Reversing Medtech Price Erosion

Posted by Brian Chapman on September 5, 2019

This blog post is the second in a two-part series about what’s behind price erosion in medtech and how to reverse it.

Medtech is dealing with forces that have been eroding profitability. As companies look to repair this price erosion, they’ll need to adopt a more comprehensive approach to pricing governance and execution, which includes leveraging data and analytics to improve their pricing and contracting strategies.


>
Read More

What’s Driving Medtech Price Erosion?

Posted by Brian Chapman on September 3, 2019

This blog post is the first in a two-part series about what’s behind price erosion in medtech and how to reverse it.

Medtech leaders today face several headwinds that are threatening to erode price and profitability. Some of these forces are external—like the professionalization of purchasing, provider consolidation, a changing buying center and increased focus on product value—but others are internal habits and mindsets that are long overdue for a change. In our next post, we’ll discuss how medtech leaders have begun to address these challenges, but before we do, let’s define their root causes.


>
Read More

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:


>
Read More

Five Key Data and Analytics Trends for 2017

Posted by Bhargav Mantha on February 3, 2017

Last year was a very interesting one in the field of data and analytics. On one hand, we saw many crystal balls being shattered. (Remember FiveThirtyEight.com’s election prediction?) The surprise Brexit vote and Trump’s win led some to declare that the age of data is dead. On the other hand, the investment in business intelligence and analytics was extremely high and continues to grow at a rapid pace. I believe that 2017 will be an even more exciting year and analytics will shape a lot of events related to business and beyond. Inspired by my colleague Brian Chapman’s post on the medtech trends for 2017, here are five key trends in the field of data and analytics—in medtech and beyond:


>
Read More

Five Traits of Best-in-Class Commercial Operations Organizations

Posted by Bhargav Mantha on November 11, 2016


Some key trends are sweeping the medtech industry, forcing it to undergo a fundamental shift in its commercial model. The U.S. healthcare system is becoming more consolidated. Medtech also is moving to a value-based care model with a focus on outcomes, and its purchasing practices are becoming more sophisticated in an attempt to drive down price and reduce the number of suppliers. All of this puts pressure on medtech companies to ensure that they will survive (and thrive) amid these changes.


>
Read More