Medtech Commercial Excellence is Evolving in Europe. Here’s What Industry Experts Are Saying.

Posted by Shaurya Aggarwal on June 17, 2019

Lukas Grabner co-wrote this post with Shaurya Aggarwal

Recently, we hosted a round table for European Medtech commercial excellence leaders to discuss the current state of their function. Overall, the group was enthusiastic about the impact they have been able to demonstrate, even with limited organizational investment; however, there was recognition of EU medtech‘s maturity and small scale relative to other industries such as pharmaceuticals. While the commercial excellence function is critical for organizational success, the path to realize that impact demands a strategic plan, close business collaboration, and a clear executive mandate.

During our conversation, we noticed three broad areas for opportunity: foundational structures, team setup and talent management.


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Five Analytics Trends on the Horizon in Medtech

Posted by Bhargav Mantha on January 31, 2019

Maria Kliatchko co-wrote this blog post with Bhargav Mantha.

With the holidays well behind us, it’s time to take stock of 2018 and discuss what’s ahead for 2019 and beyond. In the past few years, advanced analytics has become much more accessible for many non-tech companies, driven by cheaper storage and improved processing power. Healthcare and the life sciences industries, in particular, are now seeing a lot of interest in the growing volumes of healthcare data, along with increased demand in outcomes-based product design and commercialization from regulators, customers and communities.


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Three Takeaways From AdvaMed’s 2018 MedTech Conference

Posted by Brian Chapman on October 4, 2018

Last month, the medtech community descended on the city of Philadelphia for AdvaMed’s annual MedTech Conference. Spending most of my time working in the commercial arena, I get to hit the pause button at this event to ponder bigger trends in the industry and to get exposure to some of the other forces shaping our environment in the form of regulatory, legal, trade and lobbying. Now that I’ve had my annual dose of relatively uninterrupted contemplation, I wanted to share three takeaways.


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Stop Waiting for Data in Medtech. It’s Already Here.

Posted by Maria Kliatchko on April 18, 2018

When speaking with clients and colleagues about the promise of advanced analytics for medical device companies, I often hear that there’s not enough good data for analytics, or that internal data is patchy, incomplete, poorly defined and spread across many systems. Those with pharmaceutical experience complain of the lack of market data, such as physician-level prescription data sets used by pharma companies, which would allow medtech companies to have visibility into their own market share, along with full product usage and potential of their customers.


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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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