Four Strategies for Medtech Firms Coping With Regional Healthcare Differences

Posted by Pete Masloski on August 11, 2015

A group of sales managers who work for a cardiovascular device company and I were recently talking about something they care deeply about: their sales territories. One of the managers asked, “How should we be factoring in things like Maryland’s Total Patient Revenue system (a capitated payment model for Maryland community hospitals) into our strategies and growth expectations?”

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