Why Devices Don’t—and Shouldn’t—Require the Same Clinical Evidence as Drugs

Posted by Roz Lawson on January 19, 2016

Many of my colleagues in Europe work in pharmaceuticals and want to know why medical devices typically don’t have an approval process based on randomised clinical trials. Medical devices shouldn’t require the same clinical evidence as drugs for both clinical and commercial reasonsand, in fact, they can’t.


>
Read More

The Word ‘GPO’ Is About to Become an Official Misnomer: Fallout From the Novation MedAssets Deal

Posted by Brian Chapman on November 9, 2015

I was at a conference on medtech key account management, pricing and contracting when the announcement of the Novation MedAssets deal became public. Private-equity firm Pamplona Capital Management will pay $2.7 billion for MedAssets, a group purchasing organization (GPO). No better place to spend a few minutes contemplating the future than in this setting.


>
Read More

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?


>
Read More

You Say Segment, I Say Segment: Do We Mean the Same Thing?

Posted by Tobi Laczkowski on October 13, 2015

Two guys walk into a bar. They know each other. In fact, they are both leaders at a prominent medical products company headquartered nearby. Mark is a marketing VP, Sal is a sales VP. They strike up a conversation about the new product launching soon.


>
Read More

Treating Quantitative Market Research like a Fine Wine. Uncork Research’s Real Value!

Posted by Andy Kach on October 6, 2015

Many of us have sat through the meeting where findings from a recent quantitative market research study are reported. At some point, you find yourself thinking, these are great insights but what are we going to do to change?


>
Read More