Assessing the Future of Robotics in Medtech

Posted by Andy Kach on August 14, 2019

This article was originally published in Medtech Insight.

Every medical device company—in and out of the surgical business—and many other tech companies are deep in the war of surgical robotics and digital solutions.


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An Insider’s Perspective on Inside Sales and Virtual Coverage with West Corporation’s Franny Goolsby

Posted by Andy Kach on May 2, 2019

As the healthcare landscape changes, every player in the healthcare ecosystem is looking to reduce costs. One area that device manufacturers have been considering lately with renewed interest is virtual coverage. Virtual coverage can mean anything from inside sales reps selling over the phone to telehealth support through video coverage.


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In a Galaxy Not So Far Away: What Sales Force Deployment Teams Can Learn From NASA Mission Control

Posted by Andy Kach on July 12, 2018

I recently watched Apollo 13 with my kids, and they were awed by the amount of consoles, buttons and lights that were in the control room (in the 1970s, mind you). NASA set up its control room to monitor every inch of the space shuttle. The team knew exactly how things were going, and major alarm bells would ring when something was off by the smallest fraction. 


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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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Musings From the ADA: Medtech Needs to Balance Health and Happiness in Diabetes

Posted by Andy Kach on June 15, 2017

I just came back from my first American Diabetes Association Scientific Sessions event, held June 9-13 in San Diego, and there were a number of surprising revelations about the medical device industry’s role in diabetes treatment. 


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