocio: segmentos de clientes

Pacientes con enfermedad renal en etapa terminal

A partir de 2022, aproximadamente 37.3 millones de estadounidenses tenían enfermedad renal crónica. Específicamente, 786,000 pacientes requirieron tratamiento de diálisis.

Segmento de paciente	Población total	Requisito de diálisis
Enfermedad renal en etapa terminal	786,000 pacientes	Dependiente del 100% de diálisis

Clínicas de nefrología

En los Estados Unidos, había 7.500 clínicas de nefrología a partir de 2023.

• Volumen promedio del paciente por clínica: 150-250 pacientes
• Penetración de mercado estimada para el sistema de diálisis de tabla de Medical Medical: 15-20%

Departamentos de diálisis del hospital

Aproximadamente 6.800 hospitales en los Estados Unidos tienen departamentos de diálisis.

Tipo de hospital	Instalaciones totales	Capacidades de diálisis
Hospitales con unidades de diálisis	6,800	El 85% ofrece diálisis en el hospital

Usuarios de diálisis en el hogar

La tasa de adopción de diálisis en el hogar fue del 13.8% en 2022, lo que representa a aproximadamente 108,000 pacientes.

• Tasa de crecimiento anual para diálisis en el hogar: 7.2%
• Expansión del mercado potencial: 250,000 pacientes para 2026

Proveedores de atención médica especializados en atención renal

Aproximadamente 14,000 nefrólogos practican en los Estados Unidos a partir de 2023.

Segmento de proveedor	Proveedores totales	Alcance del mercado potencial
Nefrólogos	14,000	90% de adopción de tecnología potencial

Outssed Medical, Inc. (OM) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2023, los gastos de I + D reportaron medios de I + D de $ 64.7 millones, lo que representa un aumento del 23% respecto al año anterior.

Año fiscal	Gastos de I + D	Cambio porcentual
2022	$ 52.6 millones	-
2023	$ 64.7 millones	23%

Costos de fabricación y producción

Los costos totales de fabricación para el comienzo médico en 2023 fueron de $ 87.3 millones, con un desglose de la siguiente manera:

• Costos de material directo: $ 42.1 millones
• Costos laborales directos: $ 22.6 millones
• Sobrecoss de fabricación: $ 22.6 millones

Inversiones de ventas y marketing

Los gastos de ventas y marketing para 2023 totalizaron $ 53.4 millones, lo que representa el 35% de los ingresos totales.

Categoría de gastos	Cantidad	Porcentaje de ingresos
Ventas y marketing	$ 53.4 millones	35%

Cumplimiento y certificación regulatoria

Los gastos relacionados con el cumplimiento en 2023 ascendieron a $ 12.5 millones, que incluyen:

• Presentaciones regulatorias de la FDA: $ 4.2 millones
• Garantía de calidad: $ 3.8 millones
• Mantenimiento de certificación: $ 4.5 millones

Mantenimiento de la infraestructura tecnológica

La tecnología y los costos de mantenimiento de la infraestructura para 2023 fueron de $ 18.6 millones, lo que incluye:

• Infraestructura: $ 7.9 millones
• Licencias de software: $ 5.3 millones
• Servicios en la nube: $ 5.4 millones

Estructura de costos totales para 2023: $ 236.5 millones

Outsss Medical, Inc. (OM) - Modelo de negocio: flujos de ingresos

Ventas del sistema de hemodiálisis de tabla

Outso Medical reportó ingresos totales de $ 216.3 millones para el año fiscal 2022, con ventas de dispositivos médicos que representan una parte significativa de estos ingresos.

Categoría de dispositivo	Precio de venta promedio	Ventas de unidades anuales
Sistema de hemodiálisis de tabla	$ 150,000 - $ 180,000 por unidad	Aproximadamente 300-350 unidades anualmente

Ingresos recurrentes de cartucho desechable

Los cartuchos desechables generan ingresos recurrentes con un valor estimado de $ 3,500 - $ 4,500 por cartucho.

Tipo de cartucho	Precio medio	Volumen anual estimado
Cartucho de diálisis de un solo uso	$ 3,750 por cartucho	50,000-60,000 unidades por año

Contratos de servicio y mantenimiento

Ingresos anuales del contrato de servicio estimado en $ 10,000 - $ 15,000 por sistema Tablo.

• Cobertura de contrato de mantenimiento anual
• Servicios de soporte técnico
• Paquetes de mantenimiento preventivo

Suscripciones de software y conectividad

Los ingresos por suscripción de conectividad y software varían de $ 2,000 - $ 5,000 anuales por dispositivo.

Tipo de suscripción	Rango de precios anual	Características clave
Conectividad básica	$2,000	Monitoreo remoto
Conectividad avanzada	$5,000	Análisis avanzado, informes integrales

Servicios de capacitación y apoyo clínico

Los servicios de capacitación y apoyo generan fuentes de ingresos adicionales.

• Capacitación en el sitio: $ 5,000 - $ 7,500 por sesión
• Programas de certificación en línea: $ 1,500 - $ 3,000 por participante
• Paquetes de soporte clínico en curso: $ 10,000 - $ 20,000 anualmente

Outset Medical, Inc. (OM) - Canvas Business Model: Value Propositions

You're looking at the core reasons why healthcare systems and patients are adopting the Tablo Hemodialysis System from Outset Medical, Inc. The value proposition centers on simplifying a historically complex and costly procedure across the entire care spectrum.

Single, all-in-one device for acute and home dialysis

The Tablo system is designed as a singular platform, FDA-cleared for use across the continuum of care, spanning from the intensive care unit (ICU) all the way to the home setting. This device standardization is a key differentiator. Outset Medical reports that Tablo covers approximately 95% of hospital dialysis treatments with that single machine, meaning less need for varied equipment inventory. The treatment modalities it supports include Intermittent Hemodialysis (IHD), Sustained Low Efficiency Dialysis (SLED/SLEDD), Prolonged Intermittent Renal Replacement Therapy (PIRRT), and Isolated Ultrafiltration. All eight of the largest national health systems in the U.S. currently use Tablo. It's a true enterprise solution, requiring no additional infrastructure beyond an electrical outlet and tap water. That's a big deal for facility planning.

Reduces operational complexity and cost for healthcare providers

The financial and operational benefits are concrete, especially when facilities transition from outsourced services to insourcing dialysis using Tablo. For one large hospital system in Florida, the transition to an insourced service line with Tablo showed a strong return on investment in the first 2 years of operation. Furthermore, that same system reported realized cost savings of around 25% for labor and supplies one year after insourcing. The cost comparison against traditional outsourced models is striking, honestly. Here's the quick math on the direct cost difference per treatment, based on one provider's experience:

Cost Component	Outsourced Program (Average)	Tablo (Insourced)
Staffing Cost (Per Hour)	$100	N/A (Included in 25% labor savings)
Overall Supply Cost (Per Treatment)	N/A	Around $55
Traditional Water Room Build Cost	Around $250K	$0 (No water room needed)
Traditional Water Room Maintenance (Annual)	$25K-50K	$0

The elimination of the need for a dedicated, traditional water treatment room-which can cost about $250,000 to build and $25,000 to $50,000 annually to maintain-is a significant capital avoidance value proposition. Also, data from over 1 million Tablo treatments across more than 600 facilities support the clinical effectiveness of this insourced model.

Integrated water purification and on-demand dialysate production

This integration is fundamental to Tablo's portability and simplicity. The system combines water purification and on-demand dialysate production into that single, integrated unit. This means the machine purifies tap water in real time to create the necessary dialysate, removing the need for pre-mixed solutions or complex external plumbing infrastructure. This feature is what allows the system to function as a compact, portable dialysis clinic on wheels, needing only an electrical outlet and tap water. The system achieves similar small solute clearance (URR) at a dialysate flow rate (Qd) of 300 mL/min compared to conventional devices at 500 mL/min or 600 mL/min, which is key for water preservation in hospital settings.

Simplified training: nurses in hours, patients in days

The ease of use directly translates to faster staff deployment and quicker patient independence. Nurses across various specialties can be trained on Tablo in under 4 hours. This compares favorably to the standard facility training time for other systems, which was previously cited as 4-6 weeks. For patients transitioning to home hemodialysis, the training timeline is also compressed. Patients can be trained on Tablo in under 2 weeks, with one study showing an average training time of 38 hours. This speed helps facilities bridge staffing gaps, especially when converting from outsourced dialysis services.

• Nurses training time: under 4 hours.
• Patients training time: under 2 weeks (average 38 hours in one study).
• Prior standard facility training time: 4-6 weeks.

Real-time data and automated documentation via cloud connectivity

The Tablo system features two-way wireless data communication, streaming treatment data directly to the proprietary Tablo cloud. This connectivity automates documentation, which is invaluable for compliance and administrative review, such as during Joint Commission on Accreditation of Healthcare Organizations (JCAHO) audits. Through its EMR Connect feature, Tablo securely sends over 70+ treatment fields, real-time updates, and event-based alerts to compatible Electronic Medical Record platforms. This seamless integration helps streamline treatment management and charting. For example, data from 10,000 treatments lasting between 23 and 24 hours showed over 99% achievement of treatment goals with minimal interruptions and rapid alarm resolution, partly facilitated by this intelligent monitoring.

Finance: draft 13-week cash view by Friday.

Outset Medical, Inc. (OM) - Canvas Business Model: Customer Relationships

You're looking at how Outset Medical, Inc. keeps its hospital and home dialysis customers engaged. The relationship strategy is built around intensive, hands-on support across the care continuum.

Dedicated clinical and technical field service teams

The technical backbone involves Field Service Engineers (FSEs) who handle installation, preventative maintenance, troubleshooting, and repair of the Tablo Dialysis System. Field Service Engineer II roles require 5+ years of industry experience and the ability to travel overnight up to 50% of the time.

Oversight for these teams is managed by roles like the Senior Field Service Manager, who may travel up to 75% of the time initially and is responsible for managing a team of US-based Field Service Engineers, ensuring downtime is kept to a minimum. This team interfaces professionally with Sales & Clinical Teams and Customer Staff.

High-touch, consultative sales for large hospital systems

Outset Medical, Inc. is actively shifting its approach to improve sales consistency, moving toward an enterprise-based sales model. This involves managing very large opportunities that often span dozens of hospitals within a single large health system.

The demand for insourcing dialysis solutions with Tablo continues to grow, evidenced by the fact that the average size of sales opportunities increased more than 20% in the three months leading up to the third quarter of 2025. The company has Tablo in use at more than 900 acute and sub-acute sites in the U.S. as of the second quarter of 2025. Furthermore, a new enterprise agreement was signed with one of the largest national health systems, providing Tablo access to well over 100 facilities.

Direct support programs for home dialysis patients

For the home market, Outset Medical, Inc. deploys specialized programs to ensure a successful transition to home use. These programs are tailored to specific requirements and can be adapted for any facility.

Key elements of this high-touch support include:

• Vascular access training for successful cannulation and management.
• Transitional staffing solutions, such as the Bridge Program, which is a temporary staffing solution typically lasting 4 to 13 weeks.
• Resources and services for setting up a complete home dialysis service line, like the Destination Home solution.

The company supports this with over 435+ Outset-certified "Tablo Coordinators". Partnerships, like the one with Northwest Kidney Centers, aim to expand home hemodialysis access, noting that nearly 20% of Northwest Kidney Centers' patients already dialyze at home.

Focus on high customer satisfaction and retention

Customer retention is supported by maintaining high satisfaction levels across service touchpoints. High satisfaction scores were reported for clinical sales and field service as of November 2025.

Data from treatments also reflects positive reception. Research covering over 1 million Tablo hemodialysis treatments across approximately 750 facilities showed high staff satisfaction.

Here's a quick look at some operational metrics that tie into the service relationship:

Metric	Value (Latest Reported)
Tablo Treatments Enabled (Cumulative)	Millions (as of late 2024)
U.S. Healthcare Facilities Using Tablo (Cumulative)	More than 1,000 (as of late 2024)
Acute/Sub-Acute Sites Using Tablo (Q2 2025)	More than 900
Service Gross Margin (Q3 2025)	Approximately 24%
Company-Wide Gross Margin Target	50%

The service and other revenue stream, which includes consumables and service, reached $8.5 million in the first quarter of 2025, a 20% increase year-over-year.

Finance: draft 13-week cash view by Friday.

Outset Medical, Inc. (OM) - Canvas Business Model: Channels

You're looking at how Outset Medical, Inc. gets its Tablo system and recurring supplies into the hands of providers and patients. The channel strategy is heavily weighted toward direct engagement, which makes sense for a complex, high-touch medical device.

The core of the channel strategy relies on a direct sales force dedicated to penetrating the hospital and health system market, targeting administrators who control capital expenditure and operational decisions. This direct approach is supported by a distribution network that handles the physical delivery of both the capital equipment (Tablo consoles) and the necessary recurring consumables.

Here's a look at the scale and performance metrics related to these channels as of late 2025:

Metric	Value (as of late 2025)	Context/Period
Trailing Twelve Month Revenue	$120 million	TTM as of September 30, 2025
Revised Full Year 2025 Revenue Guidance	$115 million to $120 million	Full Year 2025 Estimate
Q3 2025 Revenue	$29.4 million	3% year-over-year growth
Q3 2025 Consumables Revenue	$12.2 million	Part of $20.6 million Product Revenue
Q3 2025 Console Sales Revenue	$8.3 million	Part of $20.6 million Product Revenue
Total Facilities Using Tablo System	Approximately 750	Across over 1 million treatments
Acute Care Sites Using Tablo	Nearly 1,000 sites	Acute care market presence
Total Company Employees	559	As of November 2025

The direct sales force is clearly central, as evidenced by the Q1 2025 commentary noting pipeline growth driven by an enhanced capital sales team. They are focused on educating stakeholders on the financial and clinical benefits of insourcing dialysis.

The distribution of recurring consumables is the engine for long-term value; for instance, recurring revenue hit $22.7 million in Q1 2025, showing a 20% year-over-year growth. This recurring stream represents an estimated $500 million of untapped recurring revenue based on the installed base. Honestly, that recurring revenue potential is what drives the channel strategy.

Beyond the direct sales motion, Outset Medical, Inc. supports adoption through digital and specialized field support:

• Online portals for patient and provider data, including TabloHub, which provides online resources and e-learning modules to Tablo users.
• EMR Connect, a secure integration sending over 70+ treatment fields and real-time updates to compatible EMR platforms like Epic and Meditech for automated charting.
• The Tablo Coordinators Program offers hands-on skills training to build a strong educational foundation for nurses to lead dialysis programs.
• The company emphasizes field service excellence, reporting a 95%+ CSAT (Customer Satisfaction Score) in Q1 2025.

Clinical application specialists are integral to the on-site training and adoption success. They help new nurses train in hours and new patients in days by simplifying traditionally complex setup and teardown processes. The goal is to ensure staff feels confident and equipped, which is key to maintaining that high customer satisfaction score.

Outset Medical, Inc. (OM) - Canvas Business Model: Customer Segments

You're looking at the key groups Outset Medical, Inc. targets with its Tablo Hemodialysis System as of late 2025. The focus is clearly on shifting dialysis care from centralized centers to the hospital floor and eventually the home, which requires targeting both the facility decision-makers and the patients themselves.

The primary market for the Tablo system remains the acute care setting, where the company has established a significant footprint. Outset Medical reports that the Tablo® Hemodialysis System is trusted by over 1,000 U.S. healthcare facilities. This installed base is the foundation for recurring revenue from consumables and service. The total U.S. acute hospital care market size was valued at approximately USD 1,510.90 billion in 2023, with projections reaching around USD 2,889.88 billion by 2033, showing the scale of the remaining opportunity. For context, there are approximately 6,093 hospitals in the United States as of early 2025 data cited by the AHA. This means the current customer base represents a substantial, but still minority, share of the total hospital landscape.

The company is actively transitioning its sales approach to better capture larger, more complex accounts, which directly involves the Integrated Delivery Networks (IDNs) and enterprise customers. Management highlighted a 20% increase in pipeline deal sizes leading up to the third quarter of 2025, signaling a successful shift toward larger, enterprise-level agreements. This focus is part of a commercial transformation effort aimed at improving sales consistency, as capital sales timing had previously caused short-term revenue variability.

For the home market, the customer segment is End-Stage Renal Disease (ESRD) patients. Nationally, more than half a million Americans depend on dialysis treatments three or more times per week. However, despite data indicating better outcomes, only about two percent of these patients currently dialyze at home. Outset Medical's strategy, supported by FDA clearance for home use and Medicare reimbursement mechanisms like TPNIES, targets this underserved patient population by offering a simpler system.

Key partners within the Dialysis Provider segment are crucial for expanding home access. Outset Medical has a multiyear agreement with US Renal Care, noted as the largest privately held kidney care provider in the United States, to offer Tablo across the 33 states where US Renal Care operates. Furthermore, collaborations like the one initiated with Northwest Kidney Centers-which serves more than 2,000 patients a year in 19 dialysis centers and eight hospitals in the Puget Sound region-are vital for piloting and scaling home programs, with Northwest Kidney Centers currently having nearly 20% of its patients treating at home.

Here is a quick look at the scale of the identified customer segments and related metrics as of late 2025:

Customer Segment Focus	Key Metric/Data Point	Associated Value (Late 2025 Data)
U.S. Acute Care Facilities	Tablo System Installed Sites	Over 1,000 U.S. healthcare facilities
U.S. Acute Care Market Size (2023 Base)	Market Value	USD 1,510.90 billion
Home Hemodialysis Patients (ESRD)	Total U.S. Patients on Dialysis (Estimate)	More than half a million Americans
Home Hemodialysis Patients (ESRD)	Current Home Dialysis Prevalence (Estimate)	Two percent of total patients
Dialysis Providers (Northwest Kidney Centers)	Patients Served Annually	More than 2,000 patients
Dialysis Providers (US Renal Care)	Geographic Footprint of Partnership	33 states

The company's success hinges on converting these segments, particularly by driving utilization within the installed base and expanding the home patient pool. You'll want to watch the recurring revenue growth from consumables, which reached $21.1 million in Q3 2025, slightly ahead of Q3 2024 recurring revenue.

• Focus on hospital insourcing benefits: 94% reduction in serious cardiac or respiratory events in one five-year study.
• Enterprise pipeline strength: 20% increase in average order size year-over-year.
• Staff satisfaction in partner sites: Greater than 95% dialysis staff satisfaction reported.
• Cash management: Expecting to use less than $50 million in cash for the full year 2025.

The core value proposition for these customers centers on operational control and clinical improvement. For hospitals, it's about insourcing dialysis to gain control over costs and quality. For patients, it's about restoring autonomy through a simpler, more accessible treatment option. Finance: draft 13-week cash view by Friday.

Outset Medical, Inc. (OM) - Canvas Business Model: Cost Structure

You're looking at the expenses Outset Medical, Inc. incurs to run its business and scale the Tablo platform. Honestly, for a company focused on hardware and recurring consumables, the cost structure is heavily weighted toward getting the system into the hands of customers and supporting its use.

The overall operating expense guidance for 2025 is set to be in the low $90 million range for the full year. This is a key focus area, as the company has been actively streamlining spending to accelerate its path to profitability. Cash utilization for 2025 is expected to be less than $50 million, which is a significant improvement from the $103 million used in 2024.

The cost of goods sold (COGS) is inherently tied to the gross margin, which reflects the cost of the hardware and the consumables. Outset Medical, Inc. continues to expect its non-GAAP gross margin for the full year 2025 to be in the high-30% range. For a specific look, the non-GAAP gross margin reported for the third quarter of 2025 reached 39.9%.

Investment in Research & Development (R&D) remains a necessary cost to advance the technology, though it has been reduced from prior periods. Sales, General, and Administrative (SG&A) costs are directly tied to the commercial expansion efforts, supporting the growing installed base of Tablo systems.

Here's a breakdown of recent period operating expenses, which feed into that overall 2025 guidance. This shows where the spending is concentrated right now:

Expense Category	Q3 2025 Actual Amount	Q2 2025 Actual Amount	Full Year 2024 Actual Amount
Research & Development (R&D)	$5.4 million	$5.3 million	$38.4 million
Sales & Marketing (S&M)	$13.6 million	$14.3 million	$70 million
General & Administrative (G&A)	$8.5 million	$9.2 million	$43.5 million

The SG&A components, S&M and G&A, are the primary drivers of the commercial expansion costs you asked about. To be fair, the Q3 2025 figures show a reduction compared to Q2 2025, reflecting the company's focus on operational efficiency.

The key cost structure elements for Outset Medical, Inc. as of late 2025 are:

• High cost of goods sold (COGS) reflected in a 2025 non-GAAP gross margin guidance in the high-30% range.
• Full-year 2025 operating expenses guidance is in the low $90 million range.
• Cash utilization for 2025 is projected to be less than $50 million.
• R&D spending in Q3 2025 was $5.4 million.
• Commercial expansion costs (S&M) in Q3 2025 were $13.6 million.

Finance: draft 13-week cash view by Friday.

Outset Medical, Inc. (OM) - Canvas Business Model: Revenue Streams

Outset Medical, Inc. (OM) generates revenue through the sale of capital equipment and the subsequent recurring sales of necessary disposables and services, a classic razor-blade approach centered on the Tablo system.

The composition of revenue streams is best illustrated by the third quarter of 2025 financial results, which show the split between capital equipment sales and the recurring component.

Revenue Component	Q3 2025 Amount (Millions USD)	Revenue Type Detail
Tablo Consoles	$8.3 million	Product sales of Tablo consoles (capital equipment)
Consumables	$12.2 million	Recurring revenue from Tablo consumables
Service and Other Revenue	$8.9 million	Service and other revenue (maintenance contracts, support)
Total Revenue	$29.4 million	Total Net Revenue for Q3 2025

The recurring revenue stream, which is key to the long-term value of the business model, is comprised of:

• Recurring revenue from the sale of Tablo consumables.
• Service and other revenue from maintenance contracts and support.

The total recurring revenue from consumables plus service for the third quarter of 2025 was $21.1 million.

For the full fiscal year 2025, Outset Medical, Inc. (OM) provided revenue guidance in the range of $115 million to $120 million.