Healthcare Is Ripe for a Tech Disruption. What's Taking So Long?

Posted by Brian Chapman on November 16, 2016


Every day we enjoy the fruits of the tech revolution. On our recent family vacation to San Juan, Puerto Rico, we stayed in an Airbnb apartment, took Uber everywhere, shared photos in real time with family and friends, ordered in food on my phone when my daughter was ill one night, and entertained the kids on the long flight with apps and movies on our tablets.


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Ladies and Gentlemen, It’s Time for Marketing

Posted by Brian Chapman on September 12, 2016


It’s news to nobody that product launches are taking longer and longer. New product committees in the hospital are designed with the express purpose of separating meaningful innovation from minor incremental changes of little consequence. Commercial stakeholders expressly screen the budget impact of any new product and insist on pricing and pricing stability before the first box enters the facility. The most powerful physicians in the facility are required to justify plans and put trials up for clinical and commercial review. Even a product used in clinical trials must be priced before it can enter some facilities.


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The Conundrum of Outcomes-Based Contracting

Posted by Brian Chapman on May 23, 2016

Patients want great outcomes. Payers want great outcomes. Hospitals want great outcomes. Medtech can help deliver great outcomes. Why is this so hard?


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Medtech's Big Chance

Posted by Brian Chapman on April 13, 2016

At the end of last year, we commissioned some research at ZS to identify hospital trends. Our goal was to uncover trends and changes to our clients’ customers that perhaps they weren’t seeing, and to shape our own thinking about where the industry was headed.

At first glance, everything with the findings was very predictable: Hospitals cared about costs, attracting patients, maximizing throughput. They had strategies that varied from focusing on patient capture through forward integration or payer interaction, to operational efficiency or innovation and research.


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All Aboard the KAM Train: Key Account Management Isn’t a program; It’s an Organizational Transformation

Posted by Brian Chapman on March 1, 2016

Everyone seems to be talking about key account management. It’s simple, really: We know that we can’t get away with the old model of clinical promotion in today’s world. This gives rise to the need to create a team of key account managers. Hence, the unstoppable “KAM Train.” Time to get on board.


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