Launching into the new reality: How COVID-19 is reshaping medtech’s launch strategy

Posted by ZS Editors on May 26, 2020

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Innovation continues to excite people, even though the global pandemic has ground business as usual to a halt. As COVID-19 continues to reshape the healthcare market, many medtech companies are debating whether to launch and how to drive launch excellence in this new market reality full of changes and uncertainties.  


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Road to recovery: What COVID-19 means for medtech in China and around the world

Posted by Tim Lee on May 4, 2020

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Given the increasing toll that COVID-19 lockdowns are imposing on economies, many markets that have seen their peaks are beginning preparations to reopen. As the first market impacted by COVID-19 and the first to institute a gradual reopening since March, China is two months ahead of all other major markets in their recovery journey. We spoke to several medtech executives across different spaces to get a glimpse of what the future may look like in China, as well what it may mean for other markets.


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Why now is the time to adjust your pricing and contracting strategy

Posted by Bharat Bhatia on April 30, 2020

Aaron Goff co-wrote this blog post with Bharat Bhatia. 

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This is a time of heightened anxiety across industries, including medtech. As the impact of COVID-19 ripples through the market, leaders may find themselves looking around their organization for levers to pull to blunt this blow to business. Pricing and contracting is an area with a lot of tempting levers to pull. However, acting instinctively and without a plan can easily end up doing more harm than good. Leaders need to define short-, medium- and long-term pricing and contracting strategies to mitigate revenue leakage and maintain average selling price and market share to make the most of recovery and create resilient processes for long-term success.


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How COVID-19 will remake healthcare in the Western world

Posted by Brian Chapman on April 27, 2020

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Locked in our homes and nervously refreshing the Johns Hopkins website to see the latest numbers on the global pandemic, we are living in truly historic times. Some of us are worried about ourselves and our loved ones. Others are worried about employment, or their freedom, choices and the vibrant economy they forgot to enjoy. As we stay inside, now our houses are too small and our spouses too close, and our bored children are slowly atrophying from the lack of sun, friends and stimulation. Only the dogs are happy with this situation.


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How medtech leaders are revising sales incentive compensation plans

Posted by Tobi Laczkowski on April 23, 2020

Chad Albrecht co-wrote this post with Tobi Laczkowski.

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Sales force incentive compensation often is one of the largest operating expenses for medical device companies. Many rely on analytics and qualitative factors to design and manage an optimal IC plan, set territory sales quotas and balance trade-offs across a variety of dimensions. These exercises are difficult enough in “normal” times, but with the COVID-19 pandemic, these are anything but normal times.


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