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.


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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.


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Dear Medtech: I’m Not Sick, So Why Do You Keep Calling Me a ‘Patient’?

Posted by Brian Chapman on May 17, 2019

Mick Jagger, The Rolling Stones’ 75-year-old lead singer, recently underwent a transcatheter aortic valve replacement procedure. A look at his Twitter feed shows a total of two tweets dedicated to this episode of care: First, he expressed his dismay at postponing the North American leg of his band’s tour and then, after a brief Twitter hiatus, he said that he’s feeling better and thanked the hospital staff. Do you think that the king of swagger wants to be considered a “patient” outside of this encounter? Not a chance.


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What It Takes for Multinational Medtech Companies to Succeed in China

Posted by ZS Editors on April 9, 2019

With a population of 1.4 billion, China is a market that most medtech companies can’t afford to ignore. However, differences in population types (urban versus rural), the government’s role in healthcare expansion and a multi-tiered distribution system that is undergoing reform make navigating the Chinese market a challenge.


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Value-Based Healthcare Is So 2015. Now Products Are the Talk of Medtech

Posted by Brian Chapman on March 20, 2019

For as long as I can remember, value-based healthcare has been the talk of the medtech industry, and for good reason: Who can argue with efforts to improve patient outcomes at a lower cost? With such virtuous and unassailable aims, it’s the irresistible force that dominated strategies in the last decade.


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