The Future Is Now: How Analytics Can Solve Today’s Business Problems

Posted by Indraneel Mukherjee on December 5, 2019

“2020 will be an exciting year for us. We’ll launch a few advanced devices and solutions that will have a transformative impact on patient lives and will position us as the leading provider of care in our therapeutic area,” said a general manager of a large capital equipment manufacturer.


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The Rise of Patient Stakeholders: What CMS’s Shared Decision-Making Policies Mean for Medtech

Posted by Kate Templeton on June 13, 2019

This post is the first in a multipart series on how the rules of the road are changing in medtech, and the implications on commercial strategy. Sundeep Karnik contributed to this blog post.

A few months ago, I attended the 2019 American College of Cardiology conference and was surprised by the number and diversity of sessions on shared decision-making. The concept has taken on a more prominent role in conversations lately thanks to CMS, whose changing policies have opened the door for patients to play an expanding role in therapy selection. In fact, for the second time in six months, the rising role of the patient in the treatment decision-making process was a talking point at a major conference: It was also on display rather poignantly during TCT 2018, when patients joined key opinion leaders on several panels to share their experiences and perspectives on topics ranging from clinical trial design to the impact of particular technologies.


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Medtech’s Business Problems Need Marketing Solutions

Posted by Matt Singer on June 5, 2019

Sundeep Karnik co-wrote this blog post with Matt Singer. This is an excerpt from “Medtech, Look to Marketing for the Solution.”

We don’t need to tell you that the healthcare landscape is growing more complex and competitive, and that achieving growth is becoming more challenging for medtech organizations. We don’t need to mention that bringing true innovation to market—innovation that customers will pay for—isn’t as easy as it used to be or that many new product launches fail to deliver on expectations. We’ve sat in the offices of many industry leaders and discussed these very challenges.


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Model Behavior: How Medtech Companies Can Make the SaaS Transition

Posted by Dan Frey on March 7, 2019

In my previous blog post, I discussed the challenges that medtech companies face when they transition from a capital equipment business model to one in which software features prominently. Once the company has identified the right team, organizational structure and operating model that allows software solutions to innovate and develop properly, and once it has understood the buying process sufficiently, the company then faces the toughest challenge: pricing and customer transitions.


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Making Software a Core Part of Your Business Model

Posted by Dan Frey on February 22, 2019

In recent years, medtech companies have started to diversify outside of their core device offerings in an effort to meet the evolving needs of their customers and to open up new revenue streams. 


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