Model Behavior: How Medtech Companies Can Make the SaaS Transition

Posted by Dan Frey on March 7, 2019

In my previous blog post, I discussed the challenges that medtech companies face when they transition from a capital equipment business model to one in which software features prominently. Once the company has identified the right team, organizational structure and operating model that allows software solutions to innovate and develop properly, and once it has understood the buying process sufficiently, the company then faces the toughest challenge: pricing and customer transitions.


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Making Software a Core Part of Your Business Model

Posted by Dan Frey on February 22, 2019

In recent years, medtech companies have started to diversify outside of their core device offerings in an effort to meet the evolving needs of their customers and to open up new revenue streams. 


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Groundhog Day: Planning for the Demise of Clinical Sales

Posted by Dan Frey on September 29, 2016


Tobi Laczkowski co-wrote this post with Dan Frey.

In the movie Groundhog Day, Bill Murray has to repeat the same day over and over again until he finally gets things right. For veterans of the medical device industry, this may feel familiar. Every so often, a breakthrough category emerges—such as pacemakers, drug-eluting stents, diabetes pumps—which has a unique ability to transform treatment behaviors for the better. But physicians need help in understanding when and how to use the product before mass adoption can occur.


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