Medtech Feeling Stuck? Here Are Three ‘No Regret’ Moves to Ensure Your Sustainable Success

Posted by Sudhanshu Bhatnagar on March 21, 2018

In recent conversations with clients, we’ve been hearing a lot of the same concerns from medtech’s commercial leaders, who feel stymied by conflicting priorities. They see the healthcare ecosystem changing around them, sweeping up some of their customers along the way. They want to make investments to start adapting to these changes, and to future-proof their organizations for the inevitable changes to come, yet they’re also facing significant revenue and SG&A pressures today. These executives are telling us that they’re feeling forced to "have a foot in both worlds," supporting business as usual and addressing today’s needs while planning and preparing for medtech’s evolution tomorrow. As one medtech leader reflected, “Are we focusing too much on transforming for this unclear, fuzzy future state, and leaving money on the table today?”


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What to Expect in Medtech for 2018

Posted by Brian Chapman on January 25, 2018

Earlier this year, I was interviewed by Ashley Yeo, the executive editor of In Vivo. He wanted some thoughts about what was on the mind of medtech executives. It got me thinking about a couple of key themes: 

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Six Questions to Help Determine Your Commercial Analytics Maturity

Posted by Bhargav Mantha on November 10, 2017

Many of our medtech clients have started thinking about investing in building an analytics program to drive their business forward. Increasing provider consolidation, focus on value and outcomes, and a shift in the customer base from a clinical decision maker to an economic decision maker have forced medtech organizations to find newer ways to grow and innovate, and improved data and analytics capabilities are one avenue to sustain or rev up growth.


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Medtech Industry Experts Weigh in on the Future of Commercial Operations

Posted by Bhargav Mantha on May 16, 2017

I recently helped organize and presented at ZS’s Medtech Connect event, an annual one-day gathering of medical technology experts, commercial operations leaders and ZS medtech leaders. Many of the conversations among industry peers centered on sales planning, sales compensation and analytics—common commercial operations concerns for the dozens of medtech companies that I’ve encountered in my work. Of all of the tips and trends discussed in California that day, these three stood out:


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Three Barriers to Optimizing Your Pricing and Contracting Practices

Posted by Carlos Garmendia on May 4, 2017

The power of optimized pricing and contracting practices can be distilled down into a simple formula: Selling more at a higher net price while reducing the cost of operations will result in sustainable profit growth. Yet many medtech companies struggle to find effective ways to aggregate, assess and analyze pricing and contracting data, and to generate relevant insights to maximize sales for existing contracts, optimize price offers for new contracts, and streamline all supporting processes. Put simply, they’re leaving money on the table.


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