stryker

2026 | SALES GROWTH PLAN

SmartHospital &

Mako Technology

Sales Growth Plan

Integrated clinical platforms for connected hospitals, robotic orthopaedics and scalable

account growth

CONNECTED CARE

SMART CARE / ORTHOPAEDICS

COMMERCIAL FOCUS

SmartHospital Platform · Mako

SmartRobotics · Mako RPS

PRIMARY CUSTOMERS

Health systems · Hospitals · Orthopaedic

centres · ASCs

GROWTH MODEL

Platform adoption · Procedure pull-through ·

Enterprise expansion

Prepared as a strategic commercial planning document using the supplied brief and current 2026 Stryker platform context.

Stryker SmartHospital & Mako Technology Sales Growth Plan

Executive Growth Strategy

A platform-led commercial model built around clinical adoption, connected workflows and account expansion.

The growth plan shifts the sales conversation from isolated device transactions toward coordinated technology

platforms. Mako creates a pathway from robotic capital placement to procedure adoption and enabling-technology

pull-through, while SmartHospital connects infrastructure, communication, workflow orchestration and intelligence

across the care environment. The commercial objective is to build durable relationships with hospital systems and

ASCs by solving defined clinical and operational problems rather than leading with product lists.

2025

$25.1B

2.5M+

GLOBAL SALES

Stryker global sales

MAKO PROCEDURES

COUNTRIES

2026 commercial priorities

• Increase platform penetration inside strategic health systems through executive, clinical and operational stakeholder

alignment.

• Expand Mako adoption by pairing capital placement with surgeon onboarding, case support and procedure-volume

development.

• Use Mako RPS to reach customer segments seeking a handheld robotic workflow for total knee replacement.

• Position SmartHospital as a connected operating layer spanning infrastructure, communication, workflow and

intelligence.

• Build cross-portfolio account plans that identify the next logical technology adoption after every successful

placement.

Stryker SmartHospital & Mako Technology Sales Growth Plan

Sales Objectives & Market Mandate

Translate product breadth into focused platform conversations.

Objective

Commercial intent

Execution signal

Platform transition

Move from transactional device selling toward

ecosystem-oriented account planning.

Account plans organized around clinical and

operational outcomes.

Capital-to-consumable flywheel

Use enabling technologies to support recurring

procedure and portfolio adoption.

Placement

→

training

→

utilization

→

procedure

growth

→

expansion.

Hospital-system expansion

Develop enterprise relationships rather than isolated

departmental wins.

Executive sponsor + clinical champion + operational

owner.

ASC growth

Adapt the technology proposition to outpatient

constraints, workflows and capital discipline.

Compact workflow, implementation readiness and

bundled planning.

Market mandate

Prioritize accounts where technology can become embedded in the customer's operating model. For acute-care

systems, the opportunity is to connect patient-room infrastructure, communication and workflow capabilities with

broader digital transformation. For orthopaedic programs and ASCs, the opportunity is to combine robotic technology,

planning, guidance and implant workflows around procedure growth.

Planning principle

Sell the clinical workflow first, then the technology that enables it.

Each opportunity should define the customer

problem, stakeholders, adoption path, measurable value and expansion route before a product configuration is

finalized.

Stryker SmartHospital & Mako Technology Sales Growth Plan

Targets & Documented Performance Context

Use current company-scale indicators as context, while keeping forward targets account-specific.

Indicator

Current context

Commercial relevance

Global scale

$25.1B

Stryker reported approximately $25.1B in global sales for 2025.

Mako installed-base momentum

2.5M+ procedures

Stryker reported more than 2.5 million Mako procedures across 47

countries by July 2026.

SmartHospital launch

March 2026

Stryker launched the SmartHospital Platform as a connected digital

foundation for hospitals and health systems.

Mako RPS launch

July 2026

Stryker announced the U.S. commercial launch of Mako RPS for total

knee replacement.

Forward sales scorecard

Measure

2026 planning direction

Review cadence

Strategic accounts

Increase qualified platform opportunities and multi-stakeholder

plans.

Monthly

Mako placements

Prioritize accounts with a defined surgeon adoption pathway.

Monthly

Mako utilization

Track procedure growth after placement and identify under-utilized

accounts.

Monthly

SmartHospital opportunities

Advance opportunities from assessment to architecture and

implementation plan.

Quarterly

Cross-portfolio expansion

Track second- and third-platform adoption within existing

accounts.

Quarterly

Stryker SmartHospital & Mako Technology Sales Growth Plan

Dual Platform Commercial Architecture

Two technology pillars address different but complementary hospital priorities.

STRYKER COMMERCIAL CORE

MAKO ROBOTICS

Surgical precision

& enabling technology

SMARTHOSPITAL

Connected workflows

& digital intelligence

Mako Robotics Platform

Mako SmartRobotics with Mako 4 provides a multi-specialty robotic-arm platform, while Mako RPS expands the Mako

family into handheld robotics for total knee replacement. Mako RPS combines robotic execution, intraoperative

planning and a familiar handheld power-tool experience, and works with the Q Guidance System.

SmartHospital Platform

The SmartHospital Platform is positioned by Stryker as an operating system for modern healthcare. Its portfolio spans

connected infrastructure, clinical communication, workflow orchestration, virtual care and ambient intelligence, with

solutions such as ProCuity, Vocera technologies and virtual-care capabilities.

Stryker SmartHospital & Mako Technology Sales Growth Plan

Mako Robotics Sales Strategy

Convert robotic technology into a repeatable clinical adoption engine.

Stage

Sales action

Output

Capital placement

Identify programs with sufficient procedure volume, surgeon

interest and operational readiness.

Mako 4 or Mako RPS fit assessment.

Clinical conversion

Build surgeon confidence through workflow education, case

support and evidence-led discussion.

Named surgeon champions and

onboarding plan.

Procedure adoption

Move beyond installation to consistent case utilization.

90/180-day utilization review.

Enabling ecosystem

Identify adjacent guidance, planning and technology opportunities.

Q Guidance and relevant enabling

technologies.

Account expansion

Use clinical success to open additional service lines and sites.

Enterprise account roadmap.

Mako RPS growth proposition

• Handheld robotic form factor designed around a familiar power-tool workflow.

• Total knee application with real-time intraoperative guidance.

• No preoperative imaging and no cutting blocks for the stated Mako RPS workflow.

• Potential fit for programs seeking a streamlined robotic option and broader access to enabling technology.

• Connects into Stryker's broader orthopaedic technology ecosystem through Q Guidance.

Stryker SmartHospital & Mako Technology Sales Growth Plan

SmartHospital Sales Strategy

Sell a connected operating environment rather than a collection of devices.

Platform layer

Commercial conversation

Customer outcome

Connected infrastructure

Beds, stretchers and intelligent physical infrastructure.

Patient flow, safety and operational

visibility.

Clinical communications

Voice and communication technologies connecting teams

and systems.

Faster information exchange and

coordinated response.

Workflow engine

Connect processes and information across systems.

Reduced fragmentation and more

consistent workflows.

Virtual care

Virtual nursing and virtual monitoring capabilities.

Extend clinical capacity and support care

teams.

Ambient intelligence

Use sensor and AI-enabled capabilities to surface relevant

information.

Context-aware operational and clinical

support.

Buying-center map

Stakeholder

Primary concern

Engagement message

CEO / COO

Enterprise transformation

Scale, operating model and measurable system impact.

CIO / Digital

Interoperability and architecture

Connected ecosystem, data and workflow integration.

CNO / Nursing

Workforce pressure and communication

Workflow support, virtual care and communication.

Clinical leadership

Patient and care-team experience

Clinical usability and adoption.

Finance / Procurement

Capital discipline and value

Phased deployment and measurable business case.

Stryker SmartHospital & Mako Technology Sales Growth Plan

Account Execution Model

A disciplined sequence prevents point-product selling from dominating the customer conversation.

Account mapping

System priorities, sites, procedures, technology maturity

Problem definition

Clinical, operational or financial friction

Stakeholder alignment

Executive sponsor + clinical champion + operational owner

Solution architecture

Mako, SmartHospital or coordinated portfolio pathway

Value case

Adoption economics, implementation and measurable outcomes

Pilot / placement

Defined scope, owner, training and success criteria

Adoption

Utilization, workflow integration and customer feedback

Expansion

Additional sites, service lines and enabling technologies

Account rule: every placement must have an adoption owner and a documented next-expansion

hypothesis before the commercial opportunity is considered complete.

Stryker SmartHospital & Mako Technology Sales Growth Plan

Specialized Sales Force & Territory Design

Focus specialization where customer complexity and opportunity density justify dedicated coverage.

The supplied commercial brief calls for a highly specialized sales model. Rather than treating this as a universal

organizational fact, the plan uses specialization as an operating design principle: create dedicated expertise when a

product category, account cluster or procedure volume reaches a scale where focus improves execution.

Role / capability

Primary responsibility

Handoff

Mako capital specialist

Platform evaluation, capital process, implementation

readiness.

Orthopaedic clinical sales

Orthopaedic implant team

Surgeon relationships, procedure adoption and implant

pull-through.

Clinical education / enabling

technology

SmartHospital account lead

Enterprise digital transformation and platform architecture.

IT, nursing and operations

stakeholders

ASC specialist

Outpatient workflow, capital planning and portfolio

configuration.

Procedure and account teams

Clinical / implementation support

Training, adoption and workflow stabilization.

Account expansion team

Operating rhythm

• Weekly opportunity review for active placements and late-stage opportunities.

• Monthly account reviews focused on utilization, adoption and expansion.

• Quarterly executive account planning for strategic health systems.

• Shared customer notes and next-action ownership across specialized teams.

Stryker SmartHospital & Mako Technology Sales Growth Plan

ASC & Cross-Portfolio Growth

Build outpatient-specific packages around constrained space, capital and workflow requirements.

Ambulatory Surgery Centers create a distinct commercial environment. The sales proposition should emphasize

workflow simplicity, implementation readiness, capital discipline and the ability to standardize technology across

procedures. A bundled account plan can combine relevant Stryker technologies without assuming that every ASC

requires the same configuration.

ASC need

Potential commercial response

Decision criterion

Limited footprint

Compact, workflow-oriented technology configuration.

Room utilization and operational fit.

Capital constraints

Phased or coordinated capital planning.

Total investment and timing.

High procedure focus

Match enabling technology to priority procedures.

Procedure volume and surgeon

adoption.

Fast turnover

Prioritize workflow consistency and training.

Turnover workflow and staff

readiness.

Standardization

Create repeatable technology packages across sites.

Scalability and support model.

Cross-portfolio pathway

ASC account

→

procedure priorities

→

Mako evaluation

→

enabling technology

→

workflow

equipment

→

implementation

→

utilization review

→

additional site expansion

Stryker SmartHospital & Mako Technology Sales Growth Plan

M&A; & Portfolio Integration

Turn acquired capabilities into coherent customer propositions.

Stryker's portfolio has expanded through acquisitions, including Vocera and care.ai, and its current SmartHospital

strategy integrates digital and physical technologies. The commercial opportunity is to translate portfolio breadth into a

coherent account narrative rather than presenting acquisitions as disconnected products.

Integration move

Commercial action

Guardrail

Portfolio mapping

Identify which existing accounts have a relevant new capability.

No automatic cross-sell; qualify the

use case.

Team enablement

Train specialized sellers on the customer problem and workflow.

Keep role boundaries clear.

Customer introduction

Use existing relationships to open a targeted conversation.

Lead with customer need.

Pilot

Prove workflow value in a defined environment.

Define success criteria before

deployment.

Scale

Expand after adoption evidence is established.

Maintain implementation capacity.

Governance principle

M&A; integration should strengthen the account architecture without creating unnecessary product complexity. Every

new capability needs a defined customer problem, owner, implementation path and measurable adoption signal.

Stryker SmartHospital & Mako Technology Sales Growth Plan

Implementation & Governance Guardrails

Protect adoption quality, customer trust and commercial discipline.

Guardrail

Operating rule

Control

Human-in-the-loop

Clinical decision support and digital planning remain subject to

appropriate clinician validation and workflow controls.

Document clinical ownership.

Data governance

Define system interfaces, access, security and operational ownership

before deployment.

Use customer IT governance.

Commercial discipline

Tie incentives and pipeline reviews to qualified account growth and

adoption, not only initial placement.

Review quality of revenue.

Implementation readiness

No major deployment without training, support ownership and success

measures.

Stage-gate implementation.

Margin protection

Use structured pricing, bundling and account reviews as purchasing

environments change.

Escalate exceptions.

90 / 180 / 365-day adoption framework

Time

Primary review

Decision

0–90 days

Installation, training, workflow readiness and first-use activity.

Stabilize.

90–180 days

Utilization, clinical adoption, operational feedback and barriers.

Optimize.

180–365 days

Procedure growth, platform expansion and additional-site opportunities.

Scale.

Stryker SmartHospital & Mako Technology Sales Growth Plan

2026 Growth Framework

The commercial flywheel connects platform entry, clinical adoption and enterprise expansion.

TARGET

Strategic hospital / ASC

ASSESS

Clinical + operational need

ARCHITECT

Mako / SmartHospital pathway

DEPLOY

Placement + implementation

ADOPT

Training + workflow integration

MEASURE

Utilization + customer value

EXPAND

Sites + service lines

RENEW

Long-term platform relationship

Executive close

The growth model is strongest when Mako and SmartHospital are treated as distinct technology propositions

connected by a common account philosophy: identify a meaningful customer problem, establish clinical and

operational ownership, deploy the right technology, drive adoption, measure utilization and expand only where

customer value is demonstrated. This creates a disciplined pathway from capital equipment placement to broader

platform relationships.

Current 2026 context reflected in this plan includes Stryker's SmartHospital Platform launch, Mako RPS commercial release, Mako's reported

procedure scale, and the appointment of Spencer Stiles as President and COO effective January 1, 2026.

Stryker SmartHospital & Mako Technology Sales Growth Plan

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