Putting the ‘Strategy’ Into Strategic Account Management

Posted by Bret Caldwell on March 26, 2019

Almost every medtech company has some form of a strategic account management (SAM) program and no one is happy with it. OK, perhaps that’s an oversimplification, but I can count on one hand the number of people I’ve met who thought they had a well-functioning and profitable program to strategically cover key accounts. 


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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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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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As Healthcare Evolves, Is Medtech Keeping Pace?

Posted by Ganesh Vedarajan on March 10, 2016

The U.S. healthcare industry has changed dramatically in the last 10 years. The share of government spending on healthcare now is close to 50%, according to the World Bank and CDC; reimbursements tied to quality or outcomes now represent 80% of all Medicare-based payments, according to data from the U.S. Department of Health and Human Services; and more physicians now are employed by institutions rather than independently, representing nearly 50% of the workforce, according to The Physicians Foundation. These trends and many others have created a sense of urgency among medtech manufacturers to evolve their business and commercial models.


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All Aboard the KAM Train: Key Account Management Isn’t a program; It’s an Organizational Transformation

Posted by Brian Chapman on March 1, 2016

Everyone seems to be talking about key account management. It’s simple, really: We know that we can’t get away with the old model of clinical promotion in today’s world. This gives rise to the need to create a team of key account managers. Hence, the unstoppable “KAM Train.” Time to get on board.


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