It Will Take Much More Than Technology Investments to Drive the Analytics Transformation in Medtech

Posted by Maria Kliatchko on May 13, 2019

Kelly Tousi co-wrote this blog post with Maria Kliatchko. This blog post is the first in a two-part series on how medtech companies can find success with analytics.

We’re living in an increasingly digital and analytical world, driven by data, smart algorithms and instant, automated decisions. Many industries, from airlines to pizza delivery, have optimized their products, operations, pricing, customer support and more using data and statistics to gain an edge over human intuition. Companies have been transformed in the process. Domino’s now describes itself as “a technology company that sells pizza,” and UPS claims that it has “evolved from a trucking company with technology to a technology company with trucks.”


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Analytics Is Not Rocket Science, but it’s Certainly More Than Reports

Posted by Maria Kliatchko on September 17, 2018

Today, when we think of advanced analytics, we think of AI solutions like self-driving cars, automated personal assistants or cancer diagnoses by image recognition. But when many medtech leaders go to work, all they see is reports. For commercial leaders and field managers, “analytics” is limited to slicing and dicing some data, at times with better visualizations and dashboards. Medtech needs to up its analytics game, but what does that entail?


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Stop Waiting for Data in Medtech. It’s Already Here.

Posted by Maria Kliatchko on April 18, 2018

When speaking with clients and colleagues about the promise of advanced analytics for medical device companies, I often hear that there’s not enough good data for analytics, or that internal data is patchy, incomplete, poorly defined and spread across many systems. Those with pharmaceutical experience complain of the lack of market data, such as physician-level prescription data sets used by pharma companies, which would allow medtech companies to have visibility into their own market share, along with full product usage and potential of their customers.


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Is Your Sales Force Deployment Consistently Aligned With Your Priorities?

Posted by Maria Kliatchko on March 9, 2017


How you allocate and align one of your most costly and precious resources—the sales force—can make or break your company’s success. Continuous alignment is a process by which a company continues to optimize coverage of key accounts by keeping its sales force assigned to the right customers. It helps ensure that those with the most potential get the best and most experienced reps to service them despite personnel attrition, customer preferences and changes in the marketplace. Yet some medtech companies today have limited alignment capabilities and expertise. Most alignments are done at a geographical level, with all accounts in a territory going to the same rep or team of reps. Many update their sales force alignments only once a quarter, and some use rudimentary tools like Excel or a very basic, inflexible, hard-to-support homegrown system.


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