Vascular Devices
Regulated development and commercialization journeys where clinical, quality, and market access align.
Inside this journey
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Clinical & Operational Discovery
Align on clinical indications, current device failure modes, supply constraints, decision owners, and measurable success signals for adoption.
Discovery Questions
Quick Introductions — What Brings You Here?
- Which best describes your role today?
- Tell us briefly about your site—type of hospital, annual cath/intervention volume, and the top three procedures you run most often.
- What initially prompted you to explore new vascular access/intervention devices right now?
- How urgent is a change in device options for you on a scale from operational tweak to immediate patient-safety priority?
- Who on your team would be the primary contact for coordinating a clinical evaluation or trial?
What If One Device Failure Cost a Patient's Trust?
- How often do you experience device-related failures or intra-procedural product issues that meaningfully change patient care?
- Can you describe the most recent device failure event—what happened, who noticed it first, and how was it resolved?
- When a failure occurs, what downstream impacts do you see most often (select all that apply)?
- How long have you tolerated the current device failure rate before deciding to change vendors or devices?
- Who feels the emotional weight of those failures most—clinicians, nursing, patients, or administration—and how does that show up day-to-day?
Where Supply Breaks Down — Not What You Hope, What Actually Happens
- When supply issues arise, do they typically appear as short-term stockouts, delayed shipments, sudden product discontinuation, or inconsistent lot quality?
- How often have supply disruptions forced you to switch to backup devices mid-procedure, and what are the clinical or operational consequences?
- Who owns inventory visibility and reorder decisions at your hospital, and how confident are you in real-time accuracy?
- What lead times do you typically require for critical vascular devices to avoid interruption?
- If you could fix one supply problem tomorrow, which would it be and why?
Who Actually Decides — And What's Hidden in That Decision?
- Who are the decision-makers and influencers for adding a new vascular device to formulary at your institution? (select all that apply)
- Which stakeholder typically has the final veto and why?
- What internal criteria carry the most weight in your evaluations (select top three)?
- Tell us about a past adoption decision that stalled—what hidden issues or personalities caused the delay?
- How do you prefer vendor engagement during that decision process (evidence-first, hands-on demos, co-presenting at VAMC, other)?
If Adoption Had a Measurable Signal, What Would It Look Like?
- What single metric would make you confident a new device is delivering value—reduced complications, time savings, fewer device failures, or cost per case?
- For the metrics you care about, what are realistic thresholds you’d accept during a limited trial (give specific numbers where possible)?
- Who will own measurement and reporting during a trial—clinical research, QA, the cath lab, or vendor-supported monitoring?
- How long of an evaluation period do you need before you’d consider moving from trial to standard use?
- What data sources do you trust most for acceptance (EHR/procedure logs, clinician logs, recorded procedure time, patient outcomes)?
Trial Design — Are You Measuring the Right Things or Just Running a Demo?
- If a trial ends up feeling like a friendly demo and not a true evaluation, what will you lose or waste?
- Which trial elements are essential for you: clinician-led scenario walk-throughs, simulation/cadaver labs, supervised live cases, or staged comparative cases?
- What acceptance criteria would the trial need to meet (select all that apply)?
- What training and proctoring support will your clinical team require during the trial phase?
- Are there sterilization or reprocessing constraints we must verify before trialing products on your floor?
- How many live cases and which case-mix would feel statistically and operationally sufficient to evaluate the device?
Hidden Roadblocks — What Often Comes Up After Sign-Off?
- When a device is approved, what unexpected operational issues have most commonly delayed deployment?
- How do you handle reprocessing validation and cleaning protocols for new device materials or sizes?
- Who must be trained or credentialed before a new device is used independently, and how long does that typically take?
- What commercial or contracting terms have historically blocked final sign-off (minimum order quantities, consignment vs buy, pricing floors)?
- If we could remove one deployment barrier for you—what would that be?
How This Feels — Risk, Confidence, and What Keeps You Up at Night
- What about switching devices or vendors causes you the most anxiety—clinical risk, logistics, political fallout, or budgetary surprise?
- When you imagine a successful adoption, what emotions do clinicians and staff express (relief, pride, skepticism turned to trust, other)?
- Have you ever ended a trial early due to poor clinician sentiment or loss of confidence? Tell us what led to that decision.
- What would a vendor need to do to earn your trust quickly during evaluation?
- What keeps you awake the most when thinking about patient safety and device choice in your lab?
Next Steps Together — What Would Make Moving Forward Feel Safe and Easy?
- What would make the path from trial to standard use feel inevitable rather than optional?
- Which of these would accelerate your decision: a short pilot with guaranteed supply, shared risk commercial terms, peer site testimony, or pre-approved training and sterile validation?
- Who would need to sign an internal 'go/no-go' on completion of the trial, and what documentation do they require?
- Realistically, what timeline would you be comfortable with for pilot start to formulary decision?
- What would you like our team to deliver next to make it easier to evaluate—data package, in-person demo, simulation session, trial proposal, or something else?
- Is there anything else about your clinical workflow, staffing, or priorities we haven't asked that would change how we'd design a safe, useful evaluation for you?
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Solution Experience
Validate outcome delivery by walking through clinician-led scenarios, cadaver/simulation sessions, and defined trial cases tied to acceptance criteria.
Experience Meetings
- Pre-Experience Alignment: Current State, Consequence & Future State
- Clinician-Led Simulation / Cadaver Session (Outcome Validation)
- Trial Case Definition Workshop (Protocol & Metrics)
- Operational & Sterilization Logistics Review
- Post-Simulation Validation & Decision Review
- Establish and schedule all necessary training and identify owners for inventory and ordering workflows.
- Customer to deliver one-sentence current state, failure log (last 12 months), and baseline metrics before the simulation.
- Vendor to map each scenario to acceptance criteria and produce a simulation script and measurement plan.
- Schedule simulation/cadaver session date, location, and confirm clinician availability.
- Recap of Current State, Consequence & Future State
- Produce objective, measured evidence showing whether the product achieves the defined future state in representative scenarios.
- Obtain explicit clinician validation (yes/no + qualifiers) for each acceptance criterion tested.
- Generate a prioritized gap list and a set of candidate trial cases to move forward with or iterate on.
- Capture and store all measurement data, annotated video, and observer notes; deliver to stakeholders within 48 hours.
- Compile clinician validation statements and a prioritized list of unresolved issues with proposed mitigations.
- Vendor to prepare a proposed set of trial-case candidates and updated acceptance criteria based on simulation results.
- Review Simulation Outcomes & Key Evidence
- Produce a draft trial protocol with measurable endpoints and clear ownership for data collection and safety monitoring.
- Ensure each trial case is explicitly mapped to acceptance criteria and the methods to prove or disprove success.
- Establish decision gates and sign-off authorities for moving from trial to formulary consideration.
- Draft and circulate the trial protocol including case definitions, data forms, timeline, and sign-off checklist.
- Assign case owners, data stewards, and a safety officer for the trial execution.
- Set the trial start date and schedule interim review meetings tied to decision gates.
- Supply & Inventory Forecast for Trial
- Ensure no operational barriers exist to run the trial, including sufficient inventory and sterilization/reprocessing compatibility.
- Introductions & Meeting Objectives
- Have a documented contingency plan that prevents case cancellations or unsafe conversions during the trial.
- Provide a trial-specific inventory forecast and confirm buffer stock ownership and delivery commitments.
- Deliver sterilization compatibility documentation or validation tests for hospital reprocessing team review.
- Prepare and schedule training sessions and quick-reference materials for the clinical and reprocessing teams.
- Summary of Captured Data vs Acceptance Criteria
- Make a documented, defendable decision to proceed to trial, iterate on the product/experience, or halt based on objective evidence.
- Capture clinician sign-off statements and assign clear owners and timelines for the chosen path.
- Prepare the evidence package and communication plan for value analysis and formulary stakeholders.
- Produce a decision memo summarizing data, clinician validations, operational impact, and the chosen path for circulation.
- If proceeding, finalize and publish the trial protocol, schedule the kickoff, and notify all operational owners.
- If iterating, document required simulation changes, responsible parties, and timeline for re-test.
- Produce a single-sentence current state, single-sentence future state, and quantified list of consequences to anchor the experience.
- Agree and document clear, measurable acceptance criteria and who will measure them.
- Confirm clinician leads, observers, logistics, and required pre-work ahead of the hands-on session.
- Clinician Validation & Statement
- Scenario 1 — Routine Case (Access & Delivery)
- One-sentence Current State
- Define Trial Objectives and Primary Endpoints
- Sterilization & Reprocessing Compatibility
- Operational Impact Estimate
- Training Plan for Clinicians & Reprocessing Staff
- Explicit Consequence Review
- Scenario 2 — Challenging Anatomy / Failure Mode
- Select Trial Case Types, Inclusion/Exclusion Criteria, and Volumes
- Map Each Trial Case to Acceptance Criteria & Metrics
- Define Future State (Outcome Statement)
- Scenario 3 — Emergency Conversion / Backup Workflow
- Decision: Proceed to Limited Trial / Iterate / Decline
- Packaging, Tray Configuration & Sterile Field Handling
- Data Capture Plan & Ownership
- Review & Lock Acceptance Criteria
- Contingency Plan for Supply Disruption
- Real-time Data Capture & Metric Review
- Define Next Steps, Owners & Timelines
- Prepare Communication for Value Analysis & Formulary
- Ordering, Billing & Inventory Ownership
- Targeted Proof Points Review
- Confirm Clinician-led Scenarios & Roles
- Safety, Escalation & Stop Criteria
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Solution Scope
Define trial parameters, evaluation metrics, training, reprocessing/sterilization compatibility, inventory needs, and supply-risk mitigations.
Scope Configuration
- Deliver Procedure-Specific Trial Device Kits
- Run Hands-On Cadaver Lab Demonstrations
- Provide On-Site Proctoring for Live Cases
- Supply Pre-Configured Starter Inventory Pallets
- Deliver Custom Procedure Starter Packs
- Deploy Vendor Barcodes on Device Stock
- Provide In-OR Technical Troubleshooting Support
- Ship Sterile Single-Use Prep Packs
- Deliver Clinical Evidence Dossier and IFUs
- Supply Simulation Phantoms and Training Models
- Supply Device-Compatible Introducer Sheaths
- Deliver Pre-Stocked Procedure Case Carts
Scope Questions
Deliver Procedure-Specific Trial Device Kits
- Which procedure categories should the trial kits cover?
- What is the expected number of trial cases per month using these kits?
- Which exact SKUs, sizes and device configurations must be included in each kit? (list SKUs / sizes)
- What is the intended trial duration for these kits?
- Do trial kits need sterile single-use packaging and hospital-ready labeling (including lot/expiry)?
- Are there any storage, refrigeration, or special handling requirements for the kits?
Run Hands-On Cadaver Lab Demonstrations
- Which demonstration format do you prefer?
- How many participants and which roles should be included (e.g., attending physicians, fellows, cath lab techs)?
- Which clinical scenarios and case types should the lab focus on?
- What equipment or imaging compatibility is required for the lab (e.g., fluoro, angio tower, ultrasound)?
- Do you require vendor-provided proctors, instructors, or CE accreditation for attendees?
- Are there preferred dates, scheduling windows, or OR downtime constraints we should accommodate?
Provide On-Site Proctoring for Live Cases
- How many live cases do you want proctored initially?
- Which physicians or teams require proctoring (names, roles, or departments)?
- Which proctor duties are expected (pre-op briefing, device setup, in-room coaching, troubleshooting, post-case debrief)?
- Are there credentialing, background check, or badge access requirements for vendor proctors?
- What scheduling windows and OR booking constraints should proctor visits respect?
- Should travel, lodging and per-diem for proctors be arranged by the vendor?
Supply Pre-Configured Starter Inventory Pallets
- What duration should starter inventory cover on arrival (e.g., 2 weeks, 1 month, 3 months)?
- Please list SKUs and target quantities per pallet (or upload SKU list).
- Do pallets require cold chain, special crates, or handling instructions?
- Where should pallets be delivered (central supply, cath lab, OR storage) and who signs for delivery?
- Do you want vendor-managed consignment or vendor-triggered replenishment for pallet stock?
- Do starter pallets need barcode labeling, bin assignments, or integration with your inventory system?
Deliver Custom Procedure Starter Packs
- Which specific procedure types and kit configurations are required for starter packs?
- How many starter packs are needed initially?
- Should each pack include procedure checklists, IFUs, quick-reference cards or patient billing codes?
- Are there hospital-specific labeling or component preferences to include (e.g., color coding, SKU labels)?
- Do starter packs need to be compatible with existing introducer sheaths or other hospital-supplied items?
- Do you want sample disposables or spare parts included with starter packs?
Deploy Vendor Barcodes on Device Stock
- Do you require vendor-applied barcodes/UDI (GTIN + lot/expiry) on device packaging?
- What barcode format(s) must we support or integrate with (e.g., GS1/GTIN, UDI, hospital custom)?
- Which hospital inventory or ERP system must the barcode data integrate with?
- Do you require on-site barcode validation and scanner compatibility testing?
- Should barcodes include serialized device identifiers for traceability?
- Who will perform barcode scanning and inventory updates (vendor staff, hospital staff, both)?
Provide In-OR Technical Troubleshooting Support
- Which level of in-OR technical support do you expect for live procedures?
- What is the expected weekly case volume that may require technical support?
- What are the top device failure modes or scenarios for which you require troubleshooting expertise?
- What response time SLA do you require for technical issues during cases?
- Do vendor personnel need OR credentialing, device handling training, or infection control clearance before entry?
- Do you require incident reporting, root-cause documentation and corrective action records for technical events?
Ship Sterile Single-Use Prep Packs
- Which sterile components must be included in each prep pack (e.g., drapes, sterile fields, disposables)?
- How many prep packs are used per case and what is your expected monthly usage?
- What sterilization method and shelf-life expectations are required for the packs?
- Do prep packs need custom hospital labeling, lot traceability, or regulatory declarations?
- Are there special packaging, disposal, or transport requirements (e.g., sharps containment)?
- Do you require validation documentation for sterility and bioburden for the prep packs?
Deliver Clinical Evidence Dossier and IFUs
- Which evidence types are required for your review (select all that apply)?
- Who is the primary audience for the dossier (e.g., VA committee, clinicians, procurement)?
- Do you require hospital-formatted IFUs, quick-reference cards, and procedure checklists?
- What delivery formats do you need for the dossier (PDF, printed copies, online portal)?
- Are translations, localized regulatory statements, or specific credentialed author signatures required?
- Are there specific clinical or operational outcome metrics the committee will evaluate (e.g., complication rate, procedure time, cost per case)?
Supply Simulation Phantoms and Training Models
- Which anatomical regions or models are required (e.g., peripheral leg, carotid, coronary, dialysis access)?
- Do you require high-fidelity (fluoro/angio-compatible) models or low-fidelity skill trainers?
- How many models do you need and for what loan/purchase duration?
- Do models need to support specific device types (stents, grafts, catheters) and imaging modalities?
- Do you require vendor-led training sessions or train-the-trainer support with the models?
- Are there return logistics, disposal, or cleaning/maintenance requirements we should plan for?
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Mutual Commit
Finalize formulary acceptance, commercial terms, value analysis sign-off, and the conditions to move from trial to standard use.
Agreement Modules
- Formulary Acceptance Letter
- Commercial Terms & Pricing Schedule
- Value Analysis Committee Approval
- Statement of Work (SOW)
- Trial Acceptance & Conversion Conditions
- Purchase Order / Contract Signature
- Inventory & Consignment Agreement
- Training & Clinical Education Commitment
- Reprocessing & Sterilization Compatibility Certification
- Service, Warranty & Recall Policy
- Regulatory & Clinical Compliance Attestation
- Site Readiness & Deployment Plan
- Supply Risk Mitigation & Contingency Plan
- KPI Monitoring & Escalation Path
- Change Order & Amendment Process
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Deployment
Plan and execute rollout with inventory integration, training, supply chain handoffs, owners, timelines, and contingency plans.
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Success
Confirm clinical and operational outcomes, capture learnings, and maintain a shared channel for issues and enhancements.
Success Reviews
- Clinical Outcomes Confirmation
- Operational Outcomes & Inventory Integration
- Lessons Learned & Continuous Improvement Workshop
- Shared Support Channel & Escalation Cadence Setup
Issues & Enhancements
- Opening & Objectives
- Surface and assign remediation for any adverse events or unresolved clinical failure modes.
- Define the operationally measurable future state that adoption must deliver.
- Publish an outcomes report consolidating trial metrics, representative cases, and clinician sign-offs.
- Assign owners to investigate and remediate any adverse events/failure modes with target completion dates.
- If validated, prepare clinical sign-off document for the value analysis/commercial handoff.
- Opening & Objectives
- Agree initial inventory par levels and replenish cadence to support standard use.
- Validate that reprocessing and sterilization processes are compatible or define necessary changes.
- Assign operational owners and an escalation path for supply interruptions.
- Document the ordering and receiving workflow with required system updates.
- Finalize and publish inventory par levels and submit purchase orders for initial stocking.
- Update sterile processing SOPs or submit validation tests if changes are required.
- Implement ordering workflow changes in the inventory system and confirm user access.
- Intro, Goal Setting & Prework Review
- Produce a documented lessons learned report covering clinical and operational findings.
- Create a prioritized improvement backlog with owners and timelines.
- Agree on pilot plans or experiments to validate high‑impact changes.
- Establish how learnings will be circulated and tracked (owner, cadence, metric).
- Publish the lessons learned document with root cause analyses and recommended actions.
- Create backlog items in the agreed tracking tool and assign owners and target dates.
- Schedule pilots or follow-up experiments for top-priority mitigations and define success criteria.
- Agree triage rules, severity definitions, SLAs, and the escalation matrix.
- Opening & Desired Outcomes
- Select and configure a shared support channel and confirm how issues will be submitted.
- Validate the support flow via simulation and schedule recurring support review meetings.
- Define reporting metrics and cadence for ongoing oversight.
- Create and provision the shared channel (ticket queue or secure chat) and invite stakeholders.
- Document the triage process, SLAs, and escalation contacts and distribute to all participants.
- Schedule the recurring support review cadence (e.g., weekly for 30 days, then monthly) and set up dashboard reporting.
- Confirm whether trial clinical metrics meet the pre-agreed acceptance criteria and document results.
- Obtain explicit clinician validation (sign-off) or a clear list of remaining clinical objections.
- One‑Sentence Current State & Consequence Recap
- One‑Sentence Future State for Support
- One‑Sentence Current State (Prework)
- One‑Sentence Current Operational State
- Consequence of Inadequate Support (Examples)
- Consequence Summary
- Root Cause Analysis (Breakout)
- Operational Consequences
- Choose & Configure Shared Channel (Proof)
- Outcomes vs Acceptance Criteria (Data Walk)
- Brainstorm Mitigations & Enhancements
- Inventory Reconciliation & Forecast
- Reprocessing/Sterilization Compatibility Confirmation
- Case Walk‑throughs (Proof)
- Prioritize Improvements (Impact vs Effort)
- Define Triage, Priority Levels & SLAs
- Supply Chain Handoff & Ordering Workflow (Proof)
- Roadmap & Owner Assignment
- Adverse Events & Failure Mode Review
- Escalation Matrix & Contacts
- Validation & Commitment
- Contingency & Mitigation Plan
- Reporting Cadence & Dashboard
- Future State Confirmation (One‑Sentence)
- Validation & Physician Sign‑off
- Validation Simulation & Close
- Validation & Owner Assignment
- Close & Communication Plan