CT 2014
What Can You Do With Less?

WORTH KNOWING

TOSHIBA BACK ON TOP:

Toshiba was a leader for several years in the CT market segment, but in KLAS’ 2012 CT report, the Aquilion 64 fell to second place. Since then, Toshiba has introduced the Aquilion PRIME, and this year Toshiba is again ranked first, with an outstanding overall performance score of 93 (out of 100). Toshiba is being considered in and is winning new deals at a high rate.

GE LANDS FOURTH OUT OF FOUR:

GE’s newest users, those who have been using the Optima CT660 for less than a year, are not as happy as users who have been using the scanner for two to three years. Newer users suffer from repeated downtime incidents in the first few months and less-than-desirable vendor communication. Additionally, newer customers said the training needs to be more thorough and they need enough time to get all of their questions answered.

ITERATIVE RECONSTRUCTION MAKING POSITIVE IMPACT ON PATIENTS:

Philips iDose4 performs better than other vendors’ iterative reconstruction solutions. Siemens SAFIRE performed the weakest of the four solutions in this report, and several providers said that the image quality was lacking. One director of radiology explained that the radiologists weren’t happy because the images looked “plasticy.” Another provider described the images as “glassy.” The majority of Toshiba customers KLAS spoke to were using AIDR 3D, whose performance ratings matched those of GE’s ASiR solution. Providers across the board stated that their respective iterative reconstruction solutions have made a significant, positive impact on pediatric scans.

SIEMENS AS+ LEADS IN VOLUME OF CARDIAC SCANS; PHILIPS LEADS IN STROKE AND PEDIATRIC:

Siemens customers are using the AS+ for cardiac scanning much more often than are users of other vendors’ scanners. One Siemens customer said the cardiac scanning on the AS+ compares to that of Siemens’ higher-end scanner. Others said it is not perfect but can meet their needs. Philips customers praised the Ingenuity scanners’ speed, which helps them acquire excellent stroke images. One Philips customer commented on pediatric scans: “We have found the Philips Ingenuity CT to be an extremely good product for pediatric patients, particularly because we are able to use iDose4 to dramatically reduce the radiation dose. The image quality is excellent.” Toshiba customers are doing far fewer advanced procedures than Siemens or Philips customers, but they reported that the Aquilion PRIME has the necessary capabilities.

WHO ARE PROVIDERS CHOOSING IN NEW DEALS, AND WHY?

Over the past 12 months, KLAS has tracked 23 new CT deals. Out of those, Siemens and Toshiba were considered in the largest percentage of deals (61%). GE followed closely at 52%, and Philips trailed at 35%.

In the deals where Toshiba was considered, they were the top choice in 35% of them, selling a total of 14 units. Those who chose Toshiba cited the service and experience of Toshiba's team as the main reason. Toshiba was unchallenged in three deals and was the first choice in three other deals where they were not the current vendor.

GE sold the most units of any vendor at 18 but was the top choice in only 26% of deals. Those who went with GE reported that GE's pricing and packaging tipped the scales in their favor. Though GE is winning some deals, they were not the first choice in five where they were the incumbent.

Siemens was the first choice in 22% of deals; however, where they were the incumbent, they were often not the first choice. Providers' reasons for choosing Siemens included functionality and positive pas experience with Siemens.

Philips was considered in 35% of deals, the smallest percentage of any vendor, and was the first choice in only 17% of deals. Those who chose Philips did so based on their relationship with Philips

VENDORS

GE HEALTHCARE

One-third of GE users indicated that they are doing cardiac scanning; however, they are doing a low volume. GE is selling scanners in package deals with pricing that providers appreciate. Customers using GE for less than a year experiencing bumps in the road, pulling overall score to last place. Radiology directors not happy with phone support. ASiR having a positive impact on patient care.

PHILIPS

Philips users are doing more stroke and pediatric scanning on the Ingenuity platform than users of other scanners. The Ingenuity is a good option for those for whom it doesn’t make sense to buy a high-end scanner. iDose4 making a positive impact on patients—customers say it is the most standout feature.

SIEMENS

More users doing a higher volume of cardiac scanning. Scanner speed is the most standout feature. Performance of iterative reconstruction solution (SAFIRE) weaker than those of other vendors due to image-quality concerns and lack of usability. As a group, managers rated implementations, contracting, and account management much lower than did directors. Field support hitting the mark with both managers and directors. Considered in a large proportion of new CT deals over the last year.

TOSHIBA

Has smaller percentage of scan volumes dedicated to advanced procedures compared to other vendors. However, Toshiba customers report no limitations with the Aquilion PRIME when compared to top-of-the-line scanners. Toshiba, as a company, performs exceptionally well with radiology directors, especially when it comes to communication and implementations. Managers are not as happy with the communication from Toshiba.

Project Manager
Robert Ellis