Collaborating With Command: The Elevation of Medtech’s Commercial Ops to a Strategic Partner

Posted by Kelly Tousi on April 10, 2018

My colleagues and I recently wrote an article in which we addressed the paradoxical nature of change in the medtech industry: In response to market forces coupled with healthcare’s continuing evolution, medtech customers are changing quickly in many ways, yet from many other perspectives, they appear to be standing still. How can medtech companies make the necessary investments to prepare themselves for future success while still shoring up their profits today?


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Three Barriers to Optimizing Your Pricing and Contracting Practices

Posted by Carlos Garmendia on May 4, 2017

The power of optimized pricing and contracting practices can be distilled down into a simple formula: Selling more at a higher net price while reducing the cost of operations will result in sustainable profit growth. Yet many medtech companies struggle to find effective ways to aggregate, assess and analyze pricing and contracting data, and to generate relevant insights to maximize sales for existing contracts, optimize price offers for new contracts, and streamline all supporting processes. Put simply, they’re leaving money on the table.


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