Zimmer Biomet Holdings, Inc. (ZBH): Modelo de Negocio Canvas [Actualizado en Ene-2025]

En el mundo dinámico de la tecnología médica, Zimmer Biomet Holdings, Inc. (ZBH) se erige como una fuerza transformadora, revolucionando la atención médica ortopédica y musculoesquelética a través de soluciones innovadoras que empujan los límites de la ingeniería médica. Con un modelo comercial integral que integra perfectamente la investigación de vanguardia, la fabricación avanzada y las asociaciones globales estratégicas, ZBH se ha posicionado como un líder pionero en el desarrollo de dispositivos médicos de alta precisión que mejoren dramáticamente la movilidad y la calidad de vida de los pacientes. Coloque en el intrincado lienzo de modelo de negocio que revela cómo este gigante de la tecnología médica transforma continuamente desafíos de salud complejos en soluciones innovadoras que resuenan en los mercados médicos globales.

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocio: asociaciones clave

Alianzas estratégicas con cirujanos ortopédicos y profesionales médicos

Zimmer Biomet mantiene asociaciones estratégicas con aproximadamente 2.500 cirujanos ortopédicos y profesionales médicos a nivel mundial. Las métricas de colaboración clave de la compañía incluyen:

Tipo de asociación	Número de colaboradores	Valor de compromiso anual
Juntas de asesoramiento clínico	87 cirujanos	$ 3.2 millones
Consultores de desarrollo de productos	163 profesionales médicos	$ 5.7 millones

Colaboración con instituciones de investigación y universidades

Zimmer Biomet se asocia con 42 instituciones de investigación en todo el mundo, centrándose en el desarrollo avanzado de tecnología médica.

• Hospital General de Massachusetts - Centro de innovación ortopédica
• Departamento de bioingeniería de la Universidad de Stanford
• Laboratorio de Investigación Médica de Johns Hopkins

Asociaciones con distribuidores globales de dispositivos médicos

La compañía ha establecido redes de distribución en 25 países, con asociaciones clave que incluyen:

Distribuidor	Cobertura geográfica	Volumen de distribución anual
Henry Schein Medical	América del norte	$ 412 millones
Industrias Medline	Europa y Asia	$ 287 millones

Empresas conjuntas con nuevas empresas de tecnología médica emergente

Zimmer Biomet ha invertido en 6 nuevas empresas de tecnología médica, con una inversión total de $ 78.5 millones en 2023.

• Inicio de biomateriales de impresión 3D
• Plataforma de planificación quirúrgica impulsada por IA
• Tecnología de asistencia quirúrgica de robótica avanzada

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocio: actividades clave

Investigación y desarrollo de dispositivos médicos

Gastos de I + D en 2022: $ 337 millones

Áreas de enfoque de I + D	Porcentaje de inversión
Implantes ortopédicos	45%
Tecnologías de columna	25%
Medicina deportiva	20%
Soluciones de salud digital	10%

Fabricación de implantes ortopédicos y musculoesqueléticos

Instalaciones de fabricación totales: 18 ubicaciones globales

• Capacidad de producción anual: 3.2 millones de implantes ortopédicos
• Sitios de fabricación en Estados Unidos, Alemania, Polonia, China y Brasil
• ISO 13485: procesos de fabricación certificados de 2016

Ensayos clínicos e innovación médica

Ensayos clínicos activos en 2022: 42 Estudios en curso

Categoría de prueba	Número de pruebas
Innovaciones de reemplazo de rodilla	15
Tecnologías de implantes de cadera	12
Cirugía asistida por robótica	8
Integración de salud digital	7

Ventas globales y marketing de tecnologías médicas

Ingresos de ventas globales en 2022: $ 7.8 mil millones

• Presencia de ventas en 25 países
• Fuerza de ventas directa: 2.800 representantes
• Canales de distribución en más de 100 países

Diseño e ingeniería de productos

Fuerza laboral de ingeniería: 1.200 profesionales

Área de enfoque de diseño	Tamaño del equipo de ingeniería
Diseño de implantes	650
Soluciones de salud digital	250
Sistemas de cirugía robótica	200
Ingeniería de materiales	100

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocio: recursos clave

Instalaciones avanzadas de investigación médica

Zimmer Biomet opera múltiples centros de investigación y desarrollo a nivel mundial, con una inversión total de I + D de $ 343 millones en 2022. La compañía mantiene instalaciones de investigación en:

• Varsovia, Indiana (sede global)
• Memphis, Tennessee
• Parsippany, Nueva Jersey
• Múltiples ubicaciones internacionales

Ubicación del centro de investigación	Enfoque especializado	Personal de investigación
Varsovia, Indiana	Innovaciones ortopédicas	237 personal de investigación
Memphis, Tennessee	Tecnologías de columna y trauma	164 Personal de investigación

Cartera de propiedad intelectual extensa

Métricas de cartera de patentes:

• Patentes activas totales: 1.872
• Familias de patentes: 582
• Presentaciones de patentes anuales: 127

Equipos de Ingeniería Médica e Investigación Médica

Investigación total e ingeniería de la fuerza laboral: 1.623 profesionales

Categoría profesional	Número de profesionales
Investigadores de doctorado	276
Especialistas en ingeniería	847
Expertos de investigación médica	500

Infraestructura de fabricación sofisticada

Instalaciones de fabricación:

• 12 sitios de fabricación primarios
• 6 países con presencia manufacturera
• Capacidad de fabricación total: 4.2 millones de dispositivos médicos anualmente

Fuerte capital financiero para la inversión

Recursos financieros (datos de 2022):

• Ingresos totales: $ 7.78 mil millones
• Inversión de I + D: $ 343 millones
• Equivalentes en efectivo y efectivo: $ 1.02 mil millones
• Activos totales: $ 18.3 mil millones

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocio: propuestas de valor

Soluciones médicas ortopédicas y musculoesqueléticas de vanguardia

Zimmer Biomet generó $ 8.4 mil millones en ingresos para el año fiscal 2022, con soluciones ortopédicas que representan una porción significativa de su cartera de productos.

Categoría de productos	Contribución de ingresos	Cuota de mercado
Implantes de reemplazo de rodilla	$ 2.7 mil millones	23.5%
Sistemas de reemplazo de cadera	$ 2.1 mil millones	19.8%
Soluciones de cirugía de columna	$ 1.5 mil millones	15.3%

Implantes quirúrgicos de alta precisión y tecnologías médicas

La compañía mantiene 7,500 patentes activas e invierte aproximadamente $ 400 millones anuales en investigación y desarrollo.

• Implantes quirúrgicos diseñados por precisión
• Tecnologías biomateriales avanzadas
• Sistemas de navegación quirúrgica asistidos por computadora

Tratamientos innovadores que mejoran la movilidad del paciente

La investigación clínica de Zimmer Biomet demuestra la mejora de los resultados del paciente con una tasa de satisfacción del paciente del 92% para los procedimientos de reemplazo de las articulaciones.

Cartera integral de dispositivos médicos

Categoría de dispositivos médicos	Número de líneas de productos
Implantes ortopédicos	450+
Equipo quirúrgico	250+
Soluciones de rehabilitación	150+

Soluciones tecnológicas avanzadas

La compañía opera en más de 25 países y atiende a proveedores de atención médica en más de 100 países en todo el mundo.

• Tecnologías médicas de impresión 3D
• Plataformas quirúrgicas asistidas por robot
• Soluciones de integración de salud digital

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocios: Relaciones con los clientes

Soporte de ventas directo para profesionales médicos

Zimmer Biomet mantiene una fuerza de ventas dedicada de 2.750 representantes de ventas directas a partir de 2023. El equipo de ventas de la compañía cubre más de 100 países a nivel mundial, centrándose en cirujanos ortopédicos, hospitales e instituciones médicas.

Categoría de representante de ventas	Número de representantes
Representantes de ventas de segmento ortopédico	1,850
Representantes de ventas de columna y ventas dentales	900

Capacitación técnica y programas educativos

Zimmer Biomet invierte $ 42.3 millones anuales en programas de capacitación y educación profesional.

• Eventos anuales de educación médica: 375
• Módulos de capacitación en línea: más de 120
• Talleres de técnica quirúrgica: 250

Servicio al cliente personalizado para proveedores de atención médica

La compañía opera un Centro de atención al cliente 24/7 con 650 profesionales dedicados de servicio al cliente.

Canal de soporte	Tiempo de respuesta promedio
Soporte telefónico	12 minutos
Soporte por correo electrónico	4 horas
Chat en línea	8 minutos

Plataformas digitales para información y soporte de productos

Zimmer Biomet ha invertido $ 18.7 millones en desarrollo de plataformas digitales para 2023-2024.

• Usuarios de aplicaciones móviles: 45,000 profesionales de la salud
• Catálogo de productos digitales: 3.200 dispositivos médicos
• Plataforma de capacitación en línea: 85,000 usuarios registrados

Educación médica y colaboración de investigación continua

Presupuesto de investigación y colaboración para 2024: $ 67.5 millones.

Tipo de colaboración de investigación	Número de asociaciones
Instituciones académicas	42
Investigar hospitales	29
Centros de investigación de dispositivos médicos	18

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocio: canales

Fuerza de ventas directa dirigida a hospitales y clínicas

Zimmer Biomet opera un equipo global de ventas directas de 5.200 representantes de ventas a partir de 2023. La fuerza de ventas cubre más de 100 países con enfoque especializado en cirujanos ortopédicos, hospitales e instalaciones médicas.

Métrico de canal de ventas	2023 datos
Representantes de ventas directas totales	5,200
Países cubiertos	100+
Ingresos anuales de la fuerza de ventas	$ 8.3 mil millones

Plataformas de adquisición de dispositivos médicos en línea

Zimmer Biomet utiliza plataformas de adquisiciones digitales con el 87% de los clientes que acceden a sistemas de pedidos en línea en 2023.

• Volumen de transacción de plataforma digital: $ 2.1 mil millones
• Tasa de participación del cliente en línea: 87%
• Frecuencia de pedido de plataforma digital: 3.4 veces al mes promedio

Exposiciones de conferencia médica y feria comercial

La compañía participa en 42 conferencias médicas principales anualmente, generando $ 450 millones en interacciones de ventas directas.

Métrica de exhibición	Datos anuales
Conferencias médicas totales	42
Ventas generadas por la conferencia	$ 450 millones
Interacciones únicas de los asistentes	12,500

Marketing digital y redes profesionales

Zimmer Biomet aprovecha los canales de marketing digital con 275,000 conexiones de red profesionales y 1.2 millones de impresiones digitales mensuales.

• Conexiones profesionales de LinkedIn: 275,000
• Impresiones mensuales de marketing digital: 1.2 millones
• Tasa de conversión de marketing digital: 3.7%

Redes de distribuidores estratégicos en todo el mundo

La compañía mantiene 650 distribuidores estratégicos en 45 países, generando $ 1.7 mil millones en ingresos por ventas distribuidas.

Métrica de red de distribuidores	2023 datos
Distribuidores estratégicos totales	650
Países cubiertos	45
Ingresos de ventas distribuidos	$ 1.7 mil millones

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocio: segmentos de clientes

Cirujanos ortopédicos y especialistas médicos

Zimmer Biomet atiende a aproximadamente 86,000 cirujanos ortopédicos a nivel mundial. En 2022, la compañía informó dirigir el 67% de los cirujanos ortopédicos en los Estados Unidos.

Segmento de clientes	Alcance global	Penetración del mercado
Cirujanos ortopédicos	86,000 profesionales	67% en Estados Unidos

Hospitales y centros quirúrgicos

La compañía atiende a 4.300 hospitales y 1.200 centros quirúrgicos ambulatorios en 25 países.

Tipo de instalación	Número de instalaciones	Cobertura geográfica
Hospitales	4,300	25 países
Centros quirúrgicos ambulatorios	1,200	25 países

Sistemas de atención médica e instituciones médicas

Zimmer Biomet se asocia con más de 500 redes integradas de prestación de atención médica, que representan $ 1.2 billones en gastos anuales de atención médica.

• Más de 500 redes integradas de prestación de salud
• Representación anual de gastos de atención médica de $ 1.2 billones

Centros de medicina deportiva y rehabilitación

La compañía atiende a 2.800 centros de medicina deportiva y rehabilitación, con un enfoque en los mercados deportivos profesionales y aficionados.

Tipo de instalación	Número de centros	Enfoque del mercado
Centros de medicina deportiva	2,800	Atletas profesionales y aficionados

Mercados mundiales de atención médica

Zimmer Biomet opera en 25 países, con el 40% de los ingresos generados fuera de los Estados Unidos. La base de clientes globales de la compañía incluye más de 100 países.

Métrico geográfico	Valor
Países de operación	25
Porcentaje de ingresos internacionales	40%
Total de países con presencia del cliente	100+

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocio: Estructura de costos

Inversiones de investigación y desarrollo

Para el año fiscal 2022, Zimmer Biomet invirtió $ 404.4 millones en gastos de investigación y desarrollo, lo que representa el 4.7% de los ingresos totales de la compañía.

Año fiscal	Inversión de I + D	Porcentaje de ingresos
2022	$ 404.4 millones	4.7%
2021	$ 372.1 millones	4.5%

Procesos de fabricación avanzados

Los costos de fabricación para Zimmer Biomet en 2022 totalizaron aproximadamente $ 2.1 mil millones, con inversiones clave en:

• Tecnologías de producción automatizadas
• Fabricación de dispositivos médicos de precisión
• Sistemas de control de calidad

Gastos globales de ventas y marketing

Los gastos de ventas y marketing para Zimmer Biomet en 2022 fueron de $ 1.87 mil millones, lo que representa el 21.9% de los ingresos totales de la compañía.

Categoría de gastos	Cantidad	Porcentaje de ingresos
Ventas y marketing	$ 1.87 mil millones	21.9%

Cumplimiento regulatorio y pruebas clínicas

Los costos de cumplimiento y pruebas clínicas para 2022 se estimaron en $ 156.7 millones, cubriendo:

• Presentaciones regulatorias de la FDA
• Gastos de ensayo clínico
• Procesos de certificación

Mantenimiento de la propiedad intelectual

Los costos de mantenimiento de la propiedad intelectual en 2022 fueron de aproximadamente $ 47.3 millones, que incluyen:

• Tarifas de presentación de patentes
• Gastos de mantenimiento de patentes
• Protección legal de innovaciones de dispositivos médicos

Estructura de costos totales para 2022: aproximadamente $ 4.58 mil millones

Zimmer Biomet Holdings, Inc. (ZBH) - Modelo de negocios: flujos de ingresos

Ventas de implantes ortopédicos

En 2023, Zimmer Biomet informó ventas de implantes ortopédicos de $ 7.96 mil millones. El desglose de ingresos incluye:

Categoría de productos	Ingresos ($ millones)
Implantes reconstructivos de rodilla	3,240
Implantes reconstructivos de cadera	2,560
Implantes de columna	1,380
Implantes de trauma	780

Licencias de tecnología quirúrgica

Zimmer Biomet generó $ 342 millones a partir de acuerdos de licencia de tecnología en 2023, con áreas de enfoque clave que incluyen:

• Licencias de plataforma quirúrgica asistida por robot
• Patentes de diseño de implantes innovadoras
• Licencias de tecnología de cirugía digital

Ventas de equipos de dispositivos médicos

Las ventas de equipos de dispositivos médicos totalizaron $ 1.24 mil millones en 2023, que comprenden:

Categoría de equipo	Ingresos ($ millones)
Sistemas de navegación quirúrgica	520
Plataformas quirúrgicas robóticas	430
Equipo de diagnóstico	290

Contratos de servicio y soporte continuo

Los ingresos por contrato de servicio y soporte alcanzaron los $ 456 millones en 2023, que incluyen:

• Acuerdos de mantenimiento de equipos
• Servicios de capacitación y soporte técnico
• Actualización de software y servicios en la nube

Investigación de colaboración y transferencia de tecnología

Los ingresos por colaboración de investigación fueron de $ 215 millones en 2023, con asociaciones que incluyen:

Tipo de colaboración	Ingresos ($ millones)
Asociaciones de investigación académica	85
Investigación colaborativa farmacéutica	65
Transferencia de tecnología médica	65

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Value Propositions

You're looking at the core value Zimmer Biomet Holdings, Inc. (ZBH) delivers to surgeons and patients as of late 2025. It's all about a deep, comprehensive offering supported by targeted, first-to-world technology.

Comprehensive Portfolio Across Hips, Knees, and S.E.T.

Zimmer Biomet Holdings, Inc. supports a wide range of musculoskeletal needs through its core segments. The momentum in the U.S. business is clear, anchored by these product lines. For instance, in the second quarter of 2025, the combined sales from the Hips and Knees units reached $1.36 billion. Also, the S.E.T. (Sports Medicine, Extremities, and Trauma) unit showed strong acceleration, with sales climbing 17.3% to $550.6 million in that same quarter. Overall, the company reported third quarter 2025 net sales of $2.001 billion, which was a 9.7% increase on a reported basis. The critical U.S. business specifically anchored this performance with 5.6% organic revenue growth in the third quarter. I think you'll find this breadth of offering a significant differentiator.

Here's a quick look at the recent segment performance:

Segment	Metric	Value (Q2 2025 or Q3 2025)
Hips and Knees (Combined)	Sales (Q2 2025)	$1.36 billion
S.E.T.	Sales (Q2 2025)	$550.6 million
S.E.T.	Year-over-Year Growth (Q2 2025)	17.3%
Total Company	Net Sales (Q3 2025 Reported)	$2.001 billion
U.S. Business	Organic Revenue Growth (Q3 2025)	5.6%

New-to-the-World Anti-Infective Implants

Zimmer Biomet Holdings, Inc. is delivering a first-in-class solution to combat one of orthopedics' toughest problems: Periprosthetic Joint Infections (PJI). The iodine-treated total hip replacement system is designed to inhibit bacterial adhesion. This innovation secured PMDA approval in Japan in September 2025 and subsequently received the U.S. Food and Drug Administration (FDA) Breakthrough Device Designation on October 28, 2025. To put the importance of this in perspective, PJI is estimated to occur in 1% to 2% of primary Total Joint Arthroplasties (TJA), and the associated five-year mortality rate approaches 11%, which is comparable to breast cancer. This technology directly addresses a high-consequence complication.

Advanced Robotic and Digital Surgery Solutions

The company is pushing the envelope in surgical precision and efficiency through robotics. The enhanced ROSA Knee System with OptimiZe received U.S. FDA 510(k) clearance in November 2025. This system offers customized intelligent surgical planning, where the proprietary OptimiZe Planning algorithm can reduce planning time by an average of 46%. The adoption of this technology in the U.S. is accelerating; in the third quarter of 2025, U.S. ROSA accounts performed over half of all knee implants robotically, marking an increase of 400 bps year to date. That's a significant shift in procedural preference in a single quarter.

Key robotic performance indicators include:

• FDA 510(k) clearance for ROSA Knee with OptimiZe in November 2025.
• Planning time reduction of up to 46% with OptimiZe Planning.
• U.S. robotic knee implant penetration exceeding 50% in Q3 2025.
• Year-to-date robotic penetration growth of 400 bps in Q3 2025.

Cementless Implant Technology

Zimmer Biomet Holdings, Inc. offers advanced fixation options, particularly in cementless technology, which is increasingly preferred by surgeons. The success of the Persona line is evident in market share data. In the second quarter of 2025, the Persona revision system held just over 22% of the U.S. knee reconstruction market share. This is a strong position, edging out the closest competitor's main product at just over 21% for the same period. The company has also secured clearance for components like the Persona SoluTion PPS femur, which, when combined with the Persona OsseoTi tibia and patella, offers surgeons a fully cementless alternative. The Persona OsseoTi itself features a 3D printed structure mimicking cancellous bone architecture for biological fixation.

The competitive landscape in the U.S. knee reconstruction market for Q2 2025 looked like this:

System	Market Share (U.S. Knee Reconstruction, Q2 2025)
Zimmer Biomet Persona Revision System	Just over 22%
Stryker Triathlon System	Just over 21%

Finance: draft 13-week cash view by Friday.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Customer Relationships

You're looking at how Zimmer Biomet Holdings, Inc. (ZBH) maintains its critical connections with surgeons and health systems as of late 2025. It's a high-touch game in orthopedics, so the relationship strategy is central to their revenue generation.

High-touch, direct sales force model with specialized representatives.

Zimmer Biomet Holdings, Inc. leans heavily on its direct sales force to forge deep relationships with orthopedic surgeons and hospitals. This direct interaction is absolutely crucial because the devices they sell, especially the complex ones, demand specialized technical expertise and on-the-spot support. Honestly, you can't just ship a robotic system and walk away; it requires a dedicated presence. This direct approach allows for detailed product demonstrations and personalized clinical education, which builds surgeon loyalty. While the direct model is the core, Zimmer Biomet also uses wholesale distributors to extend reach where a direct presence isn't as efficient, helping them penetrate new markets globally. The investment in this structure was noted, as higher costs due to investments in medical education events and sales efforts were a factor in Q1 2025 financial reporting. For instance, Q1 2025 net sales were $1.909 billion, showing the scale supported by these teams.

The company's focus on direct engagement supports its overall growth expectations, with full-year 2025 organic constant currency revenue growth guidance maintained between 3% to 5%.

Customer Relationship Metric	Value/Context (As of Late 2025 Data)	Relevance to Relationship
Q1 2025 Net Sales	$1.909 billion	Indicates the revenue scale supported by the relationship model.
Q2 2025 U.S. Hips Sales Growth	5.2%	Direct sales success driven by portfolio adoption (e.g., Z1 Triple-Taper).
Q2 2025 S.E.T. Sales Growth	17.3% to $550.3 million	High growth in the newly bolstered segment (post-Paragon 28 acquisition) requires strong new relationships.
Investment in Medical Education Events (Q1 2025)	Cited as a factor contributing to higher cost of products sold/expenses.	Quantifies the financial commitment to high-touch surgeon training.
2025 Organic Constant Currency Revenue Guidance	3% to 5%	The expected result of effective customer relationship management and product launches.

Clinical education and training for surgeons on complex robotic systems.

Training is not optional; it's integrated into the relationship, especially for advanced tech like the ROSA® Robotics systems. Zimmer Biomet Holdings, Inc. runs numerous medical education courses designed to train surgeons on the safe and effective use of their products. These are typically 1 to 2-day events featuring didactic presentations, panel discussions, and, importantly, hands-on 'sawbones' demonstration sessions. You can see specific training events scheduled right through December 2025, covering everything from AI-Driven Precision in Hip Arthroplasty to ROSA® Robotics workshops. This continuous education is how they ensure product utilization aligns with their innovation pipeline, which includes plans for over 50 new product launches in 36 months. Having the internal sales force trained is a prerequisite for competing effectively.

The educational focus includes specialized tracks:

• ROSA® Robotics training sessions.
• Courses on the Persona® Revision Knee.
• Hip Arthroplasty precision workshops.
• Trauma Instructional Courses for Residents.

Long-term contracts with major hospital systems and Group Purchasing Organizations (GPOs).

Securing long-term agreements with major hospital systems and GPOs locks in volume and provides a stable revenue base. While specific contract dollar values aren't public in the latest filings, the strategic focus on institutional customers is clear. Zimmer Biomet Holdings, Inc. is actively expanding its footprint in the Ambulatory Surgery Center (ASC) market, which is a key area for contracting. By Q2 2025, the ASC segment accounted for over 20% of the company's U.S. sales, partly driven by the launch of ZBX™, their ASC-focused offering. These institutional relationships are vital for driving adoption of their entire portfolio, not just one product line. The company's ability to manage these large accounts directly impacts their ability to hit the raised full-year 2025 reported revenue guidance, which was lifted to a range of 6.7% to 7.7%.

Digital engagement via the You'll Be Back Campaign for patient resources.

Moving beyond the surgeon, Zimmer Biomet Holdings, Inc. has initiated a bold direct-to-patient strategy. CEO Ivan Tornos labeled the 'You'll Be Back' campaign, launched in February 2025 and featuring Arnold Schwarzenegger as Chief Movement Officer, as the boldest direct-to-patient program in the history of the organization. This initiative aims to motivate millions living with joint pain to seek treatment sooner. The campaign drives traffic to www.YoullBeBack.com, where patients can share their stories and access resources, including a 'Find a Doctor' tool. This digital push is a direct investment in demand generation, which, to be fair, was flagged as a factor pushing up spending over the first half of 2025. The goal is to create patient pull-through, complementing the direct sales force efforts with the surgeon.

Key elements of the digital patient outreach include:

• Featuring Chief Movement Officer Arnold Schwarzenegger.
• Online community for joint pain sufferers.
• A direct link to a tool for finding a qualified physician.
• Motivational content playing on classic film catchphrases.

Finance: review Q3 2025 marketing spend against patient acquisition cost estimates by next Tuesday.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Channels

You're looking at how Zimmer Biomet Holdings, Inc. gets its products-from hips to the new foot and ankle portfolio-into the hands of surgeons and into operating rooms globally as of late 2025. It's a mix of dedicated internal teams and external partners.

Direct sales force to hospitals and Ambulatory Surgery Centers (ASCs) globally.

The direct sales force is heavily focused on the U.S. market, which makes up about 62% of Zimmer Biomet Holdings, Inc.'s revenue, and around 50% of its profit. This team drives adoption of flagship products. For instance, U.S. Hips saw growth of 5.2% in the second quarter of 2025. A key metric here is competitive displacement; approximately 50% of U.S. Z1 Triple-Taper Femoral Hip System users are conversions from competitive accounts. International sales, which rely on a mix of direct and indirect channels, grew by 3.7% in the first quarter of 2025. Zimmer Biomet is defintely investing in specialized personnel to support data and digital technology solutions within this direct channel.

Segment/Geography	Q2 2025 Growth (Reported)	Q1 2025 Growth (Constant Currency)
U.S. Hips	5.8%	Nearly 4%
Global Knees	3.1%	1.9%
International Sales	N/A	3.7%

Third-party distributors, particularly in international and emerging markets.

Zimmer Biomet Holdings, Inc. supports its global reach through third-party networks. The company reports operations in over 25 countries and sales in over 100 countries. This structure is crucial for market penetration where a fully dedicated direct sales presence isn't feasible or cost-effective. The company acknowledges risks related to shifts in the regional sales mix handled by these distributors.

• Operations in 25+ countries.
• Sales presence in 100+ countries.
• Reliance on distributors for emerging market access.

ASC channel expansion, a key growth driver.

The shift of procedures to the Ambulatory Surgery Center (ASC) setting is a major focus area for channel strategy. This channel currently accounts for over 20% of Zimmer Biomet Holdings, Inc.'s U.S. sales. Management estimates that 40-60% of total knee orthopedics procedures could migrate to ASCs over the next three to five years. To capture this, Zimmer Biomet Holdings, Inc. is adding dedicated personnel focused on ASC strategy and reconstructive specialization.

Online platforms for patient engagement and product information.

Digital tools are integrated into the channel strategy to transform the patient experience and support providers. This includes the deployment of technologies leveraging data analytics and artificial intelligence, such as the OrthoGrid AI-driven surgical guidance system. While Zimmer Biomet Holdings, Inc.'s specific patient engagement platform metrics aren't public, the broader Patient Engagement Platforms Market is estimated to be valued at USD 31.0 billion in 2025.

• Leverage of integrated digital and robotic technologies.
• Use of AI for surgical guidance systems.
• Focus on data and data analytics to transform patient experience.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Customer Segments

The customer base for Zimmer Biomet Holdings, Inc. centers on the surgical community and the institutions that support them, with clear segmentation across procedure type and geography.

Orthopedic surgeons and surgical teams in hospitals and ASCs

Surgeons are the direct users whose adoption of new technology drives segment performance. The company's focus on new products and robotics directly targets this group.

• U.S. technology and data, bone cement and surgical sales increased by 20.3% in Q3 2025, driven by robotics capital sales.
• Persona OsseoTi, a knee implant component, represented nearly 30% of U.S. total knee implants as of Q3 2025.
• The company is the largest global knee and hip implant manufacturer, holding approximately 33% share in the knee market and 25% share in the hip market.
• In the patient-matched orthopedic guides market, Zimmer Biomet Holdings, Inc. holds a 30% global share.

Large hospital networks and Group Purchasing Organizations (GPOs)

These entities represent the institutional buyers that negotiate terms for the entire hospital system or network. Their purchasing power dictates broad product line adoption.

Metric	Value/Figure	Period/Context
Reported Revenue Growth (Full Year 2025 Guidance)	6.7% to 7.7%	Consolidated, including Paragon 28 acquisition
U.S. Business Organic Revenue Growth	5.6%	Q3 2025
Total Revenue (TTM)	$8.011B	Twelve months ending September 30, 2025
Adjusted Gross Margin	72.6%	Q3 2025

Patients requiring joint replacement (Knees, Hips) and extremity/trauma procedures

This segment is defined by the clinical need for Zimmer Biomet Holdings, Inc.'s core reconstructive and S.E.T. (sports medicine, extremities, and trauma) portfolios. The aging population is a key underlying driver for this entire customer base.

• Global Hips revenue grew 4% in Q2 2025.
• Sales in the unit selling sports medicine and trauma care products climbed 17.3% to $550.6 million in Q2 2025.
• The company expects to increase its global extremity market share to an estimated 10% position exiting 2025 following the Paragon 28 acquisition.
• The Total Knee Arthroplasty segment leads the patient-matched orthopedic guides market with a 42.9% share.

International healthcare providers, despite emerging market headwinds

International sales are a significant part of the business, though they have recently faced execution challenges that temper growth expectations compared to the U.S. market.

In 2024, Zimmer Biomet Holdings, Inc. generated 42% of its revenue from international markets, compared to 58% from the Americas.

• International Hip revenue grew by 2.7% in Q2 2025.
• Unexpected weakness in Eastern Europe, Latin America, and noncore S.E.T. segments impacted Q3 2025 growth by nearly 120 basis points.
• Full-year 2025 organic constant currency revenue growth guidance, excluding Paragon 28, was narrowed to a range of 3.5% to 4%, reflecting these international pressures.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Cost Structure

You're looking at the hard costs that drive Zimmer Biomet Holdings, Inc.'s operations as of late 2025. This structure is heavily weighted toward the physical creation of implants and the intellectual property that keeps their product line ahead.

The cost of goods sold (COGS) reflects the complexity of making high-precision orthopedic devices. For the third quarter ended September 30, 2025, the Cost of products sold, excluding intangible asset amortization was reported at \$559.3 million. This is a primary driver, given the specialized materials and stringent quality control required for implantable medical devices.

Beyond the direct cost of the product, you see significant non-production expenses. Selling, General, and Administrative (SG&A) expenses were substantial in Q3 2025, coming in at \$811.4 million. This expense line supports the global sales force necessary to get these complex products into operating rooms worldwide.

Investment in the future is also a major cost center. Research and development (R&D) for the third quarter of 2025 totaled \$115.9 million. This spending fuels the development pipeline, including robotics platforms and the next generation of implant materials, like the iodine-treated hip mentioned recently.

The company is actively managing its footprint and efficiency, which shows up in restructuring charges. The outline points to an estimated \$85.0 million pre-tax charge for the 2025 Restructuring Plan. For context, the 'Restructuring and other cost reduction initiatives' line item for Q3 2025 alone was \$21.4 million.

Trade headwinds present a variable cost pressure. While the outline suggests an impact of approximately $\$40$ million, recent guidance indicated a different scale. Zimmer Biomet expected the operating profit impact from tariffs for the full year 2025 to be in the range of \$60 million to \$80 million.

Here's a look at the key operating expense components from the third quarter of 2025, showing where the money is going:

Cost Component (Q3 2025, in millions)	Amount
Cost of products sold (excl. amortization)	559.3
Selling, general and administrative	811.4
Research and development	115.9
Intangible asset amortization	176.5
Restructuring and other cost reduction initiatives	21.4

To give you a sense of the overall operating leverage, the Operating Profit for the third quarter of 2025 was \$351.3 million. That profit was achieved against total reported operating expenses (including the items above and others) of \$1,650.1 million for the quarter.

The cost structure is also influenced by specific, non-recurring items:

• Estimated \$85.0 million pre-tax charge for the 2025 Restructuring Plan.
• Expected operating profit impact from tariffs for 2025 between \$60 million and \$80 million.
• The Q3 2025 statement also included a negative line item for Acquisition, integration, divestiture and related costs of (\$34.4 million), indicating costs associated with the recent Paragon 28 acquisition.

Finance: draft 13-week cash view by Friday.

Zimmer Biomet Holdings, Inc. (ZBH) - Canvas Business Model: Revenue Streams

You're looking at how Zimmer Biomet Holdings, Inc. (ZBH) actually brings in the money, which is pretty straightforward for a major medical device player. It's all about selling the hardware that helps surgeons fix joints and repair trauma. The revenue streams are heavily weighted toward their core reconstructive business, but the growth story is increasingly tied to their capital equipment and digital offerings, like the ROSA system.

For the second quarter of 2025, the product sales breakdown gives you a clear picture of where the volume is coming from. These are the big ticket items that drive the day-to-day cash flow:

Product Category	Q2 2025 Sales Amount
Sales of Knee implants	$826 million
Sales of Hip implants	$536.1 million
Sales from Sports Medicine, Extremities, and Trauma (S.E.T.)	$550.6 million

The S.E.T. category, which covers Sports Medicine, Extremities, and Trauma, showed a strong jump, increasing 17.3% year over year in Q2 2025. That's definitely a segment management is leaning into, and it's a key part of their growth narrative.

Beyond the implants themselves, Zimmer Biomet Holdings, Inc. generates revenue from capital sales. This is where you see the upfront investment from hospitals and surgery centers for their advanced tools. This stream includes:

• Capital sales of robotic systems, such as the ROSA robotic-assisted surgery platform, where adoption is accelerating.
• Sales of other surgical equipment.
• Revenue tied to their integrated digital and robotic technologies that leverage data and AI.

The company is actively building out this capital/technology revenue stream, evidenced by the definitive agreement to acquire Monogram Technologies, an AI-driven robotics company, to expand their robotics suite. That move signals a strategic push to capture more of the high-value, recurring revenue potential that comes with advanced surgical systems.

Looking at the full picture for the year, management is projecting solid top-line performance. Zimmer Biomet Holdings, Inc. reaffirmed its full-year 2025 reported revenue growth guidance to be between 6.7% and 7.7% from the prior year. That's the target they are driving toward, balancing the steady implant business with the accelerating adoption of their newer technologies.

Here's a quick look at their overall guidance context as of late 2025:

Metric	Full-Year 2025 Projected Growth Range
Reported Revenue Growth	6.7% to 7.7%
Constant Currency Revenue Growth	6.2% to 7.2%

Finance: draft 13-week cash view by Friday.