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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How to Become a Trusted Medtech Advisor, and Other Lessons Learned

Posted by Carlos Garmendia on September 23, 2016


We are all aware that the changes in the healthcare industry are significantly affecting the way that device manufacturers are approaching the market. As more hospitals integrate into fewer and larger integrated delivery networks, the shift in buying power from physicians to administrators is resulting in stiffer competition and increasing cost pressures, and manufacturers are challenged with finding new strategies to maximize their top-line revenues.


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Three Ways Orchestration Can Help Med Device Sales and Marketing Coordinate

Posted by Carlos Garmendia on August 20, 2015

Customer behavior has changed permanently, and medical device sales organizations must change to keep up. With restrictions on physician access, increased use of digital technology and customers spending more time on-line using these channels to learn about products, the sales force’s role as the sole dominant channel in med devices is being challenged. While the sales force remains the most effective channel, what companies need is a way to maximize the impact of all channels.


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