By Clarius CEO Ohad Arazi
Over the past several years, Clarius has been experiencing exponential growth. We recently welcomed new members to our leadership team to help accelerate our expansion. I sat down with Tony Titus, our new Head of Global Sales to discuss where he has been, where he is going and why he thinks Clarius is poised to win the race to bring ultrasound to every clinician
Could you give us the 10,000-foot view of your role at Clarius?
I view my role as a commercial builder. We’ve been experiencing great growth with our direct and distribution teams, and we have even more significant opportunities for growth in Enterprise sales, opportunities to further expand our distribution reach, and we have opportunities to nurture partnerships with more companies like Trice, Turtle, and Imacor. Where and when we go pursue those opportunities, and how we do it, is what I view as my responsibility at Clarius.”
What was your background before joining Clarius?
In the mid 1990s I started in sales roles at big companies in the med tech space – companies like Covidien and Medtronic – and I was always a little jealous of companies like Clarius that were fast moving and innovative. So, about 15 years ago, after we sold Cardiac Science, the company I was with at the time, I started getting involved with early-stage companies.
My first one, Numera, was a private equity funded telehealth start-up that was a device plus software company focused on diabetes management. We eventually sold that to Abbott, where the software became the basis of their current Freestyle Libre platform.
After Numera, I joined Precor, the fitness equipment manufacturer as the head of North American Sales. They were trying to incorporate membership models into their equipment. We successfully introduced it, and Precor was eventually sold to Peloton.
Then, I spent four years working with a Pediatric Neurosurgeon and the chair of the department of Mechanical Engineering at the University of Washington to develop a material that did a much better job of mitigating impact energy than foam. We designed a football helmet, and I built a go-to-market team. We raised just over $90M in funding, and we sold over 40,000 helmets at over 4x the going market Average Selling Price over three years. In fact, players like Patrick Mahomes and Russell Wilson still wear our helmet.
After that company was sold to a Private Equity firm, I spent a year and a half helping the same founder (the Neurosurgeon) raise money and create a surgical navigation system for spinal surgery called the Proprio Paradigm that will come to market this year. Just prior to Clarius, I was working with a company called Vector Remote Care. I ran their global sales and marketing team, helping cardiologists manage the massive amount of data coming from implantable cardiac devices as a SaaS platform. Then Clarius called, and I think the opportunity here is bigger than all these experiences combined.”
Why are you excited about working for Clarius?
Clarius embodies the perfect combination of highly useful technology in the medical space with a talented team already in place. The core values of trust, innovation, and collaboration resonate with me personally. I have been in exciting start-up environments where the technology is incredible, but the market size is limited. I’ve been in other spaces where the market size is huge, but so is the competition and carving out market share is tough, regardless of how good the technology is. I believe Clarius is in the sweet spot – market leading technology applicable to a broad set of medical applications where competition is too entrenched in old solutions, like cart-based and compact systems, to respond quickly. That makes this an execution play – if we move fast and with purpose, we will win. That opportunity excites me.”
How do you think Clarius can have a positive impact on patient care?
There are so many opportunities within the patient care space where simply being able to see anatomy non-invasively in the clinic and acting upon that information quickly can improve patient outcomes.
Of course, being able to navigate procedures like pain management have an immediate impact on patient care and patient experience. But what people often discount is the improvement in patient care that can be realized simply by making imaging accessible. In developed markets, many patients simply fail to continue the care journey once they are referred to the imaging lab, wait two weeks for results to come back. Then they must schedule a follow up appointment to go over those results and establish the path to therapy. People just get lost in the follow-up.
I strongly believe point-of-care ultrasound, especially handheld POCUS of the quality Clarius provides, can completely disrupt the time from diagnosis to therapy – and that will improve and save lives while adding efficiency to our overburdened healthcare system. In undeveloped markets, we may be giving clinicians and patients medical imaging that is truly diagnostic quality at a price point their economics can support. This is game-changing from a global health perspective.”
What do you like to do outside of work?
If it has a motor and can take me out in the woods, I like it. I got my first motorcycle when I was six years old and have been riding snowmobiles since I was 10. Now that I’m getting older, I still ride dirt bikes (slowly) but am getting more into side-by-side utility vehicles. I just love getting out in the trees and mountains and connecting with nature.”
Tony Titus’ Bio
Tony Titus is Clarius’ Head of Global Sales. Tony has been building global Sales and Marketing teams in the medical technology industry for almost 30 years. He started his career at Tyco International (now Medtronic), and has built Sales, Sales Operations, Marketing and Customer Support teams at medical technology companies ranging from pre-revenue to over $200M in global sales. Tony holds a B.A. in Marketing from Western Washington University and an M.B.A with a concentration in Finance and Operations from Cornell University.
About Clarius Mobile Health
Clarius is on a mission to make accurate, easy-to-use, and affordable ultrasound tools available to all medical professionals in every specialty. With decades of experience in medical imaging, the team knows that great ultrasound imaging improves confidence and patient care. Today, Clarius handheld wireless ultrasound scanners connect to iOS and Android devices, delivering high-resolution ultrasound images traditionally only available with bulkier, high-end systems at a fraction of the cost.
Over two million high-definition scans have been performed using Clarius wireless handheld scanners. Clarius scanners are available in over 90 countries worldwide.