Break the Mold! Why Should I Follow Standard Consumer Marketing Practices?!?

Posted by Andy Kach on June 22, 2015

I opened my daily Groupon email the other week and was surprised to see a prescription medical device, contact lenses, being promoted as one of the daily deals. I thought to myself, Now that is clever! Even if not a single person purchased (although as of publication time, this offer has closed with more than 1,000 purchases), it is a clever way to market a medical device to consumers or patients. That got me thinking and talking to my colleagues about how medical device and diagnostic companies (or really any company!) can and should consider alternative means of promotion and pricing when trying to attract patients.


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Benchmarks Can Be Dangerous!

Posted by Marshall Solem on June 16, 2015

In conversations with clients, I receive frequent requests for benchmarks on various aspects of running a commercial organization. Examples include:


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A Sales Force Is Not the Only Answer

Posted by Roz Lawson on June 2, 2015

As we come into business planning season for many companies, I’ve had a few conversations recently about building up direct sales forces. If you want to grow your sales, you need more “feet on the street,” yes? And the best way to ensure success is to make them your own employees, right? Not always.


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Stuck in an ’80s Selling Model

Posted by Brian Chapman on May 27, 2015

Looking back on the ’80s—leg warmers, Jazzercise, the Walkman and MTV—one can’t help feeling nostalgic, but also perhaps a little bit embarrassed. We were just getting started with personal computing and the technology revolution, so you could excuse a few of the things we did back then that now look a little silly or excessive. We didn’t know any better. It was a different time.


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Medtech Firms Must Innovate With Hospital Economics in Mind

Posted by Brian Chapman on May 21, 2015

ZS surveyed members of the Healthcare Leadership Council and presented findings at the National Dialogue for Healthcare Innovation summit in Washington, DC. My colleague Bill Coyle led the effort, which studied healthcare executives to highlight the issues facing our industry.


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