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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Gut Feeling, Instinct, Anecdotal Evidence: Why Can’t We Just Use Data for Commercial Decisions?

Posted by Lukas Grabner on April 11, 2019

I’m often surprised by the amount of commercial strategy decisions that medtech leaders need to make despite a lack of analytic proof points. Many times, important conclusions are reached by an overemphasis on instinct, anecdotal evidence and individual in-market experiences but limited quantifiable backing. 


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A ZS Expert Weighs in on the Data-Driven Transformation of Life Sciences

Posted by ZS Editors on December 14, 2018

Digital health is well-positioned to help pharmaceutical and medtech companies create more value for patients. However, the success of digital health solutions is reliant on innovative commercial models—models with a strong focus on data and analytics, and outcomes. 


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Medtech Analytics: Finding the Right Data Fit

Posted by Vishal Srivastava on October 24, 2018

Medtech organizations are poised on the edge of analytics-driven transformation. The number of data sources available to medtech organizations has increased exponentially over the last few years, creating options, questions and confusion. How can you sort through these options to determine which data you should pursue? And once you find it, how do you assess whether it’s worth the investment?


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Living on a Slope: Agile Commercial Strategies for IDN Success

Posted by Bret Caldwell on September 13, 2018

This post was originally published on the Medtech Conference (AdvaMed) blog

By now it’s hard to find a medtech company that doesn’t have a commercial strategy in the U.S. to improve its contracting and sales performance with integrated delivery networks (IDNs).


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