Cardiovascular Imaging Systems (CVIS) and Siemens Ultrasound have entered into a joint product development/distribution relationship in intraluminal ultrasound. Siemens showed the CVIS technology on its SI 1200 high-end cardiology ultrasound system and SI 450 black-and-white scanner at the American College of Cardiology conference in Atlanta this month.
If the intraluminal product proves popular, the technology could be expanded to run on Quantum radiology ultrasound systems and scanners yet to be introduced, said Klaus Hambuechen, president of Siemens Ultrasound. Quantum is a Siemens subsidiary.
"Intraluminal ultrasound is not a developed market. We are not purchasing a company. It (the CVIS agreement) is more of a distribution test. If the technology proves successful, these types of capabilities would be implemented in future product developments," Hambuechen said.
The trial period is off to a good start. Siemens already has seven orders for the system: three for the SI 450 and four for the SI 1200. The intraluminal option adds about $60,000 to the base scanner price, he said.
Siemens has a large share of the cath lab and special procedures imaging market. Interventional customers have been asking the vendor whether it will supply intraluminal ultrasound as an adjunct to its angiography equipment, Hambuechen said.
CVIS will benefit from the Siemens relationship through increased systems sales. Perhaps more important for the smaller firm, however, will be the steady stream of disposable catheter sales that will result from the proliferation of CVIS systems riding on the back of Siemens scanners.
The Siemens agreement is the first example of the CVIS strategy to increase its installed base through the development of OEM supply agreements, said president Richard M. Ferrari (SCAN 2/13/91).
"Chances are there will be more agreements like this," he said.
CVIS will also reap market benefits from the endorsement of its imaging technology by a premier medical imaging vendor, he said.
The two vendors will discuss collaboration in new product development during the first six months of the distribution agreement, Ferrari said.
Siemens has no plans to make catheters, even though the vendor develops its own standard ultrasound probes, Hambuechen said. The CVIS agreement offers Siemens an opportunity to enter this emerging technology field without making substantial investments in basic R&D.
Combining intraluminal ultrasound with standard scanning makes economic sense for users, since intraluminal devices are not reimbursed by Medicare. The regular scanning portion of the system will make money and help support investigation of the intraluminal side, Hambuechen said.
