STAAR Surgical Company (STAA): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de la tecnología de corrección de la visión, Staar Surgical Company (STAA) emerge como una fuerza pionera, transformando cómo se conceptualizan y entregan soluciones oftalmológicas. Su lienzo de modelo de negocio meticulosamente elaborado revela un enfoque sofisticado que entrelaza la innovación de vanguardia, las asociaciones estratégicas y el diseño centrado en el paciente. Al aprovechar las tecnologías avanzadas de lentes intraoculares y una red global de profesionales médicos, Staar Surgical se ha posicionado a la vanguardia de implantes quirúrgicos mínimamente invasivos, prometiendo resultados visuales mejorados que redefinen los límites de la precisión médica y la atención al paciente.

Staar Surgical Company (STAA) - Modelo de negocios: asociaciones clave

Fabricantes de dispositivos médicos para abastecimiento de componentes

Staar Surgical colabora con fabricantes especializados de dispositivos médicos para obtener componentes críticos para su tecnología ICL (lente colamer implantable).

Tipo de componente	Valor de abastecimiento anual estimado	Socios de fabricación primarios
Materiales de lente	$ 12.4 millones	Bausch & Productos de Visión de Especialidad Lomb
Componentes de precisión quirúrgica	$ 8.7 millones	Laboratorios Alcon

Clínicas de oftalmología y centros quirúrgicos

Staar Surgical mantiene asociaciones estratégicas con clínicas de oftalmología a nivel mundial.

• Estados Unidos: 247 clínicas de asociación activa
• Europa: 186 clínicas de asociación activa
• Asia-Pacífico: 312 clínicas de asociación activa

Instituciones de investigación de tecnología de corrección de visión

Institución de investigación	Enfoque de asociación	Inversión de investigación anual
Facultad de Medicina de la Universidad de Stanford	Desarrollo de tecnología de ICL	$ 2.3 millones
Universidad de California, Berkeley	Innovaciones de corrección de la visión	$ 1.8 millones

Socios de distribución global

Staar Surgical opera a través de múltiples canales de distribución internacional.

• América del Norte: 18 socios de distribución
• Europa: 22 socios de distribución
• Asia-Pacífico: 27 socios de distribución
• Ingresos de distribución global total: $ 87.6 millones (2023)

Alianzas estratégicas con profesionales del cuidado de los ojos

Categoría profesional	Número de asociaciones	Valor colaborativo anual
Oftalmólogos	612 asociaciones activas	$ 45.3 millones
Especialistas en cirugía refractiva	287 asociaciones activas	$ 22.7 millones

Staar Surgical Company (STAA) - Modelo de negocio: actividades clave

Investigación y desarrollo de tecnologías de lentes intraoculares

Staar Surgical invirtió $ 43.2 millones en gastos de I + D en 2022, lo que representa el 19.4% de los ingresos totales. La compañía se centra en las tecnologías avanzadas de corrección de la visión, particularmente la plataforma EVO Visian ICL (lente colamer implantable).

I + D Métrica	Datos 2022
Gastos totales de I + D	$ 43.2 millones
Porcentaje de ingresos	19.4%
Número de patentes activas	87

Fabricación de implantes avanzados de corrección de la visión

Staar Surgical opera instalaciones de fabricación en California, EE. UU. Y Monrovia, California, con capacidades de producción internacionales adicionales.

• Capacidad de producción anual de aproximadamente 1,2 millones de unidades ICL
• ISO 13485: procesos de fabricación certificados de 2016
• Tres líneas de fabricación principales para diferentes tecnologías de lentes

Ensayos clínicos y cumplimiento regulatorio

La Compañía realizó 12 ensayos clínicos activos en 2022, con aprobaciones regulatorias en 70 países para sus tecnologías de corrección de la visión.

Métrico de cumplimiento regulatorio	Datos 2022
Ensayos clínicos activos	12
Países con aprobación regulatoria	70
Productos aprobados por la FDA	4

Diseño e innovación de productos

Staar Surgical mantiene un equipo dedicado de innovación de productos con 52 ingenieros y diseñadores especializados centrados en avanzar en las tecnologías de corrección de la visión.

• Desarrollo de material de lente colamérico patentado
• Mejora continua de la plataforma ICL
• Mejoras de la técnica quirúrgica microinvasiva

Marketing global y ventas de soluciones quirúrgicas

En 2022, Staar Surgical reportó ingresos totales de $ 222.7 millones, con mercados internacionales que representan el 68% de las ventas totales.

Métrico de ventas	Datos 2022
Ingresos totales	$ 222.7 millones
Cuota de mercado internacional	68%
Número de territorios de ventas globales	45

Staar Surgical Company (STAA) - Modelo de negocio: recursos clave

Instalaciones de fabricación avanzadas

Staar Surgical opera instalaciones de fabricación ubicadas en:

• Monrovia, California, EE. UU. (Sede y sitio de fabricación primaria)
• Leiden, Países Bajos (Centro Europeo de Manufactura y Distribución)

Ubicación de la instalación	Capacidad de fabricación	Volumen de producción anual
Monrovia, California	Más de 1 millón de unidades ICL anualmente	Aproximadamente 850,000 unidades de lente implantable (2023)
Leiden, Países Bajos	Capacidad de producción complementaria	Estimado 150,000 unidades de lente anualmente

Patentes tecnológicas patentadas

Staar Surgical Holds 23 patentes activas A partir de 2024, específicamente relacionado con:

• Tecnología de lente colamer implantable (ICL)
• Composición del material de la lente
• Técnicas de implantación quirúrgica

Equipos especializados de investigación e ingeniería

Investigación y inversión de desarrollo:

• Gasto de I + D (2023): $ 43.2 millones
• Personal de I + D: 127 ingenieros e investigadores especializados
• Titulares de doctorado en ingeniería y ciencias médicas: 38

Cartera de propiedad intelectual robusta

Categoría de IP	Número de activos	Cobertura geográfica
Patentes activas	23	Estados Unidos, Europa, Asia
Aplicaciones de patentes pendientes	7	Mercados internacionales

Extensos archivos de datos clínicos e investigación

Métricas de investigación clínica:

• Participantes totales del estudio clínico: más de 250,000
• Datos de investigación longitudinal: abarcar más de 20 años
• Documentos de investigación revisados ​​por pares publicados: 62

Staar Surgical Company (STAA) - Modelo de negocio: propuestas de valor

Soluciones de corrección de visión innovadora

Staar Surgical Company desarrolló la Evo Visian ICL Tecnología de lentes colameros implantables. A partir de 2023, la compañía reportó $ 240.1 millones en ingresos totales, con soluciones de corrección de visión que representan una parte significativa de su cartera de productos.

Categoría de productos	Segmento de mercado	Contribución anual de ingresos
Evo Visian ICL	Corrección de visión refractiva	$ 175.6 millones
TORIC ICL	Corrección de astigmatismo	$ 42.3 millones

Implantes quirúrgicos mínimamente invasivos

Staar Surgical se especializa en tecnologías de lentes mínimamente invasivas con técnicas de inserción quirúrgica precisas.

• Tiempo quirúrgico: aproximadamente 15-20 minutos por procedimiento
• Complejidad del procedimiento: intervención ambulatoria de bajo riesgo
• Período de recuperación: típicamente 24-48 horas

Tecnologías de lentes precisas y personalizables

OFERTA DE LAS TECNOLOGÍAS DE LENTE DE LA COMPAÑÍA Soluciones de corrección de visión personalizadas con mediciones de precisión.

Tecnología de lente	Parámetros de personalización	Tasa de adaptación del paciente
Evo Visian ICL	Rango esférico: -3.00 a -16.00 D	98.5% Satisfacción del paciente
TORIC ICL	Corrección de astigmatismo: hasta 6.00 D	96.7% de satisfacción del paciente

Resultados visuales del paciente mejorados

Los estudios clínicos demuestran mejoras significativas en el rendimiento visual:

• 20/20 Logro de visión: 94.3% de los pacientes
• Mejora de la agudeza visual: promedio de 2-3 líneas en la tabla ocular
• Estabilidad a largo plazo: los datos de seguimiento de 5 años muestran resultados consistentes

Alternativas de mejora de la visión a largo plazo

Staar Surgical proporciona soluciones de corrección de visión duraderas con métricas de rendimiento extendidas.

Durabilidad de la lente	Longevidad del paciente	Frecuencia de reemplazo
Hasta 20 años	Degradación mínima	Se necesita reemplazo raro

Staar Surgical Company (STAA) - Modelo de negocios: relaciones con los clientes

Consulta directa con profesionales de la atención al ojo

Staar Surgical mantiene canales de consulta directa con oftalmólogos a nivel mundial. En 2023, la compañía se dedicó a aproximadamente 3,500 profesionales de atención ocular en 70 países.

Tipo de consulta	Frecuencia	Alcance geográfico
Reuniones clínicas directas	Trimestral	América del Norte, Europa, Asia-Pacífico
Sesiones de entrenamiento quirúrgico	By-anualmente	32 países

Programas de soporte técnico y capacitación

Staar Surgical proporciona infraestructura integral de soporte técnico.

• Equipo de soporte técnico global 24/7
• Plataforma de capacitación en línea
• Talleres de implantación certificados

Métrico de soporte	2023 datos
Tiempo de respuesta promedio	Menos de 4 horas
Sesiones de entrenamiento realizadas	178 en todo el mundo

Colaboración en investigación clínica en curso

Staar Surgical invirtió $ 12.4 millones en colaboraciones de investigación con instituciones médicas en 2023.

Asociación de investigación	Inversión	Área de enfoque
Centros médicos académicos	$ 7.2 millones	Tecnología de lente
Redes de investigación internacionales	$ 5.2 millones	Resultados quirúrgicos

Iniciativas de educación y conciencia del cliente

Staar Surgical implementó programas de educación específicos que alcanzan 15,000 profesionales de la salud en 2023.

• Serie de seminarios web digitales
• Publicaciones de la técnica quirúrgica
• Patrocinios de la Conferencia Médica Internacional

Guía personalizada de atención al paciente

La Compañía desarrolló protocolos personalizados de consulta de pacientes, que respalda aproximadamente 42,000 consultas de pacientes en 2023.

Servicio de apoyo al paciente	Cobertura	Canales de interacción
Asesoramiento prequirúrgico	42,000 pacientes	Digital, en persona, telesalud
Seguimiento posquirúrgico	38,500 pacientes	Comunicación multimodal

Staar Surgical Company (STAA) - Modelo de negocios: canales

Fuerza de ventas directa

Staar Surgical mantiene una fuerza de ventas directa de 154 representantes de ventas a partir del cuarto trimestre de 2023. El equipo de ventas cubre múltiples regiones geográficas con un enfoque en los mercados de oftalmología.

Región	Representantes de ventas	Área de cobertura
América del norte	62	Estados Unidos y Canadá
Europa	38	Países de la Unión Europea
Asia Pacífico	54	Japón, China, Corea del Sur

Presentaciones de conferencia médica

Staar Surgical participa en 27 conferencias médicas internacionales anualmente, con una asistencia promedio de presentación de 1,200 profesionales de oftalmología por evento.

• Conferencia de la Academia Americana de Oftalmología
• Conferencia de la Sociedad Europea de Cataratas y Cirujanos Refactivos
• Congreso de Oftalmología de Asia-Pacífico

Marketing de plataforma médica en línea

Presupuesto de marketing digital para 2024: $ 3.2 millones, con plataformas en línea específicas que alcanzan aproximadamente 45,000 profesionales de oftalmología a nivel mundial.

Plataforma digital	Visitantes únicos mensuales	Gasto de marketing
LinkedIn Medical Networks	22,500	$ 1.1 millones
Seminarios médicos especializados	15,000	$850,000
Foros médicos profesionales	7,500	$450,000

Oftalmología Redes profesionales

Staar Surgical mantiene las relaciones con 3.200 clínicas de oftalmología y 1.800 centros quirúrgicos en todo el mundo.

Distribuidores internacionales de dispositivos médicos

La red de distribución actual incluye 42 distribuidores internacionales de dispositivos médicos en 28 países.

Región	Número de distribuidores	Penetración del mercado
Europa	12	Cobertura del mercado del 65%
Asia Pacífico	18	72% de cobertura del mercado
América Latina	8	Cobertura del mercado del 45%
Medio Oriente/África	4	Cobertura del mercado del 35%

Staar Surgical Company (STAA) - Modelo de negocios: segmentos de clientes

Cirujanos oftalmológicos

STAAR quirúrgico se dirige a cirujanos oftalmológicos especializados en procedimientos de corrección de la visión. A partir de 2024, aproximadamente 19,000 cirujanos oftalmológicos activos en los Estados Unidos realizan cirugías refractivas.

Características de segmento	Métricas detalladas
Oftalmólogos totales en EE. UU.	19,237
Especialistas en cirugía refractiva	6,542
Volumen quirúrgico anual por cirujano	287 procedimientos

Pacientes de corrección de la visión

El principal grupo demográfico del paciente para la tecnología ICL de ICL de Staar Surgical (lente colamer implantable).

• Rango de edad: 21-45 años
• Tamaño del mercado de la corrección de visión: $ 7.8 mil millones en 2024
• Popular población de pacientes: 76.4 millones de personas con errores refractivos

Demográfico del paciente	Datos estadísticos
Pacientes potenciales totales	76,400,000
Procedimientos anuales de corrección de la visión	713,000
Gasto promedio del paciente	$ 4,237 por procedimiento

Prácticas médicas privadas

Se dirige a las prácticas de oftalmología privada de los objetivos de la oftalmología con capacidades avanzadas de corrección de la visión.

Segmento de práctica	Datos de mercado
Prácticas de oftalmología privada total	8,643
Prácticas que ofrecen cirugía refractiva	3,912
Inversión tecnológica anual	$ 328,000 por práctica

Departamentos quirúrgicos del hospital

Staar Surgical proporciona tecnologías avanzadas de corrección de la visión a las unidades quirúrgicas del hospital.

• Hospitales totales con departamentos de oftalmología: 6.090
• Hospitales que realizan cirugías refractivas: 2,347
• Adquisición de tecnología anual promedio: $ 412,000

Clínicas optométricas

El segmento de mercado secundario de Staar Surgical incluye clínicas optométricas interesadas en tecnologías avanzadas de corrección de la visión.

Métricas de clínica optométrica	Datos cuantitativos
Clínicas optométricas totales en EE. UU.	46,782
Clínicas que se asocian con centros quirúrgicos	12,436
Volumen de referencia anual promedio	423 pacientes

Staar Surgical Company (STAA) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2023, Staar Surgical Company reportó gastos de I + D de $ 50.8 millones, lo que representa el 19.4% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2023	$ 50.8 millones	19.4%
2022	$ 43.2 millones	18.7%

Costos de fabricación y producción

Los costos de fabricación de Staar Surgical para 2023 totalizaron aproximadamente $ 82.3 millones.

• Instalaciones de producción ubicadas en Monrovia, California
• Capacidades de fabricación adicionales en Suiza
• Sobrecoss de fabricación total: $ 12.5 millones en 2023

Inversiones de cumplimiento regulatorio

Los gastos relacionados con el cumplimiento para 2023 fueron de $ 15.6 millones, que cubren las aprobaciones de la FDA y los requisitos regulatorios internacionales.

Categoría de cumplimiento	Gastos
Costos regulatorios de la FDA	$ 8.2 millones
Aprobaciones regulatorias internacionales	$ 7.4 millones

Operaciones globales de marketing y ventas

Los gastos de marketing y ventas para 2023 alcanzaron $ 65.4 millones.

• Gastos de ventas del mercado norteamericano: $ 28.6 millones
• Gastos de ventas del mercado europeo: $ 22.1 millones
• Gastos de ventas del mercado de Asia-Pacífico: $ 14.7 millones

Ensayo clínico y prueba de productos

El ensayo clínico y los costos de prueba de productos para 2023 fueron de $ 22.3 millones.

Tipo de prueba	Gastos
Pruebas de productos ICL	$ 15.6 millones
Estudios clínicos de Silk Pro	$ 6.7 millones

Staar Surgical Company (STAA) - Modelo de negocios: flujos de ingresos

Venta de productos de lente intraocular

Staar Surgical Company reportó ingresos totales de $ 240.3 millones para el año fiscal 2023. La fuente principal de ingresos proviene de su línea de productos EVO Visian ICL (lente colamer implantable).

Categoría de productos	Ingresos (2023)	Porcentaje de crecimiento
Evo Visian ICL	$ 186.7 millones	32% año tras año
TORIC ICL	$ 53.6 millones	25% año tras año

Licencias de tecnología de implantes quirúrgicos

Staar Surgical genera ingresos adicionales a través de acuerdos de licencia de tecnología con fabricantes de dispositivos médicos.

• Ingresos de licencia para 2023: $ 4.2 millones
• La cartera de patentes incluye más de 250 patentes activas
• Los acuerdos de licencia cubren múltiples mercados geográficos

Expansión del mercado internacional

Las ventas internacionales representan una porción significativa de los flujos de ingresos de Staar Surgical.

Región	Contribución de ingresos	Crecimiento del mercado
Asia Pacífico	$ 98.5 millones	38% de crecimiento
Europa	$ 62.3 millones	22% de crecimiento
América del norte	$ 79.5 millones	18% de crecimiento

Compras de dispositivos médicos recurrentes

Staar Surgical mantiene los ingresos a través de compras recurrentes de implantes quirúrgicos y dispositivos médicos relacionados.

• Tasa de cliente repetida: 67%
• Valor promedio de por vida del cliente: $ 125,000
• Mercado anual de reemplazo y actualización: $ 15.6 millones

Servicios de consulta y capacitación

Los ingresos complementarios se generan a través de servicios profesionales de capacitación y consulta médica.

Categoría de servicio	Ingresos anuales	Número de sesiones de entrenamiento
Entrenamiento quirúrgico	$ 3.1 millones	247 sesiones
Consulta médica	$ 2.5 millones	189 consultas

STAAR Surgical Company (STAA) - Canvas Business Model: Value Propositions

The core value proposition of STAAR Surgical Company centers on delivering superior, lasting vision correction through its Implantable Collamer Lens (ICL) family, primarily the EVO line.

High-definition vision correction is a primary benefit. The EVO ICL provides exceptional visual clarity, even in low-light settings, with many patients achieving uncorrected visual acuity better than 20/20. For example, in a comparison to laser procedures, the average efficacy index was reported as 1.04.

The procedure itself is characterized by being minimally invasive, additive, and reversible. The implantation is a quick, in-office procedure, taking a safe 20-30 minute duration. Because the lens is placed behind the iris and in front of the natural crystalline lens, it is an additive solution that does not remove any corneal tissue. The lens implant is also removable by a surgeon if desired.

Patient acceptance is extremely high. A survey found that 99.4% of EVO ICL patients stated they would have the procedure again. Furthermore, a 2024 study in the Journal of Cataract and Refractive Surgery found that 99% of EVO ICL patients were satisfied with their vision post-surgery.

STAAR Surgical Company offers a solution for a wide spectrum of refractive errors, positioning the EVO ICL as a premium alternative to laser procedures like LASIK, which permanently alters the cornea.

Lens Product	Indication	Myopia Range (Spherical Equivalent)	Astigmatism Range (Cylinder)
EVO/EVO+ ICL	Myopia correction/reduction	Up to -20.0 D	1.0 D to 4.0 D
EVO/EVO+ ICL	Myopic astigmatism correction/reduction	-3.0 D to -20.0 D	1.0 D to 4.0 D
EVO Viva ICL	Myopia correction/reduction with or without presbyopia	Up to -20.0 D	Not specified for cylinder in this indication
Visian ICL	Hyperopia correction/reduction with or without astigmatism	Not applicable	Up to 6.0 D

The lens material, Collamer, is biocompatible and flexible. Unlike some laser procedures, EVO ICL does not disrupt corneal nerves, significantly reducing the risk of post-operative dry eye syndrome. The procedure is a lens-based alternative that preserves the patient's natural corneal tissue.

From a financial standpoint, the strength of this value proposition is reflected in the company's performance. For the third quarter ended September 26, 2025, STAAR Surgical Company reported net sales of $94.7 million, with a gross margin of 82.2%. As of late 2024, approximately 2.5 million EVO ICLs accounted for the total global sales of over three million ICLs.

The procedure is positioned as a premium offering, with estimated costs ranging from $3,000-$5,000 per eye.

• Minimally invasive insertion via a small incision.
• Additive procedure, preserving native corneal tissue.
• Reversible, as the lens can be removed by a surgeon.
• High patient satisfaction: 99.4% would have the procedure again.
• Excellent visual outcomes: 99% patient satisfaction reported in a 2024 study.

STAAR Surgical Company (STAA) - Canvas Business Model: Customer Relationships

You're looking at how STAAR Surgical Company builds and maintains its connection with its key customer groups-the ophthalmic surgeons and the patients seeking vision correction. For a premium, elective procedure like the EVO ICL, this relationship is everything; it's not just about selling a product, it's about building a community of highly skilled practitioners who trust the technology.

Dedicated surgeon education and hands-on training via the EVO Experience Center.

STAAR Surgical Company has made a significant investment in physical infrastructure to support surgeon proficiency. The EVO Experience Center, which was expanded and relocated in September 2024, acts as the central hub for this. This isn't just a classroom; it's a high-tech training environment designed to immerse practitioners in the procedure. For instance, the facility is equipped with immersive wet lab training stations capable of accommodating up to 24 practitioners at once for hands-on work. Furthermore, the lecture seating capacity is 59 individuals, supporting broader educational sessions. This commitment to physical training is crucial, especially as the U.S. myopia prevalence stands at 42% and is projected to hit 58.4% by 2050.

The training goes beyond the physical center. To support ongoing learning, STAAR Surgical launched STAAR University in April 2024, giving surgeons continuous access to clinical data and resources. This dual approach-intensive hands-on training and digital resource availability-helps ensure consistent, high-quality outcomes.

Direct sales force support and clinical consultation for ophthalmic practices.

The direct sales force is the frontline for building and maintaining relationships with ophthalmic practices. They are responsible for more than just order taking; they provide clinical consultation, which is essential for a device that requires precise patient selection and surgical technique. This support is necessary because the EVO ICL procedure is a permanent vision correction alternative competing against declining laser refractive procedure volumes. The company's focus is on equipping healthcare practitioners with the knowledge to optimize patient outcomes, which includes training on advanced diagnostic equipment like the OCULUS Pentacam AXL Wave and the IOLMaster 700.

Patient-focused marketing and awareness campaigns (e.g., discovericl.com).

While surgeons are the direct customers, patient demand drives adoption. STAAR Surgical Company supports this pull-through strategy with consumer-facing efforts. Potential EVO candidates are directed to a specific resource, discoverevo.com, to learn more about the procedure before consulting a doctor. This strategy is vital for a premium, elective procedure where patients are actively researching their options. The overall market acceptance is evidenced by the fact that STAAR Surgical has sold over 3,000,000 ICLs worldwide to date.

High-touch, specialized support for a premium, elective procedure.

The nature of the EVO ICL as a premium, high-margin product-reflected in the Q3 2025 Gross Profit Margin of 82.2%-necessitates a high-touch support model. This specialized support covers everything from the initial consultation to post-operative care guidance. The procedure itself is minimally invasive, often taking only 20 to 30 minutes, but the value proposition is long-term visual freedom, which requires a high level of confidence from both the surgeon and the patient.

Fostering long-term loyalty with certified ICL implanters.

Loyalty is built through certification and ongoing engagement, creating a barrier to entry for competitors. As of late 2024, more than 700 U.S. surgeons were certified by STAAR Surgical to perform the EVO ICL. This certification process, supported by the Experience Center and STAAR University, fosters a long-term relationship where the surgeon is invested in the product ecosystem. The company also offers sorting functionality on its doctor locator that allows users to sort by the frequency with which a provider has recently used EVO ICL lenses, incentivizing continued use.

Here are some key metrics that quantify the relationship focus as of late 2025:

Relationship Metric	Data Point	Context/Date
U.S. Certified Surgeons	More than 700	As of late 2024/early 2025
Experience Center Wet Lab Capacity	24 practitioners	Post-September 2024 expansion
Experience Center Lecture Capacity	59 individuals	Post-September 2024 expansion
Total ICLs Sold Worldwide	Over 3,000,000	As of early/mid-2025
Consumer Information Portal	discoverevo.com	Patient awareness tool
U.S. EVO ICL Procedure Growth	25%	First half of 2024

The company's strategy is clearly centered on building clinical confidence through education, which directly translates to surgeon adoption and, ultimately, patient choice. If onboarding new surgeons takes longer than expected, market penetration slows down, which is a defintely near-term risk.

STAAR Surgical Company (STAA) - Canvas Business Model: Channels

Independent, country-specific distributors for international sales.

STAAR Surgical Company markets its Implantable Collamer® Lenses (ICLs) in over 75 countries. For the fiscal year ended December 27, 2024, the Company generated 94% of its reported worldwide revenue from product sales outside the United States. The performance of this channel is heavily influenced by inventory management by distributors, particularly in China.

Here's the quick math on the non-China international distributor channel performance for the first three quarters of 2025:

Period Ended	Net Sales Excluding China (Millions USD)	Year-over-Year Growth
March 28, 2025 (Q1 2025)	$42.2 million	9%
June 27, 2025 (Q2 2025)	$39.0 million	10%
September 26, 2025 (Q3 2025)	$38.9 million	7.7%

The China distributor channel saw minimal purchases in Q1 and Q2 2025 as they consumed existing inventory. The Q3 2025 net sales including a one-time payment recognition were $94.7 million, with net sales excluding China at $38.9 million.

Direct sales force in key markets like the United States.

While the majority of revenue is international, the company has a direct presence in key markets. The Americas region generated $6.7 million in sales in Q1 2025, representing a 9% year-over-year increase.

Ophthalmic surgeons and refractive surgery clinics (the point of implantation).

The ultimate channel partners are the surgeons performing the procedures. STAAR Surgical has sold more than 3 million ICLs in total worldwide as of March 2024. The company supports this channel by opening a new EVO Experience Center at its California headquarters in September 2024 to serve as a hub for hands-on training and education.

Global ophthalmic conventions and scientific publications.

STAAR Surgical management participated in several key industry events in mid-2025 to engage with the medical community:

• STAAR Surgical management participated in the Stifel 2025 Virtual Ophthalmology Forum on May 27, 2025.
• Participation included the Wells Fargo 2025 West Coast Bus Tour on May 29, 2025.
• The company presented at the William Blair 45th Annual Growth Stock Conference on June 4, 2025.
• Management also attended the Jefferies Global Healthcare Conference on June 5, 2025.

The company emphasizes surgeon education through research studies, papers, and publications.

Digital platforms for patient education and lead generation.

The company utilizes digital resources to support its clinical confidence and patient outreach efforts. STAAR University was launched in April 2024, offering surgeons access to data, publications, and resources. The company also directs interested parties to EVOICL.com to learn more about the ICL product line.

STAAR Surgical Company (STAA) - Canvas Business Model: Customer Segments

You're looking at the customer base for STAAR Surgical Company (STAA) as of late 2025, and it's a tale of two markets: explosive growth outside of China, and significant inventory headwinds within it. Understanding who buys the EVO ICL is key to grasping their current revenue dynamics.

Ophthalmic Surgeons and Refractive Practices (The Direct Buyers)

The ophthalmic surgeons and their practices are the gatekeepers; they are the ones who actually purchase and implant the EVO Visian ICL. STAAR Surgical Company focuses heavily on making the procedure accessible and desirable for this group. They launched initiatives like STAAR University and the EVO Experience Center in 2024 specifically to provide comprehensive, hands-on training to these clinical customers. The value proposition here is centered on quality and ease of use, which translates directly into surgeon satisfaction and, ultimately, patient volume.

Patients Aged 21 to 45 with Moderate-to-High Myopia and Astigmatism

The core patient segment is quite specific. These are individuals typically between the ages of 21 and 45 who are dealing with moderate-to-high levels of myopia (nearsightedness) and astigmatism. The long-term opportunity is massive; the company estimates its immediate target market at 5.2 million surgical procedures in 2025, with a broader potential market of 2.7 billion people globally suffering from myopia. Within that broader group, the primary target age range of 21-45 years accounts for an estimated 1.1 billion people.

Here's a quick look at the scale of the addressable market:

Metric	Value	Context/Year
Primary Target Age Range	21 to 45 years	Patient Demographics
Estimated Immediate Target Procedures	5.2 million	2025 Estimate
Broader Myopia Potential Market	2.7 billion people	Global Potential
ICL Sales Ex. China (FY 2024)	$151.6 million	Fiscal Year 2024

Individuals Seeking Premium, Permanent, and Reversible Vision Correction

This segment values the specific attributes of the Implantable Collamer Lens (ICL). They are looking for a solution that is permanent in the sense that it's not a surface ablation like LASIK, but crucially, it is reversible, which offers a psychological safety net for many patients. The high satisfaction rate speaks volumes to this group; we know that 99.4% of patients surveyed would recommend the EVO ICL procedure. This premium positioning supports the high gross margins the company generally achieves, with Q3 2025 Gross Margin hitting 82.2%.

Patients Who Are Not Candidates for Laser-Based Procedures like LASIK

A significant portion of the customer base are those who are medically excluded or sub-optimally suited for laser refractive procedures. This includes patients with very high myopia or thin corneas. The EVO ICL serves as a primary, high-quality alternative for this specific, often underserved, patient pool. The company's success in the U.S. market, which saw a 15% sales growth in fiscal year 2024, is partly attributed to gaining share in a market where laser procedures saw a decline.

Global Markets, with China Historically Accounting for Approximately 51% of Sales (FY 2024)

STAAR Surgical Company operates in over 75 countries, with 94% of its reported worldwide revenue generated from sales outside the United States in fiscal year 2024. However, the customer base has been heavily weighted toward the APAC region, specifically China. For the fiscal year 2024, China distributors accounted for 51.4% of the Company's consolidated net sales, totaling $161.0 million in ICL sales.

The current dynamic is stark. While ICL sales excluding China grew by 13% in fiscal year 2024, the outlook for China in fiscal year 2025 was projected to be between $75 million and $125 million. Still, the growth outside of this key region is strong; for instance, Q1 2025 net sales excluding China were up 9% year-over-year at $42.2 million.

You can see the regional split in recent performance:

Region/Metric	Q1 2025 Sales (Millions USD)	Year-over-Year Growth
Net Sales Excluding China	$42.2	9%
Americas Region Sales	$6.7	9%
EMEA Region Sales	$12.3	10%
APAC Region Sales (Ex. China)	$23.1	8%

Finance: draft 13-week cash view by Friday.

STAAR Surgical Company (STAA) - Canvas Business Model: Cost Structure

You're looking at the costs that drive STAAR Surgical Company (STAA), and honestly, they reflect a high-value, specialized medical device maker. The cost structure is dominated by the expense of making those intricate Implantable Collamer Lenses (ICL).

The high Cost of Goods Sold (COGS) is inherent because STAAR Surgical Company deals with specialized, custom manufacturing for a premium product. This pressure on COGS was evident in the first quarter of 2025 when the Gross Margin temporarily dipped to 65.8% from 78.9% in the prior year quarter. This Q1 dip was partly due to higher manufacturing cost per unit from lower production volume in U.S. operations and period costs tied to the Switzerland facility ramp-up, which reduced that quarter's margin by about 6 points.

To maintain product leadership, significant investment in Research and Development (R&D) is a constant. The latest reported figures show this commitment, even amidst cost-cutting actions. For the third quarter of 2025, R&D expenses were $9.2 million. This was down from $12.2 million in the third quarter of 2024, but R&D expenses for the nine months ending September 26, 2025, were down 24.8% year-over-year.

Selling and Marketing (S&M) expenses are high because STAAR Surgical Company must invest heavily in surgeon training and building patient awareness for a relatively new elective procedure. In Q3 2025, S&M expenses were $23.5 million. This represented an 18.7% drop compared to the prior-year quarter, reflecting cost optimization efforts.

The company absorbed significant, non-recurring costs related to structural changes. Specifically, STAAR Surgical Company incurred $22.7 million for restructuring, impairment, and related charges in the first quarter of 2025. This charge was split into $9.4 million in cash expenses, covering severance and consulting, and $13.3 million in non-cash impairment charges for assets and leases. These charges were taken to 'right-size the business' and improve long-term profitability.

Operating costs have been volatile as the company managed the Switzerland manufacturing expansion and cost-cutting. However, the cost discipline paid off by the third quarter of 2025. Total operating expenses for Q3 2025 were $59.4 million, down from $62.8 million in the prior year quarter, even with $5.9 million in merger-related costs included. The result of these actions is an elite Gross Margin of 82.2% for Q3 2025. The company has a clear goal to exit 2025 with an annualized SG&A (Selling, General, and Administrative) run rate of approximately $225 million, down from the $252.2 million recorded for fiscal 2024.

Here's a quick look at the latest reported operating expenses:

Expense Category	Q3 2025 Amount (Millions USD)	Q3 2024 Amount (Millions USD)
Total Operating Expenses	$59.4	$62.8
Selling and Marketing (S&M)	$23.5	$28.9
Research and Development (R&D)	$9.2	$12.2
General and Administrative (G&A)	$20.8	$21.7

The cost structure is clearly shifting from reactive restructuring to optimized operations. You can see the impact of the Q1 actions in the lower operating expenses in Q3.

The key cost drivers STAAR Surgical Company is managing include:

• High COGS tied to specialized lens production.
• Restructuring charges of $22.7 million in Q1 2025.
• Period costs from the Switzerland manufacturing ramp.
• Targeted SG&A run rate of $225 million by year-end 2025.
• Ongoing investment in R&D at levels like $9.2 million in Q3 2025.

Finance: draft 13-week cash view by Friday.

STAAR Surgical Company (STAA) - Canvas Business Model: Revenue Streams

You're looking at the core of how STAAR Surgical Company (STAA) brings in cash. Honestly, it's a very focused operation right now, which simplifies the revenue side of the Business Model Canvas quite a bit.

The primary revenue driver is the sale of the EVO family of Implantable Collamer Lenses (ICLs). This product line accounts for nearly 100% of the company's total net sales. It's a premium-priced offering, which is key to understanding the financial profile. We're talking about a global Average Selling Price (ASP) estimated to be between $500 to $600 per lens.

The recent financial reporting shows the scale of these sales. For the third quarter ended September 26, 2025, STAAR Surgical Company reported total Net Sales of $94.7 million. That figure was up 6.9% year-over-year, though it's important to note that $25.9 million of that was recognized from the December 2024 ICL shipment paid in Q3 2025. If you look at net sales excluding China for that quarter, the number was $38.9 million, representing a 7.7% increase year-over-year.

Here's a quick look at how the recent quarters stack up against the full-year expectation. What this estimate hides is the volatility seen in the first half of 2025 due to inventory adjustments in China.

Metric	Amount/Value
Q3 2025 Net Sales	$94.7 million
Q2 2025 Net Sales	$44.3 million
Q1 2025 Net Sales	$42.6 million
Last Twelve Months (LTM) Revenue (as of Q3 2025)	$230.59 million
Fiscal Year 2024 Revenue	$313.90 million
Analyst Consensus Full-Year 2025 Revenue Forecast	$260.44 million

Beyond the lenses themselves, STAAR Surgical Company generates a smaller portion of its revenue from the sales of accessory delivery systems required to perform the ICL procedure. This is a necessary component of the overall revenue picture, tied directly to the volume of ICLs sold.

You should keep an eye on the geographic split, as it heavily influences the revenue recognition timing. For instance, the sales for the nine months ended September 26, 2025, were lower than the prior year period because distributors in China reduced their inventory by approximately $80 million to $85 million instead of purchasing new product. Still, the ex-China growth shows resilient adoption.

The revenue model relies on a high-value, single-use product, meaning revenue growth is directly tied to increasing the number of procedures performed globally. You'll want to track these key metrics:

• Global adoption rate of the EVO ICL.
• Average Selling Price stability.
• China distributor inventory normalization.
• Sales volume of accessory delivery systems.

Finance: draft 13-week cash view by Friday.

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