transitioning to digital histology - 3dhistech ltd....• colour profile / calibration •...
TRANSCRIPT
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TRANSITIONING TO
DIGITAL HISTOLOGY
Dr Tamas Regenyi, 3DHISTECH Ltd.
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How does digital pathology
enhance the pathological workflow?- Huge quality advantages - Remote Pathology
- Tele-consultation - Digital Case
- Faster case cycle - Monitoring and tracking
- Pulling together all type of data and information
- Computer assisted automated image analysis
- Digital Case and Image Databases
Transitioning into Digital Histology
-
How does digital pathology
enhance the pathological workflow?- Huge quality advantages - Remote Pathology
- Tele-consultation - Digital Case
- Faster case cycle - Monitoring and tracking
- Pulling together all type of data and information
- Computer assisted automated image analysis
- Digital Case and Image Databases
Transitioning into Digital Histology
-
How does digital pathology
enhance the pathological workflow?- Huge quality advantages - Remote Pathology
- Tele-consultation - Digital Case
- Faster case cycle - Monitoring and tracking
- Pulling together all type of data and information
- Computer assisted automated image analysis
- Digital Case and Image Databases
Transitioning into Digital Histology
-
How does digital pathology
enhance the pathological workflow?- Huge quality advantages - Remote Pathology
- Tele-consultation - Digital Case
- Faster case cycle - Monitoring and tracking
- Pulling together all type of data and information
- Computer assisted automated image analysis
- Digital Case and Image Databases
Transitioning into Digital Histology
-
MARKET CHALLANGES
COMPETITIVE ADVANTAGES
SALES LESSONS LEARNED
PRODUCT REGISTRATION
Agenda
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MARKET CHALLANGES
COMPETITIVE ADVANTAGES
SALES LESSONS LEARNED
PRODUCT REGISTRATION
Agenda
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Market News
• 3DHISTECH launched the P1000
• Philips announced the FDA approval
• Hamamatsu announced its S360
• Leica announced the Aperio VERSA
• LIS Integration
• DICOM
• AUTOMATED DIAGNOSIS
• ARTIFICIAL INTELLIGENCE
Market Challenges
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Philips2013: First scanner
2014: Lightning off, Consumer offFocusing to Healthcare
2016: acquisition
2017: and HURON collaboration
Pixel pipeline: scanner, IMS, viewer, monitor
Any new SCANNER?
Market Challenges
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Philips2013: First scanner
2014: Lightning off, Consumer offFocusing to Healthcare
2016: acquisition
2017: and HURON collaboration
Pixel pipeline: scanner, IMS, viewer, monitor
Any new SCANNER?
Market Challenges
-
Philips2013: First scanner
2014: Lightning off, Consumer offFocusing to Healthcare
2016: acquisition
2017: and HURON collaboration
Pixel pipeline: scanner, IMS, viewer, monitor
Any new SCANNER?
Market Challenges
-
Philips2013: First scanner
2014: Lightning off, Consumer offFocusing to Healthcare
2016: acquisition
2017: and HURON collaboration
Pixel pipeline: scanner, IMS, viewer, monitor
Any new SCANNER?
Market Challenges
-
Philips2013: First scanner
2014: Lightning off, Consumer offFocusing to Healthcare
2016: acquisition
2017: and HURON collaboration
Pixel pipeline: scanner, IMS, viewer, monitor
Any new SCANNER?
Market Challenges
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Philips
- No smaller scanner
- No Z-dimension scanning
- No FL scanner
- No multiple objective, 0.75 NA
- Max resolution is 0.24µm/p
Market Challenges
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Leica
- Digital microscope
- BF / FL
- Resolution is up to 0.1µm/p
- Scan time 3-4 minutes
- No live view
- External loader up to 200
- Only standard glass slide
Market Challenges
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DICOM:
• All Pannoramic scanner can produce DICOM file format
• DICOM licence required
• 3-4 years
LIS INTEGRATION - CURRENT PROGRAMS:
• LIS System Integration Support
• Basic XML/HL7 System Integration
• Custom XML/HL7 System Integration
Market Challenges
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DICOM:
• All Pannoramic scanner can produce DICOM file format
• DICOM licence required
• 3-4 years
LIS INTEGRATION - CURRENT PROGRAMS:
• LIS System Integration Support
• Basic XML/HL7 System Integration
• Custom XML/HL7 System Integration
Market Challenges
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The regulatory environment is changing
CE (EU)
FDA (US)
FDSAP (Canada 1st Jan 2019)https://www.sqt-training.com/2018/01/everyone-talking-mdsap-health-
canada/
Market Challenges
https://www.sqt-training.com/2018/01/everyone-talking-mdsap-health-canada/
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WHY WE ARE HERE TOGETHER?Discussion about our business
Discuss how to win large deals
Fine-tuning our focus
Gathering new information
Reviewing our strategy
Capturing product and solution competence
Competitive Advantages
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Time to market, 2002 - 2017
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Digital PathologyWorkflow
3DHISTECH’s FULL DIGITAL PATHOLOGY
Digital MicroscopyImage Analysis Teleconsultation
Patient Handling
Case Handling
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Digital PathologyWorkflow
3DHISTECH’s FULL DIGITAL PATHOLOGY
Digital MicroscopyImage Analysis Teleconsultation
Patient Handling
Case Handling
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Are we a scanner manufacturer?
Integrated digital pathology workflow supplier
Competitive Advantages
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Are we a scanner manufacturer?
Integrated digital pathology workflow supplier
Competitive Advantages
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Mission:
Develop innovative digital pathology solutions to improve diagnosis workflow
Become an integrated digital pathology workflow supplier
Vision:
Automated and integrated fully digital pathology workflow
Competitive Advantages
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CANCER
WORKFLOW
IN A HOSPITALIDENTIFY – ANALYSE – DIAGNOSE – PROPSE
THERAPY – MONITORING - FEEDBACK
Competitive Advantages
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Fully fledged
digital pathology workflowLIS (Track & Sign)
Case Management and Reporting (CM)
Image Management (CC)
Remote Pathology – Tele-consultation
Image Viewer
Image Analysis
Competitive Advantages
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PATHONET
Publishing and Consulting
Portal for Pathologist
Public and Private
Database
Competitive Advantages
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New Business Model:
Solution as a service
versus
Hardware and Software
Competitive Advantages
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New Business Model:
Solution as a service
versus
Hardware and Software
Competitive Advantages
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Time is an essence
Time to market is key
Competitive Advantages
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Time is an essence
Time to market is key
Competitive Advantages
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Technical support
and reliability
is an essence
The business model
Is an essence
Competitive Advantages
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Technical support
and reliability
is an essence
The business model
Is an essence
Competitive Advantages
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Technical support
and reliability
is an essence
The business model
Is an essence
Competitive Advantages
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The business model
is an essence
Vendor – User
Vendor – distributor – User
Vendor – distributor – sub-reseller - User
Market Challanges
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Digital Pathology• Not a commodity product
• Not a mature market
• Highly innovative product
• Extremely complex solution
• Requires sophisticated integration
• Very high upfront investment / requires financing
Market Challanges
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“Who is going to support us?”
“Who is going to support
the sub-reseller?”
“Where is the value add?”
Market Challanges
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The RIGHT business model
is an essence:
Value Added Distributors
Market Challanges
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Service Infrastructure:
Technical Support Node
Competence Centre
Centre of Excellence
Market Challanges
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The right commitment to customer:
Support 24 / 7
Market Challanges
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Competitive Landscape
RESEARCH
RO
UTI
NE
DIA
GN
OSI
S
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Competitive Advantages
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3DHISTECH® offers
the most comprehensive
whole slide scanner solution available for diagnosis today
Competitive Advantages
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3DHISTECH® have
the technology
for all use cases
Competitive Advantages
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• Routine volume diagnosis / high throughput
• Smaller satellite labs
• Frozen section
• Larger biopsy
• Immuno
• Fluorescent / Molecular
Competitive Advantages
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DESK II (1) MIDI II (12) MIDI CONF SCAN II (150) FLASH III (250) P FLASH IV (1000)
Bri
ght
Fiel
d
4 configDW slides
4 config 2 config 4 config 4 configDW slides
Flu
ore
scen
t
8 config 2 config 8 config 8 config
Pannoramic Scanners
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Tissue Microarray Systems
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Digital Case
TumorBoard IHC stain
Automated IHC Workflow
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Why Pannoramic 1000?
- Capacity
- Slide processing queuing
- Speed
- 3rd objective / immersion
- Double with slide support
- Handling priority and profiles
Competitive advantages
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Multiple Permanent / Temporary profiles
• Objective selection (20x - 40x - 63x)
• Output resolution (10x ... 100x)
• Image format (e.g. JPG)
• Image bit depth (8 – 16)
• Preview grabbing mode
• Tissue detection (auto – user defined)
• Focusing (focus points)
• Colour profile / calibration
• Multilayer mode (layers, distance, ext. focus)
P1000 – SCAN Profile
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Who wins?
2013
2017
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Philips UFS
• For high-throughput laboratories
• Automated operation
• Scan time < 60 sec @ 40x, NA 0.75
• 300 slides storage capacity (15x20 racks)
• Add or remove slide while operating
• Displays occupied and empty slide racks
• Integrated LCD touchscreen
• Change scan order for priority or STAT slides STAT = „urgent request”
Competitive advantages
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Competitive advantages
Pannoramic 1000 Philips UFS
1000 slides 300 slides
Max 2000 / day Max 900 / day
Triple objective (0.8, 0.95, 1.4 immersion) Single objective (0.75)
Native resolution: 0.07 Native resolution: 0.24
Z-stack up to 30 layers No Z-stack
Standard and DW slide Only standards slide
30 sec. Less than 60 sec.
Priority handling Priority handling
External touchscreen Integrated touchscreen
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Image Resolution
100x
80x
60x
40x
20x
10x
P10003
P2502Nr of obj:
Leica1
Hamamatsu1
Philips1
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2012: 2016:
Scanner Contest
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You can google it:
Scanner contest
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How to win big deals?Close relationship / intimacy with laboratories
Early engagement / continuous presales
Budget & Financing / Partner’s financial capabilities
Partner’s competence: Pathology, Scanners, Imaging & IT
Clear vision demonstration / future proof solutions
Diversity of solution offering
Price, references, integration to laboratory technologies and laboratory information and management systems
Competitive Advantages
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How to win big deals?Close relationship / intimacy with laboratories
Early engagement / continuous presales
Budget & Financing / Partner’s financial capabilities
Partner’s competence: Pathology, Scanners, Imaging & IT
Clear vision demonstration / future proof solutions
Diversity of solution offering
Price, references, integration to laboratory technologies and laboratory information and management systems
Competitive Advantages
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How to win big deals?Close relationship / intimacy with laboratories
Early engagement / continuous presales
Budget & Financing / Partner’s financial capabilities
Partner’s competence: Pathology, Scanners, Imaging & IT
Clear vision demonstration / future proof solutions
Diversity of solution offering
Price, references, integration to laboratory technologies and laboratory information and management systems
Competitive Advantages
-
How to win big deals?Close relationship / intimacy with laboratories
Early engagement / continuous presales
Budget & Financing / Partner’s financial capabilities
Partner’s competence: Pathology, Scanners, Imaging & IT
Clear vision demonstration / future proof solutions
Diversity of solution offering
Price, references, integration to laboratory technologies and laboratory information and management systems
Competitive Advantages
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From 1st May 2018
For all 3DHISTECH products
On-line / Off-line / Mobile Device
During the setup
1 minute process
Better technical support
Improved spare part quality
Flexible software update
Shorter repair service cycle
Product Registration
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Thank you for your kind attention!
Transitioning into Digital Histology
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MARKET CHALLANGES
COMPETITIVE ADVANTAGES
SALES LESSONS LEARNED
PRODUCT REGISTRATION
Agenda
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Minta 1
Minta minta minta minta minta
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Transitioning into
Completely digital pathology workflow.
Stored in the cloud or on premise
Fully flexible
Totally web enabled
Connect everthing, every database, via XML, HL7, etc
Competitive Advantages
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Leica / Aperio
LV1 Live View, 4 slide loader, BF only, Tile scan mode,
AT2 2x3 or 400 slide, Only BF, TDI line scan, Z-stack, No live view, 60 sec / 20x 15x15 slides, no avail in theUSA, 26x76+52x76mm slides, 50 slides / hour 20x,
AT Turbo 2x3 or 400 slide, Only BF, TDI line scan, NO Z-stack, No live view, 33 slide / h 20x, high volume, shortturn aRUOND
CS2 Loader 2x3 or 5, BF only, Z-stack, NO LIVE View, single obj 20x 0.75 NA, resolution 20x, 40x withmagnifier, TDI line scan, 0.25 um/p max , 26x76 slides, 90 sec / 15x15 slide
VersaResearch, BF+FL+FISH, motorized stage, automated oiler 40x, 63x, Z-stack, 4/8 stage, 200 with SL200, slow: 3,5min /15x15 BF slide, 26x76 mm slides, 1.25x-63x, manual changer, NO LIVE View, Tile scan
Ariol Clinical IHC / FISH, motorized stage, BF+FL+FISH, NO Z-stack, 4/8 stage, 200 with SL200, Halogen BF, 26x76 mm slides, slow: 10min /15x15 slide 20x, 15 min 40x, 1.25-40x, 63x optional, manual changer, oil imm. Tile scan mode, 0.1 um/p max
„Advanced tissue detection for faint for lightly stained brightfield and fluorescent samples”
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Exact loading capacity specified:
Five easy ways to identify our competitor
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Here are the top 20 cancer hospitals for this year:
University of Texas MD Anderson Cancer Center, Houston
Memorial Sloan Kettering Cancer Center, New York City
Mayo Clinic, Rochester, Minnesota
Dana-Farber/Brigham and Women's Cancer Center, Boston
UCLA Medical Center, Los Angeles
Moffitt Cancer Center and Research Institute, Tampa, Florida
Seattle Cancer Care Alliance/University of Washington Medical Center
Cleveland Clinic
Johns Hopkins Hospital, Baltimore
UCSF Medical Center, San Francisco
Massachusetts General Hospital, Boston
Hospitals of the University of Pennsylvania-Penn Presbyterian, Philadelphia
Stanford Health Care-Stanford Hospital, California
Competitive Advantages
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Loading capacity 300: Philips
400: LEICA
320 o 360 Hamamatsu
Tender Specification
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Service oriented
architecture
Competitive Advantages
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Scanner ContestYou can google it: