Home vs. Away: Lessons on Customizing Your Go-to-Market Game Plan

Posted by Lukas Grabner on March 9, 2018

During my time with ZS, I’ve had the opportunity to live and work both in Europe and the U.S. Once I returned to Europe last year after spending two years in our San Francisco office, I reflected a bit on the differences between the two markets and the typical challenges that our clients encounter when entering them.


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In a Time of Change, Here’s What the U.S. Can Learn From Europe

Posted by Matt Scheitlin on August 11, 2016


Recently, I passed a milestone: In my professional career as a consultant, I have now spent more years working in Europe than I have in the U.S. When I was presented with the opportunity to move to Europe to support our growing medtech business, I quickly realized the unique opportunity and made the decision to move. Working with medtech firms across Europe as well as in the U.S. has given me a unique perspective on what works and what doesn’t from a commercial effectiveness standpoint.


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What Does Brexit Mean for the NHS and the Medtech Industry?

Posted by Roz Lawson on June 27, 2016

Will Randall co-wrote this article with Roz Lawson.

An idea born in post-war Europe and an organisation that has shaped modern Britain for almost 70 years could be brought to its knees by the Brexit referendum result. No, not the EU: the UK’s National Health Service (NHS). 


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Big Regional Differences? Europe Has Seen It, and Solved It

Posted by Roz Lawson on March 17, 2016

There’s a lot of excitement about regional resourcing models and differential resourcing in the U.S. at the moment. Of course, regional variation exists, and in an article from the November 2015 issue of IN VIVO, called “Why Medtech’s Commercial Models Must Adapt to Local Needs,” ZS experts Pete Masloski and Yuta Ito describe regionalization in the U.S., saying, in a nutshell, that the evolution of the U.S. healthcare ecosystem necessitates a localized and customized commercial model that accounts for those variations—and that many life sciences companies already have started to develop new go-to-market strategies.


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