An Insider’s Perspective on Inside Sales and Virtual Coverage with West Corporation’s Franny Goolsby

Posted by Andy Kach on May 2, 2019

As the healthcare landscape changes, every player in the healthcare ecosystem is looking to reduce costs. One area that device manufacturers have been considering lately with renewed interest is virtual coverage. Virtual coverage can mean anything from inside sales reps selling over the phone to telehealth support through video coverage.


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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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The Profit Equation: Using Analytics to Solve for Growth in Medtech

Posted by Bhargav Mantha on October 16, 2018

As my colleague Brian Chapman pointed out in his recent blog post, Silicon Valley has started disrupting healthcare, putting even more pressure on medtech to rethink the traditional business model and to work differently with healthcare providers and consumers. As the industry continues to think of ways to innovate, it should not lose sight of what funds innovation and long-term growth: profitability.


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Analytics Is Not Rocket Science, but it’s Certainly More Than Reports

Posted by Maria Kliatchko on September 17, 2018

Today, when we think of advanced analytics, we think of AI solutions like self-driving cars, automated personal assistants or cancer diagnoses by image recognition. But when many medtech leaders go to work, all they see is reports. For commercial leaders and field managers, “analytics” is limited to slicing and dicing some data, at times with better visualizations and dashboards. Medtech needs to up its analytics game, but what does that entail?


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