Blurred Lines: Vertical Integration in the Medtech Sector

Posted by Tobi Laczkowski on June 9, 2015

A key question leaders in any company must face is how vertically integrated to be. This means deciding which links in the value chain they should operate, versus outsource to others. There are plenty of pros and cons to vertical integration. Often, the largest pros center around reducing the transaction costs in negotiations with suppliers or customers, as well as capturing the profits currently enjoyed by others along the value chain.


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A Sales Force Is Not the Only Answer

Posted by Roz Lawson on June 2, 2015

As we come into business planning season for many companies, I’ve had a few conversations recently about building up direct sales forces. If you want to grow your sales, you need more “feet on the street,” yes? And the best way to ensure success is to make them your own employees, right? Not always.


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Stuck in an ’80s Selling Model

Posted by Brian Chapman on May 27, 2015

Looking back on the ’80s—leg warmers, Jazzercise, the Walkman and MTV—one can’t help feeling nostalgic, but also perhaps a little bit embarrassed. We were just getting started with personal computing and the technology revolution, so you could excuse a few of the things we did back then that now look a little silly or excessive. We didn’t know any better. It was a different time.


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Medtech Firms Must Innovate With Hospital Economics in Mind

Posted by Brian Chapman on May 21, 2015

ZS surveyed members of the Healthcare Leadership Council and presented findings at the National Dialogue for Healthcare Innovation summit in Washington, DC. My colleague Bill Coyle led the effort, which studied healthcare executives to highlight the issues facing our industry.


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Establishing Credibility After a Time of Neglect

Posted by Matt Scheitlin on May 18, 2015

Maintaining long-term personal relationships is hard work. It takes conscious effort and constant focus in order for any relationship to survive. What’s often even harder, however, is rebuilding a broken relationship. Any relationship therapist will tell you that the inability to rebuild trust is what ends up destroying a relationship for good. This sentiment holds true in the business context as well.


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