Populism in Healthcare: Listen to the Patient Before It's Too Late

Posted by Matt Scheitlin on December 9, 2016


Like many of you, I spent a lot of time this year thinking and discussing the state of our world. As an American living in London, it felt like there was no end to the information cycle. No matter where you fall on the political spectrum, 2016 was the year that it became apparent to the U.S. and the U.K. that the status quo was no longer an acceptable way forward for a significant portion of the population. Whether positive or negative in its outcome, people felt that the current way of political thinking (globalization, free trade, open borders, etc.) required a significant re-examination and, ultimately, a change.


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In a Time of Change, Here’s What the U.S. Can Learn From Europe

Posted by Matt Scheitlin on August 11, 2016


Recently, I passed a milestone: In my professional career as a consultant, I have now spent more years working in Europe than I have in the U.S. When I was presented with the opportunity to move to Europe to support our growing medtech business, I quickly realized the unique opportunity and made the decision to move. Working with medtech firms across Europe as well as in the U.S. has given me a unique perspective on what works and what doesn’t from a commercial effectiveness standpoint.


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Enough With the Exceptionalism: What Medtech Can Learn From Other Industries

Posted by Matt Scheitlin on May 10, 2016

Sometimes in medtech we tend to have an exceptionalism attitude—and, in part, it is justified. Our industry is unique and complex compared to many others. For instance, our unique sales process (the third-party payer system, no end-user decision makers, etc.) is one that only other healthcare companies can understand. But as we all know, we’re also not exactly like other healthcare industries. For example, decisions around the business model are very relevant to many medtech companies but are often overlooked in the pharmaceutical industry.


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How to Arm Your Front Line for Success

Posted by Matt Scheitlin on January 28, 2016

“The most critical role in any sales organization is the first-line manager.” I know you’ve heard that before. In fact, it has been the rallying cry in the new sales force effectiveness wave that the medtech industry has been surfing for the past few years.


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SFE: If You Build It, Effectiveness Will Come ... How to Make Sure

Posted by Matt Scheitlin on October 20, 2015

Sales force effectiveness (SFE). Sales force efficiency (SFE). Sales force excellence (SFE). Customer excellence (CE). Commercial excellence (CE). Etc.

Whatever we call it, a recent trend in the medical industry has been a shift in focus from expansion to efficiency. No longer can we afford to employ the philosophy of “growth through resourcing.” Instead, the focus is now on driving efficiency and effectiveness in the commercial teams that already exist within an organization. This is seen most starkly in sales organizations. With spend on sales teams totaling up to 10% to 30% of commercial costs, it only makes sense that we ask, can the sales organization do more without adding head count?


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