Strategy and Business Model
Senzime’s business model is based on the sale of monitors to hospitals and clinics and associated disposable sensors, which generate recurring revenue. In some markets, sales are made through an in-house sales organisation, and in other markets through established distributors. Senzime’s focus is now to accelerate the deployment of monitors to hospitals, while training and supporting hospitals in the use of disposable sensors.
TetraGraph® is currently available in 29 countries, with the main markets being the US, Germany, France, Italy, UK, Spain, Switzerland, South Korea and Japan. In 2020, Senzime established a wholly-owned subsidiary in the US to sell the company’s products directly to hospitals and clinics. Senzime’s strategy in the US is to grow both with its own sales organization and with distributors.
We have also established our own sales organization in Europe’s most important market – Germany. Our German subsidiary is led by a General Manager responsible for sales in the German market and a Clinical Manager focused on supporting clinical trials of TetraGraph® in German hospitals.
In other European focus markets, agreements are in place with leading distributors in anesthesia. Senzime works very closely with its distributors to achieve the highest possible level of involvement. For particularly important trials, Senzime’s own experts are present to support the distributor on site in the hospitals.
In South Korea, Senzime has a distribution agreement with Unimedics, whose unique complementary portfolio of anesthesia monitors is ideally suited to the promotion of TetraGraph®. From 1 March 2021, the South Korean reimbursement scheme also includes Senzime’s type of disposable sensors (TetraSens®).
In Japan, we have chosen to work with outlicensing, which means that our Japanese partner Fukuda Denshi has access to the TetraGraph® technology to exclusively commercialize the product in the Japanese market.