AI in Medtech: Innovating in An Era of Uncertainty

Posted by Kate Templeton on July 23, 2019

This post is the second in a multi-part series on how the rules of the road are changing in medtech, and the implications on commercial strategy. Sundeep Karnik contributed to this blog post.

With the speed and impact of innovation increasing rapidly, our institutions have struggled to keep up. For better or worse, rules and regulations have typically lagged behind the innovation frontier, responding only when a crisis or particular incident highlights a new challenge to be managed or risk to be mitigated. This dynamic isn’t specific to healthcare—just think back on all of the questions raised in the last few years with Tesla’s autopilot car crashes to see the parallels. Regardless of industry, for those innovators on the cutting edge, this creates an environment of regulatory uncertainly that is inherently risky for the companies that blaze forward assuming a specific regulatory approach will be adopted by the relevant authorities. The more disruptive the technology, the more likely it is that such an environment will exist.


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On the Road to Analytically Driven: Four Takeaways from Medtech Connect 2019

Posted by Bhargav Mantha on July 16, 2019

The medtech industry continues to face several headwinds. The buyer center is changing. Providers are consolidating. There’s an increased focus on value and business model disruption. Medtech faces some existential questions, forcing it to find new ways to stoke growth and stem profit erosion. Our stance has always been that, in addition to revamping its business strategy, medtech needs to become analytically-driven. Medtech companies must leverage their data and analytics to optimize their business strategies and enable growth in ways that are consistent, continuous and agile.


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A Modern Approach to Portfolio Strategy: From Feature Innovation to Value Innovation

Posted by Matt Singer on June 21, 2019

Originally published on AdvaMed’s Medtech Conference blog.

In a recent ZS survey with hospital executives in the U.S. and Europe, we found that 90% of respondents think that medtech manufacturers can’t succeed with product innovation alone. Moreover, that same number of respondents said that they didn’t believe that medtech companies understand the trends shaping the healthcare landscape and how those trends affect providers—and, therefore, what medtech customers need and value.


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Medtech Commercial Excellence is Evolving in Europe. Here’s What Industry Experts Are Saying.

Posted by Shaurya Aggarwal on June 17, 2019

Lukas Grabner co-wrote this post with Shaurya Aggarwal

Recently, we hosted a round table for European Medtech commercial excellence leaders to discuss the current state of their function. Overall, the group was enthusiastic about the impact they have been able to demonstrate, even with limited organizational investment; however, there was recognition of EU medtech‘s maturity and small scale relative to other industries such as pharmaceuticals. While the commercial excellence function is critical for organizational success, the path to realize that impact demands a strategic plan, close business collaboration, and a clear executive mandate.

During our conversation, we noticed three broad areas for opportunity: foundational structures, team setup and talent management.


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The Rise of Patient Stakeholders: What CMS’s Shared Decision-Making Policies Mean for Medtech

Posted by Kate Templeton on June 13, 2019

This post is the first in a multipart series on how the rules of the road are changing in medtech, and the implications on commercial strategy. Sundeep Karnik contributed to this blog post.

A few months ago, I attended the 2019 American College of Cardiology conference and was surprised by the number and diversity of sessions on shared decision-making. The concept has taken on a more prominent role in conversations lately thanks to CMS, whose changing policies have opened the door for patients to play an expanding role in therapy selection. In fact, for the second time in six months, the rising role of the patient in the treatment decision-making process was a talking point at a major conference: It was also on display rather poignantly during TCT 2018, when patients joined key opinion leaders on several panels to share their experiences and perspectives on topics ranging from clinical trial design to the impact of particular technologies.


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