When the Elephant Eats You

Posted by Matt Scheitlin on September 9, 2015

Organizations face many challenges when trying to capitalize on commercial synergies during an acquisition, as my colleague Brian Chapman discussed in a recent blog post.


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Spurring Growth Through Incentives

Posted by Tobi Laczkowski on August 27, 2015

Historically, the medtech world has been dominated by those who advance the science and technology embedded in the therapies. But there is another important differentiator: the strength of the sales force. Successful companies have discovered that the sales force can be as much or more of a factor in the success of a product than the product itself. Furthermore, the structure of the incentives provided to the sales force can be an important component of attracting, motivating and retaining the right talent.


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Three Ways Orchestration Can Help Med Device Sales and Marketing Coordinate

Posted by Carlos Garmendia on August 20, 2015

Customer behavior has changed permanently, and medical device sales organizations must change to keep up. With restrictions on physician access, increased use of digital technology and customers spending more time on-line using these channels to learn about products, the sales force’s role as the sole dominant channel in med devices is being challenged. While the sales force remains the most effective channel, what companies need is a way to maximize the impact of all channels.


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Sales vs. Marketing: Relieving the Tension to Create a Successful Product Launch

Posted by Andy Kach on August 18, 2015

At most companies, natural tension exists between sales and marketing. That can be a positive as it drives additional value and critical thinking, but the two groups still have to work very collaboratively in general—and particularly to execute a successful product launch. One of the biggest challenges I have seen in launching a med device product (as referenced in my colleague Brian's last post) is when these two groups work in silos or different directions prior to a product launch. The expectation always exists that the two groups will come together to put out the right messages and promotions to the intended audience, but when little collaboration exists, it can lead to poor results and ultimately to counterproductive finger pointing when things don’t go to plan


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Four Strategies for Medtech Firms Coping With Regional Healthcare Differences

Posted by Pete Masloski on August 11, 2015

A group of sales managers who work for a cardiovascular device company and I were recently talking about something they care deeply about: their sales territories. One of the managers asked, “How should we be factoring in things like Maryland’s Total Patient Revenue system (a capitated payment model for Maryland community hospitals) into our strategies and growth expectations?”

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