and a sales force has to convince them to try something new. Witness Cardica's cardiac products. They are obviously a better way to perform anastomosis but sales are stuck at 1,000 PAS-Ports per quarter. Cardica has had enough resources to maintain a small sales force.
Fortunately, the Microcutter doesn't require surgeons to change their ways. It allows them to continue doing what they were doing, but with the convenience of a smaller shaft diameter and more articulation.
It seems that cardiac surgeons like change least of all. ISRG has been very successful overall but their progress in cardiac has been slow. This despite the fact that it was their initial target market before they shifted to prostatectomy.
CRDC says that pediatric surgery is a wide open for them, the small size of their device is ideal and lack of competition leaves it wide open for them. On the down side, pediatric surgeons are not now using staplers because none are suitable. This puts CRDC in the position of getting them to shift to a new way of doing things. I think the compelling value of the product will overcome surgeons resistance to change in pediatric surgery