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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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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