A View From the Other Side: Four Lessons for Medtech Startups From OutcomeMD

Posted by Tobi Laczkowski on May 23, 2018

Maurice Solomon co-wrote this blog post with Tobi Laczkowski.

We recently published a Q&A with Tim Schmid, the chief strategic customer officer at the Johnson & Johnson Medical Devices Companies. He provided an excellent overview of the changing healthcare market, and how J&J and other large medtech companies are pivoting along with it. 


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It's Time for Medtech to Turn Digital

Posted by Pete Masloski on May 10, 2018

The digital health industry has had its share of hype over the years. Remember when fitness trackers were the next greatest thing, and billions of dollars were flooding through venture capitalists into new digital health startups that were going to make us all eat better and exercise more? Well, we know how that turned out: Fitbit recently announced its seventh consecutive quarter of year-over-year revenue declines as well as several new partnerships designed to bake their wearables into more comprehensive health management programs. It turns out that it takes a lot more than a clever device to change behavior. 


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Medtech Feeling Stuck? Here Are Three ‘No Regret’ Moves to Ensure Your Sustainable Success

Posted by Sudhanshu Bhatnagar on March 21, 2018

In recent conversations with clients, we’ve been hearing a lot of the same concerns from medtech’s commercial leaders, who feel stymied by conflicting priorities. They see the healthcare ecosystem changing around them, sweeping up some of their customers along the way. They want to make investments to start adapting to these changes, and to future-proof their organizations for the inevitable changes to come, yet they’re also facing significant revenue and SG&A pressures today. These executives are telling us that they’re feeling forced to "have a foot in both worlds," supporting business as usual and addressing today’s needs while planning and preparing for medtech’s evolution tomorrow. As one medtech leader reflected, “Are we focusing too much on transforming for this unclear, fuzzy future state, and leaving money on the table today?”


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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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How the Johnson & Johnson Medical Devices Companies Are Responding to the Changing Healthcare Landscape

Posted by Brian Chapman on February 27, 2018

This post is the second in a series on the evolution of the medtech commercial model.

The healthcare industry is in the midst of an evolution from volume to value, but it will be a long time before we can say that the old model is behind us. As I wrote in my previous post, this evolution isn’t an overnight transformation but rather a slow burn. This is forcing medtech companies to have “a foot in both worlds:” They must continue partnering with clinical stakeholders while addressing the emerging needs of commercial stakeholders, but at a pace that's in sync with their own evolution. Sometimes that pace is extremely rapid and sometimes feeling a bit more glacial.  


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