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Varian Oncology Systems: At the Vanguard in Radiation Therapy

Executive Summary

With a huge installed base and a reputation for technology leadership, Varian is one of those rare companies: a market leader who innovates. Now, radiation therapy is being revolutionized by a new treatment approach, intensity modulated therapy. Against stiff competition from Siemens and GE, Varian is trying to leverage its leadership in linear accelerators into a winning position in the new treatment modality.

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How Varian Medical Stays On Top

Varian Medical Systems has built a strong franchise in the lucrative but complex specialty niche of radiation oncology through focused leadership, quality of product, and strong ties to customers. As it rolls out its current generation of planning and treatment systems, it has learned to be a provider of not just capital equipment, but also integrated systems. The challenge has been changing corporate culture.

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