In a Galaxy Not So Far Away: What Sales Force Deployment Teams Can Learn From NASA Mission Control

Posted by Andy Kach on July 12, 2018

I recently watched Apollo 13 with my kids, and they were awed by the amount of consoles, buttons and lights that were in the control room (in the 1970s, mind you). NASA set up its control room to monitor every inch of the space shuttle. The team knew exactly how things were going, and major alarm bells would ring when something was off by the smallest fraction. 


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Collaborating With Command: The Elevation of Medtech’s Commercial Ops to a Strategic Partner

Posted by Kelly Tousi on April 10, 2018

My colleagues and I recently wrote an article in which we addressed the paradoxical nature of change in the medtech industry: In response to market forces coupled with healthcare’s continuing evolution, medtech customers are changing quickly in many ways, yet from many other perspectives, they appear to be standing still. How can medtech companies make the necessary investments to prepare themselves for future success while still shoring up their profits 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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How to Navigate KAM Incentives: The Square Peg of Sales Compensation

Posted by Russell Schubert on June 28, 2017

You can’t fit a square peg into a round hole. The popular saying has been around for millennia. Chinese literature from 221 B.C. speaks of “square tenon and round mortise”: square peg, round hole. 


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