Threading the Needle: Post-Merger Communication and Compensation Plans

Posted by Tobi Laczkowski on November 29, 2017

For many medtech companies, the end of the calendar year is also the end of the fiscal year—a critical period of transition as management teams prepare organizational design strategies for the following year. Organizations in the midst of integration mergers and other transitions can expect even bigger changes during this time than in “normal” years. They need to thread the needle between over-communicating and under-communicating during this period of uncertainty while balancing the inherent challenges of creating a combined organization with unified values, processes and goals. With that in mind, management teams face a fundamental dilemma: How best to communicate what sales teams can expect in the next year without disrupting necessary end-of-year activities.


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Six Questions to Help Determine Your Commercial Analytics Maturity

Posted by Bhargav Mantha on November 10, 2017

Many of our medtech clients have started thinking about investing in building an analytics program to drive their business forward. Increasing provider consolidation, focus on value and outcomes, and a shift in the customer base from a clinical decision maker to an economic decision maker have forced medtech organizations to find newer ways to grow and innovate, and improved data and analytics capabilities are one avenue to sustain or rev up growth.


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How to Reduce the Cost of Sales Without Impacting Revenue

Posted by Andy Kach on October 24, 2017

Internal profit pressures are sending medtech companies in search of ways to reduce their cost of sales. In most cases, medical device prices are dropping alongside revenue because of two factors: Providers are negotiating stronger contract positions and using or stocking medical devices more efficiently. To maintain the same level of profitability, many medical device firms are considering or testing out lower-cost sales deployment options to reach the same level of success that field sales teams have achieved in the past.


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Marketing Excellence: An Overlooked Key to Launch Success

Posted by Matt Scheitlin on October 12, 2017

This is the second post in a two-part series on marketing excellence in the medtech industry. 

In my last post, I described an all-too-common scenario for many medtech companies: A lack of the marketing excellence needed to leverage the market, competitor and customer insights that drive business decisions. In this installment, I’ll describe how establishing a holistic and structured marketing approach helped one company on its journey toward global marketing excellence.


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The Shift From Sales Excellence to Marketing Excellence

Posted by Matt Scheitlin on October 6, 2017

Ten years ago, having a sales force effectiveness center of excellence was unique in the medtech industry but is now a cornerstone of every high-performing organization. Now, marketing excellence is the next great differentiator for medtech commercial operations.


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