Why Forecasting in Medtech Is so Hard and What Can Be Done About It

Posted by Wenhao Xia on August 22, 2019

Sales forecasts play a critical role in the success of every company. An accurate and sufficiently granular forecast is critical for ongoing demand planning, brand strategy, investor communications, inventory and manufacturing, and many other core functions for any company.


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On the Road to Analytically Driven: Four Takeaways from Medtech Connect 2019

Posted by Bhargav Mantha on July 16, 2019

The medtech industry continues to face several headwinds. The buyer center is changing. Providers are consolidating. There’s an increased focus on value and business model disruption. Medtech faces some existential questions, forcing it to find new ways to stoke growth and stem profit erosion. Our stance has always been that, in addition to revamping its business strategy, medtech needs to become analytically-driven. Medtech companies must leverage their data and analytics to optimize their business strategies and enable growth in ways that are consistent, continuous and agile.


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Decoding the Human Element for Analytics Success

Posted by Arnab Roy on May 30, 2019

Maria Kliatchko and Indraneel Mukherjee co-wrote this blog post with Arnab Roy. This blog post is the second in a two-part series on how medtech companies can find success with analytics.

Everyone loves the idea of analytics making their lives easier, but in practice medtech companies don’t always realize the broader goals of their analytics programs. Even when analytics initiatives are well planned and executed, they often fail to yield their expected returns due to one factor that often slips under the radar: the human element.


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Acing Medtech Pricing 2.0 With Analytics

Posted by Bhargav Mantha on May 28, 2019

As we’ve heard many times, the traditional medtech operating model faces several headwinds:  buyer consolidation, a focus on value and outcomes, increased cost-to-serve and a change in buying preferences. All these trends have dealt a blow to medtech’s traditionally high margins and to a commercial model that was primarily sales-driven.


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Five Analytics Trends on the Horizon in Medtech

Posted by Bhargav Mantha on January 31, 2019

Maria Kliatchko co-wrote this blog post with Bhargav Mantha.

With the holidays well behind us, it’s time to take stock of 2018 and discuss what’s ahead for 2019 and beyond. In the past few years, advanced analytics has become much more accessible for many non-tech companies, driven by cheaper storage and improved processing power. Healthcare and the life sciences industries, in particular, are now seeing a lot of interest in the growing volumes of healthcare data, along with increased demand in outcomes-based product design and commercialization from regulators, customers and communities.


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