Into 2019: Risk, Uncertainty and a Return to Product Focus

Posted by Brian Chapman on January 23, 2019

Looking ahead to what the medtech industry can expect in 2019, I see a continuation of some of the greatest accomplishments of 2018, such as ongoing collaboration with regulatory bodies and real-world evidence driving more reimbursement discussions, as well as the brave new world of digital health continuing to buoy how our industry can help patients.


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Ushering in 2019: Medtech’s Year to Come

Posted by Tobi Laczkowski on January 17, 2019

A new year has come, so it’s time to take a step back and make some observations about the industry’s 2018 evolution and provide some thoughts on how 2019 is shaping up.


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Marketing Excellence: An Overlooked Key to Launch Success

Posted by Matt Scheitlin on October 12, 2017

This is the second post in a two-part series on marketing excellence in the medtech industry. 

In my last post, I described an all-too-common scenario for many medtech companies: A lack of the marketing excellence needed to leverage the market, competitor and customer insights that drive business decisions. In this installment, I’ll describe how establishing a holistic and structured marketing approach helped one company on its journey toward global marketing excellence.


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A Holiday Wish List for Successful Mergers and Reorgs

Posted by Tobi Laczkowski on December 2, 2015

The end of the calendar year is upon us, and with that comes the season of giving. For many medical products companies, it also becomes the season of reorganization. January 1 seems to be a magical day to flip the switch on organizational redesigns, merger integrations and other similar company actions. 


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The Power of Small Data

Posted by Roz Lawson on November 19, 2015

You don’t need a lot of data to get some powerful insights about your sales force. “Small data” can reinforce what is intuitive and prove to the sales team and to management the benefits of a specific approach.

It’s a simple recipe:

Ingredients

  • Sales data per rep: You have this and probably pay their bonus based on it.
  • Activity data: You may have this from your CRM system ... but it’s always worth doing a survey so you get a full picture of how time is spent, including travel, waiting time, admin, etc., as well as customer visits.

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