Entest Medical, Inc. (OM): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No cenário em rápida evolução da tecnologia médica, a TEET Medical, Inc. (OM) surge como uma força transformadora no cuidado da diálise, revolucionando como pacientes e profissionais de saúde se aproximam do tratamento renal. Seu inovador sistema de hemodiálise de tablo representa um salto quântico no design de dispositivos médicos, oferecendo simplicidade, conectividade e facilidade de uso sem precedentes que promete remodelar a experiência de diálise para pacientes com doenças finais e profissionais clínicos. Ao dissecar a abrangente modelo de negócios da Medical, descobriremos o brilho estratégico por trás de sua abordagem inovadora para resolver desafios complexos de saúde.

OUTET MEDICAL, INC. (OM) - Modelo de negócios: Parcerias -chave

Hospitais e instalações de saúde para distribuição de dispositivos

A partir do quarto trimestre 2023, a Eartet Medical estabeleceu parcerias com 372 instalações de saúde nos Estados Unidos. Essas parcerias incluem:

Tipo de parceria	Número de instalações	Cobertura geográfica
Hospitais de cuidados agudos	198	38 estados
Centros de diálise	174	45 estados

Fabricantes de dispositivos médicos para fornecimento de componentes

A TEAR Medical mantém parcerias estratégicas com 12 fornecedores de componentes -chave:

• Fabricantes de componentes médicos de precisão
• Fornecedores de componentes eletrônicos especializados
• Fornecedores de materiais avançados

Valor anual de aquisição anual de componentes: US $ 24,3 milhões em 2023.

Clínicas de nefrologia e centros de diálise

Métrica de Parceria	2023 dados
Total de Parcerias Clínicas de Nefrologia	287
Colaborações do centro de diálise	216
Cobertura total do paciente	68.500 pacientes

Instituições de pesquisa para desenvolvimento de produtos

Tertet Medical Collabora com 8 instituições de pesquisa:

• Centro de Pesquisa em Nefrologia da Universidade de Stanford
• Instituto de Pesquisa Rim do Johns Hopkins
• Mayo Clinic Diálise Laboratório de Inovação
• Universidade da Califórnia, Centro de Pesquisa Médica de São Francisco

Investimento anual de P&D: US $ 17,6 milhões em 2023.

Provedores de seguros para reembolso

Categoria de seguro	Número de parcerias	Porcentagem de cobertura
Provedores de seguros privados	42	73%
Medicare	1	Cobertura de 95%
Medicaid	1	88% de cobertura

OUTET Medical, Inc. (OM) - Modelo de Negócios: Atividades -chave

Projetando e fabricando a tecnologia de diálise

A TEAR Medical se concentra no desenvolvimento do sistema Tablo Hemodiyysis, com 100% do desenvolvimento de produtos centrados nessa tecnologia inovadora de diálise.

Métricas de fabricação	Detalhes
Capacidade de produção anual	Aproximadamente 2.500 unidades de tablo por ano
Local de fabricação	San Jose, Califórnia
Investimento de fabricação	US $ 23,4 milhões em 2022 despesas de capital

Pesquisa e desenvolvimento de dispositivos médicos inovadores

TEARTET Medical Invested US $ 67,2 milhões em despesas de P&D Para o ano fiscal de 2022.

• Concentre -se na melhoria contínua do sistema de hemodiálise tablo
• Desenvolvimento de tecnologias avançadas de purificação de água
• Integração de recursos de monitoramento de saúde digital

Ensaios clínicos e conformidade regulatória

Métrica regulatória	Dados
Folga da FDA	510 (k) folga obtida em 2020
Investimentos de ensaios clínicos	US $ 12,5 milhões alocados para pesquisa clínica em 2022
Tamanho da equipe de conformidade	22 profissionais regulatórios dedicados

Marketing e vendas do sistema de hemodiálise tablo

As estratégias de vendas e marketing se concentraram em instituições de saúde e centros de diálise.

• Equipe de vendas diretas de 65 profissionais
• Orçamento de marketing direcionado de US $ 18,3 milhões em 2022
• Concentrado em práticas de nefrologia e redes hospitalares

Suporte ao cliente e serviço técnico

Métrica de suporte	Detalhes
Equipe de suporte técnico	42 representantes dedicados de atendimento ao cliente
Orçamento de suporte anual	US $ 9,7 milhões
Tempo médio de resposta	Menos de 2 horas

OUTET Medical, Inc. (OM) - Modelo de Negócios: Recursos Principais

Tecnologia proprietária de hemodiálise

O principal ativo tecnológico da TEMPET Medical é o Sistema de hemodiálise de tablo, que recebeu autorização da FDA em 2020. Em 2024, o sistema representa um investimento de US $ 146,7 milhões em pesquisa e desenvolvimento.

Especificação de tecnologia	Detalhes
Proteção de patentes	27 emitiram patentes dos EUA
Custo de desenvolvimento de tecnologia	US $ 146,7 milhões
Ano de liberação da FDA	2020

Propriedade intelectual e patentes de dispositivos médicos

A TEAR Medical mantém um portfólio de propriedade intelectual robusta.

• 27 emitiram patentes dos EUA
• Vários pedidos de patente internacional
• Proteção de patentes Cobrindo a tecnologia de hemodiálise do núcleo

Engenharia e experiência médica

A partir do quarto trimestre de 2023, a Encontret Medical emprega 373 funcionários em período integral, com aproximadamente 62% em funções de engenharia e pesquisa médica.

Categoria de funcionários	Número	Percentagem
Total de funcionários	373	100%
Engenharia/Pesquisa Médica	231	62%

Instalações de fabricação

A Medical Medical opera uma instalação de fabricação primária em San Jose, Califórnia, com um investimento total da instalação de US $ 42,3 milhões.

Detalhes da instalação	Especificação
Localização	San Jose, Califórnia
Investimento da instalação	US $ 42,3 milhões

Equipe de pesquisa e desenvolvimento

Em 2023, a TEIRT Medical investiu US $ 54,2 milhões em pesquisa e desenvolvimento, representando 35% da receita total da empresa.

Métrica de P&D	2023 valor
Investimento em P&D	US $ 54,2 milhões
Porcentagem de receita	35%

OUTET MEDICAL, INC. (OM) - Modelo de negócios: proposições de valor

Soluções simplificadas de diálise doméstica e clínica

O sistema de hemodiálise de Tablo da TEAR Medical oferece um solução simplificada de diálise Com as seguintes especificações -chave:

Recurso	Especificação
Peso da máquina	157 libras
Pegada	13,5 pés quadrados
Conexão de água	Abastecimento de água municipal padrão
Requisito de energia	Saída elétrica padrão de 120V

Tecnologia de diálise integrada e fácil de usar

A integração tecnológica do sistema de tablo inclui:

• Preparação de dialisato automatizado
• Monitoramento de qualidade em tempo real
• Startup de toque único
• Interface de tela de toque integrada

Complexidade reduzida do processo de tratamento de diálise

Métricas de redução da complexidade do tratamento:

Métrica	Valor
Redução do tempo de configuração	74% mais rápido em comparação com as máquinas tradicionais
Redução de consumíveis	85% menos componentes
Tempo de treinamento	50% mais curto em comparação aos sistemas convencionais

Dispositivo médico conectado e orientado a dados

Recursos de conectividade e gerenciamento de dados:

• Transmissão de dados baseada em nuvem
• Monitoramento de pacientes em tempo real
• Integração eletrônica de registro médico

Melhor experiência do paciente e eficiência do tratamento

Métricas de aprimoramento da experiência do paciente:

Métrica	Melhoria
Conforto do tratamento	62% de satisfação do paciente aumenta
Duração do tratamento	Reduzido em aproximadamente 15%
Risco de infecção	Diminuiu em 40%

OUTET Medical, Inc. (OM) - Modelo de Negócios: Relacionamentos do Cliente

Engajamento da equipe de vendas direta

A partir do quarto trimestre de 2023, a equipe de vendas diretas da Eart Medical consistia em 87 representantes de vendas dedicados focados em instituições de saúde.

Métrica da equipe de vendas	2023 dados
Total de representantes de vendas	87
Comprimento médio do ciclo de vendas	4,2 meses
Alvo instalações de saúde	Centros de diálise, hospitais

Programas de suporte técnico e treinamento

A TEET Medical fornece suporte técnico abrangente com infraestrutura de atendimento ao cliente 24/7.

• Tamanho da equipe de suporte técnico: 42 especialistas
• Tempo médio de resposta: 2,1 horas
• Horário anual de treinamento por suporte Representante: 64 horas

Plataformas de suporte ao cliente online

Os canais de suporte digital incluem o Web Portal e o aplicativo móvel dedicado para usuários do sistema de diálise de tablo.

Canal de suporte digital	2023 Métricas de desempenho
Usuários do portal da web	1.247 profissionais de saúde
Downloads de aplicativos móveis	673 usuários ativos
Taxa de resolução de ingressos de suporte on -line	92.6%

Educação em andamento do produto

A TEART Medical investe em educação contínua de dispositivos médicos para profissionais de saúde.

• Eventos anuais de educação médica: 18
• Participantes do treinamento cumulativo: 1.562 profissionais de saúde
• Duração média do treinamento: 3,5 horas por sessão

Consulta personalizada para dispositivos médicos

Serviços de consulta especializados adaptados para requisitos individuais de instituição de saúde.

Métrica de consulta	2023 dados
Total de consultas personalizadas	423
Duração média da consulta	2,7 horas
Taxa de satisfação da consulta	94.3%

Entest Medical, Inc. (OM) - Modelo de Negócios: Canais

Força de vendas direta

A Força de Vendas Diretas da TEAR Medical consiste em 87 representantes de vendas a partir do quarto trimestre de 2023, direcionando diretamente hospitais e centros de diálise.

Métrica da equipe de vendas	2023 dados
Total de representantes de vendas	87
Cobertura média do território	3-5 Instalações de saúde
Horário anual de treinamento de vendas	124 horas por representante

Distribuidores de equipamentos médicos

O TEMPET Medical colabora com 12 parceiros de distribuição de equipamentos médicos primários em todo o país.

• Os principais parceiros de distribuição incluem Medline Industries
• A rede de distribuição abrange 48 estados
• Margem de distribuição média: 12-15%

Conferências de assistência médica e feiras

Em 2023, a TEIRT Medical participou de 23 principais conferências de tecnologia de saúde.

Tipo de conferência	Número participado	Alcance estimado
Conferências Nacionais de Saúde	15	8.500 profissionais
A tecnologia médica regional mostra	8	3.200 profissionais

Plataformas de marketing on -line

O orçamento de marketing digital para 2023 foi de US $ 2,4 milhões, com foco em plataformas profissionais de saúde direcionadas.

• Gastes de publicidade do LinkedIn: US $ 650.000
• Google Anúncios de Saúde: US $ 450.000
• Jornal Medical Journal Publicidade Digital: US $ 300.000

Representantes de vendas de dispositivos médicos

Equipe especializada de vendas de dispositivos médicos focada na penetração do mercado do sistema de diálise Tablo.

Métrica representativa de vendas	2023 desempenho
Total de representantes especializados	62
Vendas anuais médias por representante	US $ 1,2 milhão
Nova taxa de aquisição de contas	Crescimento trimestral de 18%

OUTET Medical, Inc. (OM) - Modelo de Negócios: Segmentos de Clientes

Pacientes de doença renal em estágio final

Em 2022, aproximadamente 37,3 milhões de americanos tinham doença renal crônica. Especificamente, 786.000 pacientes necessitaram de tratamento com diálise.

Segmento de pacientes	População total	Requisito de diálise
Doença renal em estágio final	786.000 pacientes	100% de diálise dependente

Clínicas de Nefrologia

Nos Estados Unidos, havia 7.500 clínicas de nefrologia a partir de 2023.

• Volume médio do paciente por clínica: 150-250 pacientes
• Penetração de mercado estimada para o sistema de diálise de Tablo da TEAT Medical: 15-20%

Departamentos de diálise hospitalar

Aproximadamente 6.800 hospitais nos Estados Unidos têm departamentos de diálise.

Tipo de hospital	Total de instalações	Capacidades de diálise
Hospitais com unidades de diálise	6,800	85% oferecem diálise hospitalar

Usuários de diálise em casa

A taxa de adoção de diálise em casa foi de 13,8% em 2022, representando aproximadamente 108.000 pacientes.

• Taxa de crescimento anual para diálise em casa: 7,2%
• Expansão potencial de mercado: 250.000 pacientes até 2026

Provedores de saúde especializados em atendimento renal

Aproximadamente 14.000 nefrologistas praticam nos Estados Unidos a partir de 2023.

Segmento de provedores	Total de provedores	Alcance potencial do mercado
Nefrologistas	14,000	90% de adoção potencial de tecnologia

OUTET Medical, Inc. (OM) - Modelo de Negócios: Estrutura de Custo

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2023, a TEET Medical reportou despesas de P&D de US $ 64,7 milhões, representando um aumento de 23% em relação ao ano anterior.

Ano fiscal	Despesas de P&D	Variação percentual
2022	US $ 52,6 milhões	-
2023	US $ 64,7 milhões	23%

Custos de fabricação e produção

Os custos totais de fabricação para o início do Medical em 2023 foram de US $ 87,3 milhões, com um colapso da seguinte maneira:

• Custos de material direto: US $ 42,1 milhões
• Custos de mão -de -obra direta: US $ 22,6 milhões
• Manufatura de sobrecarga: US $ 22,6 milhões

Investimentos de vendas e marketing

As despesas de vendas e marketing de 2023 totalizaram US $ 53,4 milhões, representando 35% da receita total.

Categoria de despesa	Quantia	Porcentagem de receita
Vendas e marketing	US $ 53,4 milhões	35%

Conformidade e certificação regulatória

As despesas relacionadas à conformidade em 2023 totalizaram US $ 12,5 milhões, incluindo:

• Submissões regulatórias da FDA: US $ 4,2 milhões
• Garantia de qualidade: US $ 3,8 milhões
• Manutenção de certificação: US $ 4,5 milhões

Manutenção de infraestrutura de tecnologia

Os custos de manutenção de tecnologia e infraestrutura para 2023 foram de US $ 18,6 milhões, que incluem:

• Infraestrutura de TI: US $ 7,9 milhões
• Licenciamento de software: US $ 5,3 milhões
• Serviços em nuvem: US $ 5,4 milhões

Estrutura de custo total para 2023: US $ 236,5 milhões

OUTET MEDICAL, INC. (OM) - Modelo de negócios: fluxos de receita

Vendas do sistema de hemodiálise de tablo

A TEAR Medical relatou receita total de US $ 216,3 milhões para o ano fiscal de 2022, com as vendas de dispositivos médicos representando uma parcela significativa dessa receita.

Categoria de dispositivo	Preço médio de venda	Vendas anuais da unidade
Sistema de hemodiálise de tablo	US $ 150.000 - US $ 180.000 por unidade	Aproximadamente 300-350 unidades anualmente

Receita recorrente de cartucho descartável

Os cartuchos descartáveis ​​geram receita recorrente com um valor estimado de US $ 3.500 - US $ 4.500 por cartucho.

Tipo de cartucho	Preço médio	Volume anual estimado
Cartucho de diálise de uso único	US $ 3.750 por cartucho	50.000-60.000 unidades por ano

Contratos de serviço e manutenção

Receita anual do contrato de serviço estimado em US $ 10.000 - US $ 15.000 por sistema de tablo.

• Cobertura anual de contrato de manutenção
• Serviços de suporte técnico
• Pacotes de manutenção preventiva

Assinaturas de software e conectividade

A receita de assinatura de conectividade e software varia de US $ 2.000 a US $ 5.000 anualmente por dispositivo.

Tipo de assinatura	Faixa de preço anual	Principais recursos
Conectividade básica	$2,000	Monitoramento remoto
Conectividade avançada	$5,000	Análise avançada, relatórios abrangentes

Serviços de treinamento e suporte clínicos

Os serviços de treinamento e suporte geram fluxos de receita adicionais.

• Treinamento no local: US $ 5.000 - US $ 7.500 por sessão
• Programas de certificação online: US $ 1.500 - US $ 3.000 por participante
• Pacotes de suporte clínico em andamento: US $ 10.000 - US $ 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.