Collaborating With Command: The Elevation of Medtech’s Commercial Ops to a Strategic Partner

Posted by Kelly Tousi on April 10, 2018

My colleagues and I recently wrote an article in which we addressed the paradoxical nature of change in the medtech industry: In response to market forces coupled with healthcare’s continuing evolution, medtech customers are changing quickly in many ways, yet from many other perspectives, they appear to be standing still. How can medtech companies make the necessary investments to prepare themselves for future success while still shoring up their profits today?


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Medtech Industry Experts Weigh in on the Future of Commercial Operations

Posted by Bhargav Mantha on May 16, 2017

I recently helped organize and presented at ZS’s Medtech Connect event, an annual one-day gathering of medical technology experts, commercial operations leaders and ZS medtech leaders. Many of the conversations among industry peers centered on sales planning, sales compensation and analytics—common commercial operations concerns for the dozens of medtech companies that I’ve encountered in my work. Of all of the tips and trends discussed in California that day, these three stood out:


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Five Traits of Best-in-Class Commercial Operations Organizations

Posted by Bhargav Mantha on November 11, 2016


Some key trends are sweeping the medtech industry, forcing it to undergo a fundamental shift in its commercial model. The U.S. healthcare system is becoming more consolidated. Medtech also is moving to a value-based care model with a focus on outcomes, and its purchasing practices are becoming more sophisticated in an attempt to drive down price and reduce the number of suppliers. All of this puts pressure on medtech companies to ensure that they will survive (and thrive) amid these changes.


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How to Show the Value of Commercial Operations

Posted by Andrea Traverso on May 17, 2016

ZS recently commissioned a study to assess the current trends and practices in the commercial operations space for medtech companies. The objective of the study was to get a pulse on how our clients are approaching their commercial operations, understand their investment priorities, and identify if any specific tools or approaches were gaining momentum in the marketplace.


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