PLAYBOOK

Account Name: ________________________________ TM: ________________________________ MDM: ______________________________

PROPRIETARY & CONFIDENTIAL

now part of now part of

July 2021

PROPRIETARY & CONFIDENTIAL

TABLE OF CONTENTS

Playbook Overview ............................................................................................................................................. 3

Land & Expand Strategy ...................................................................................................................................... 4

Interventional Expansion Tactic Example ............................................................................................................ 5

Key Procedure Targets by Physician Specialty ..................................................................................................... 6

Land & Expand Sales Process .............................................................................................................................. 7

Sales Tools & Marketing Programs ...................................................................................................................... 8

Launch Checklist ............................................................................................................................................ 9-12

Remote Clinical Support Checklist ..................................................................................................................... 13

Workflow Study ................................................................................................................................................ 14

Notes ................................................................................................................................................................ 15

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PROPRIETARY & CONFIDENTIAL

PLAYBOOK OVERVIEW

The playbook is meant to be a tool / resource for the field team to follow along the steps of the

Land & Expand Sales Process.

Playbook Objectives:

Understand the Land & Expand Strategy

Understand the Interventional Expansion Strategy

Know your Sales Tools & Marketing Programs

Master the Launch Checklist

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LAND & EXPAND STRATEGY

The Land & Expand sales process is the cornerstone of our growth strategy. The sales process begins by identifying a top 600 electrophysiology (EP) account within your territory. These T600 EP accounts are traditionally large cardiovascular hospitals that include multiple departments with expansion opportunities.

The objective is to first land with VASCADE MVP® in the EP department and subsequently expand our entire product offering to additional users and across departments within the same account.

This approach maximizes the value of each account by leveraging VAC approval and success in the EP department to support portfolio expansion efforts throughout the facility.

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INTERVENTIONAL EXPANSION TACTIC EXAMPLE

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KEY PROCEDURE TARGETS BY PHYSICIAN SPECIALTY

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Refer to Closure Quick Reference Guide in the document portal for complete list of procedures

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LAND & EXPAND SALES PROCESS

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Below is a high-level overview of roles and responsibilities: MDM: Quarterback during targeting and VAC Process TM: Quarterback of the launch during launch and anchored behavior R/CS: Clinical support team during launch and anchored behavior NTM: Training / clinical support during launch phase (if needed)

PROPRIETARY & CONFIDENTIAL

SALES TOOLS & MARKETING PROGRAMS 8

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LAUNCH CHECKLIST

1 TARGETING, QUALIFYING, DEVELOPING A CHAMPION Comments Where are the potential business opportunities within the account? (EP, IC, VS, IR, IN)

MVP When did you complete the workflow survey and obtain the value deck? Who is / are the Champion(s) / potential decision maker(s)?

MVP When did you present the Value Deck and gain support from each? Physician Champion Administration (EPL/CCL Coordinator, Manager, Director) Nursing Manager Materials Management / Purchasing

2 VAC APPROVAL / INITIAL ORDER Comments Date VAC approved? VASCADE MVP:_____________________ VASCADE:__________________ Product ordered and received? Formula: 4 MVP / 1 VASCADE X # Users X 10 Number and priority of closers? (10 per user for certification) Account for deployer’s schedule and case volume If remote clinical support is needed, refer to remote checklist (page 14) Schedule launch (hospital administration, materials management / purchasing, lab manager,

physician and nursing)

LAUNCH DATE: _______________TIME: _________________

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LAUNCH CHECKLIST

3 LAUNCH Comments

Pre-Launch:

Obtain procedure schedule

Have you confirmed exclusive closure presence in lab during launch?

Physicians, Fellows and staff who are to be trained?

What is the order of who needs to be trained first?

Is there a Fellow’s rotation which will require additional regular training?

Does lab staff need deployment training or patient care training only?

Schedule all care departments in-services.

Nursing staff on different floors and anesthesia

Utilize nursing education department to schedule in-services as required

Align on goals with account

MVP Post ablation workflow (from Value Deck) (page 15)

Review roles and responsibilities at the account

Holding pressure before and during extubation

Transferring patient to stretcher

Is Recovery/ floor nurse aware of ambulation time? Request permission for a rep to be present at time of ambulation.

Have you engaged with the assigned CS, RCS or NTM who will be supporting the launch and review information obtained and align on GOALS?

Communicate launch timeframe and schedule with staff involved Coordinate travel and lodging details

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PROPRIETARY & CONFIDENTIAL

LAUNCH CHECKLIST

3 LAUNCH Comments

Make site introductions and align on communication strategy between site and company

Vendor credentialing has been obtained

Scrubs: Theirs / ours / rep scrubs?

How are we tracking every case (i.e. Airtable, other)?

Launch:

Confirm location for in-services and conduct training

What is the process of notification to be called in for close? If Remote Clinical Support, set expectations for notification.

Track all cases and communicate Hemostasis time

Follow patients to all care areas to ensure groin management and workflow (MVP) is followed

Communicate site coverage weekly with all parties to ensure appropriate coverage during launch

Review launch progress with lab manager / champions periodically or as needed

Post Launch:

Have we met account objectives? What does success look like for this site?

Any outstanding training requirements/certifications that require an extended launch timeline and resources?

Organize a follow-up meeting with updated value deck

Set PAR levels:

Determine usage to assist with setting PAR levels and reorder triggers

Is the ordering staff aware of shipping timeline to receive product?

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LAUNCH CHECKLIST

4 Anchored Behavior Requirements Comments

Physician Level:

MVP Follow workflow / deployment protocol without assistance

VASCADE / MVP is closure of choice

Willing and able to direct / teach others

Lab Staff Level:

Follows protocols without assistance

Hemostasis time and TTA part of report vocabulary to care staff

Able to train a new hire about VASCADE / MVP and have identified “Super Users”

Post Op Staff Level:

Ambulating per doctors’ orders (i.e., 2 hours post hemostasis)

Can train new post-care employees about VASCADE / MVP

Administrative Level:

Not being perceived as a trial or evaluation

Established par levels

Views company as a value / benefit and not a cost

Account Level:

Achieved TAM Goals

Performance Guarantee in place

Quarterly Business Reviews

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REMOTE CLINICAL SUPPORT CHECKLIST Timing Steps Activity Completed Checklist Responsible Activate

Remote Clinical Support Team

Day T -7

1 Remote Team Review Plan

1. Goals, workflow modifications, launch plan, confirm product order placed (suggest two boxes min)TM + MARCOM

+ NTM + MDM

2. Launch kit shipped (confirm ship to name / address)3. Field Team start Vendor Credentialing approval4. Offer opportunity for zoom call with experienced MD get proposed dates/times. Inform Director

of Marketing if call requested (Remote Live or Virtual)

Day T -4

2 Video call #1 with MD

champion after launch kit arrives

1. Review Goals, Training Plan, Champion deploys X3 on blockTM + NTM +

MDM 2. Establish video call and patient consent requirements 3. Review MVP procedure Video & Literature in Kit

3 Video call #1 with lab

manager and lab / scrub tech if available

1. Confirm VASCADE/ MVP product is on-site and in Lab.

TM + NTM + MDM

2. Workflow modifications in the Lab and post procedure, confirm who is holding post deployment3. Confirm video call and patient consent requirements 4. Coordinate staff in-services in lab and post procedure areas

Day T -1 4

Go live notification to MD champion, lab manager,

post procedure care manager

1. Remind site go live is tomorrow

TM + NTM 2. Share remote team contact info

3. Confirm case / schedule and staff that will be working are ready

Go Live Day 5

Video call #1 with lab team prior to first case

1. Review Demo device and steps, workflow modifications (MVP), Air TableTM + NTM 2. Set expectation for notification of NTM at start of case and 10-15 minutes prior to close

3. Identify staff member who will video during deployment and the HOLDVideo call #2 with MD

champion prior to first case 1. Review deployment steps and workflow modifications TM + NTM

Live case remote coverage

Video Coach:

NTM + TM 1. Device and patient prep2. Deployment steps/ Confirmation of disk placement 3. The HOLD4. Patient Transfer location

Post-Care 1. Review device and steps, workflow modifications, groin management

NTM + TM 2. Remote check-ins at 1 hour and 2 hours post hemostasis

Daily Debrief 6 Daily Debrief 1. Share experience / progress for the day with the team – remote team, TM, RSD, MDM andDirector of Marketing (text or call)

NTM + TM

Weekly Debrief on Fridays 7 Weekly Summary 1. Share experience / progress for the week goals for the next week with the team – remote

team, TM, RCS, MDM, RSD, AVP and Director of Marketing (call)NTM + TM

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WORKFLOW STUDY

Procedures Annual Volume

Number of AFib Patients

Number of SVT Patients

Number of Flutter Patients

Sheath Pull Location

Hemostasis

Workflow Category Pre-MVP Data MVP Objectives

Time to Ambulation (hours)

AFib Same Day Discharge % %

SVT/Flutter Same Day Discharge % %

Foley Catheter Use % %

Protamine Use % %

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NOTES

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