Gut Feeling, Instinct, Anecdotal Evidence: Why Can’t We Just Use Data for Commercial Decisions?

Posted by Lukas Grabner on April 11, 2019

I’m often surprised by the amount of commercial strategy decisions that medtech leaders need to make despite a lack of analytic proof points. Many times, important conclusions are reached by an overemphasis on instinct, anecdotal evidence and individual in-market experiences but limited quantifiable backing. 


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Putting the ‘Strategy’ Into Strategic Account Management

Posted by Bret Caldwell on March 26, 2019

Almost every medtech company has some form of a strategic account management (SAM) program and no one is happy with it. OK, perhaps that’s an oversimplification, but I can count on one hand the number of people I’ve met who thought they had a well-functioning and profitable program to strategically cover key accounts. 


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Value-Based Healthcare Is So 2015. Now Products Are the Talk of Medtech

Posted by Brian Chapman on March 20, 2019

For as long as I can remember, value-based healthcare has been the talk of the medtech industry, and for good reason: Who can argue with efforts to improve patient outcomes at a lower cost? With such virtuous and unassailable aims, it’s the irresistible force that dominated strategies in the last decade.


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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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