The Big Getting Bigger: Strategic Accounts to Dominate the Future of Medtech

Posted by Pete Masloski on November 12, 2015

I had the pleasure recently to chair the third annual Medical Device Contracting and Strategic Accounts Conference in San Diego. On the opening day of the conference the bombshell was dropped: MedAssets was being acquired in a $2.7 billion deal and its GPO business being integrated with Novation. It certainly set the tone for the discussions. The big were indeed getting bigger, and it was never clearer that succeeding in strategic accounts is critical for medtech companies.


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Three Reasons to Take Your Master Data Management (MDM) Solution to the Cloud

Posted by Bhargav Mantha on November 4, 2015

Data is the new lifeblood for life sciences. Medtech organizations are leveraging all available data to improve account management, predict business outcomes and prove clinical relevance, and they are transforming themselves to be more data-driven, proactive and informed.


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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.


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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?


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Five Reasons Your Global Sales Aren’t Growing

Posted by Bret Caldwell on September 28, 2015

With growth rates slowing for U.S. medical device sales, many American companies are exploring investment opportunities outside the country. Abroad, we find approximately 95% of the world’s population, 75% of the GDP, 65% of medtech spend, and 60% of healthcare spend. So with numerous U.S.-based medtech firms achieving more than half their sales domestically, it’s easy to understand why many are exploring and investing in global opportunities. However, their non-U.S. sales performance hasn’t always met expectations. Many find that products don’t perform as well as planned, penetration takes much longer than expected and commercial productivity is underwhelming.


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