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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What Can Ford’s River Rouge Plant Teach Us About Vertical Integration in Healthcare?

Posted by Brian Chapman on August 28, 2018

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

For anyone who grew up in Michigan, the Ford River Rouge Plant is legendary, in both the scale of its ambition and its dramatic fall as the auto industry matured. Built outside of Detroit in 1928, it was the largest manufacturing facility in the world at its peak, with 16 million square feet and 100,000 employees. Unloaded on the docks of the River Rouge were iron ore, coal and other raw materials. Rolling out the other side of the factory were fully finished cars. In between was a steel mill that boasted its own coal power plant. By 2018 the factory was idled and now has a museum, a light truck assembly facility and a very large parking lot.


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What Do IDNs Care About? We Have the Data

Posted by Joe Stevens on July 19, 2018

Paul Darling co-authored this blog post with Joe Stevens.

Physicians continue to trade in the keys to their private practices in exchange for employee badges within large provider systems. Integrated delivery networks have become major players in healthcare delivery, and pharmaceutical and medical device companies are working hard to tailor their commercial approaches to suit these increasingly complex and diverse stakeholders, which is proving to be quite the challenge. As one industry executive recently told me, “If you know one IDN, you know one IDN.”


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The IDN Partnership Manifesto

Posted by Yuta Ito on June 21, 2018

Jonathan Freaney co-wrote this blog post with Yuta Ito. 

“Nothing happens until the pain of staying the same outweighs the pain of change.” 

The CEO of Atrium Health, Eugene Woods, opened the 2018 Healthcare Transformation Summit, held June 7-8 in Austin, Texas, with this quote along with examples of the transformation initiatives that Atrium was undertaking. While change is happening at a different pace across the U.S. and taking form in many ways, there was an air of consensus that partnership and collaboration with suppliers outside of their traditional “swim lanes” will hold the key to a successful and agile transformation. At the conference, we learned how these partnerships are taking shape and making a remarkable impact on the health systems and the patients they serve.


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IDN-Centric Selling Models: The Impact on Sales Compensation

Posted by Chad Albrecht on August 25, 2017

ZS conducts an annual survey of medtech companies to understand how their sales incentive plans are changing. This year’s version, which we conducted in the summer of 2017 and will be released in late August, begins to show how upstream changes to the go-to-market models—such as the impact of integrated delivery networks—are beginning to affect sales compensation plans downstream.


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