MassDevice Q&A: Accuray president and CEO Euan Thomson

an interview with Accuray's CEO:

>>MassDevice: Can you spell out what Accuray's distribution and R&D deal with Siemens means for your company on the global stage?

ET: There are really three elements to it. We're a capital equipment company, we're selling the CyberKnife for multiple millions of dollars. Most of the players in the field of capital medical equipment are huge international companies. We're not, we're still growing and relatively small. But we've been successful and we now have more than 200 systems installed and we do have a worldwide distribution channel. So the key for our relationship with Siemens on the sales side is to look at the type of sale where we may not even be invited to participate. For example, somebody's building a whole hospital or they're building a whole department and they're looking for all the equipment they need from one vendor. With the arrangement with Siemens, we have the ability to include a CyberKnife as part of that purchase. It's not a customer that we'd normally have seen. There are also certain parts of the world where we're just not big enough to have effective distribution and we're working with Siemens to put together some distribution agreements in those territories.

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