Medtech Commercial Excellence is Evolving in Europe. Here’s What Industry Experts Are Saying.

Posted by Shaurya Aggarwal on June 17, 2019

Lukas Grabner co-wrote this post with Shaurya Aggarwal

Recently, we hosted a round table for European Medtech commercial excellence leaders to discuss the current state of their function. Overall, the group was enthusiastic about the impact they have been able to demonstrate, even with limited organizational investment; however, there was recognition of EU medtech‘s maturity and small scale relative to other industries such as pharmaceuticals. While the commercial excellence function is critical for organizational success, the path to realize that impact demands a strategic plan, close business collaboration, and a clear executive mandate.

During our conversation, we noticed three broad areas for opportunity: foundational structures, team setup and talent management.


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The Rise of Patient Stakeholders: What CMS’s Shared Decision-Making Policies Mean for Medtech

Posted by Kate Templeton on June 13, 2019

This post is the first in a multipart series on how the rules of the road are changing in medtech, and the implications on commercial strategy. Sundeep Karnik contributed to this blog post.

A few months ago, I attended the 2019 American College of Cardiology conference and was surprised by the number and diversity of sessions on shared decision-making. The concept has taken on a more prominent role in conversations lately thanks to CMS, whose changing policies have opened the door for patients to play an expanding role in therapy selection. In fact, for the second time in six months, the rising role of the patient in the treatment decision-making process was a talking point at a major conference: It was also on display rather poignantly during TCT 2018, when patients joined key opinion leaders on several panels to share their experiences and perspectives on topics ranging from clinical trial design to the impact of particular technologies.


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Medtech’s Business Problems Need Marketing Solutions

Posted by Matt Singer on June 5, 2019

Sundeep Karnik co-wrote this blog post with Matt Singer. This is an excerpt from “Medtech, Look to Marketing for the Solution.”

We don’t need to tell you that the healthcare landscape is growing more complex and competitive, and that achieving growth is becoming more challenging for medtech organizations. We don’t need to mention that bringing true innovation to market—innovation that customers will pay for—isn’t as easy as it used to be or that many new product launches fail to deliver on expectations. We’ve sat in the offices of many industry leaders and discussed these very challenges.


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Acing Medtech Pricing 2.0 With Analytics

Posted by Bhargav Mantha on May 28, 2019

As we’ve heard many times, the traditional medtech operating model faces several headwinds:  buyer consolidation, a focus on value and outcomes, increased cost-to-serve and a change in buying preferences. All these trends have dealt a blow to medtech’s traditionally high margins and to a commercial model that was primarily sales-driven.


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Four Strategies That Medtech Companies Have Used to Monetize Digital Health

Posted by Matt Scheitlin on May 23, 2019

I recently had the privilege of participating in a digital health panel at The MedTech Forum in Paris. The title of the panel was “New Business Models for Digital Health: A Look at Value,” and I was joined by two industry colleagues—Agnes Simon, senior business director, EMEA, at Medtronic, and Lucile Blaise vice president of Western Europe at ResMed—to share our thoughts on business models for digital health in medtech. The conversation was wide-ranging and included tangible strategies for how the industry is currently trying to monetize its digital health innovation. Here are four:


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