Gut Feeling, Instinct, Anecdotal Evidence: Why Can’t We Just Use Data for Commercial Decisions?

Posted by Lukas Grabner on April 11, 2019

I’m often surprised by the amount of commercial strategy decisions that medtech leaders need to make despite a lack of analytic proof points. Many times, important conclusions are reached by an overemphasis on instinct, anecdotal evidence and individual in-market experiences but limited quantifiable backing. 


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Model Behavior: How Medtech Companies Can Make the SaaS Transition

Posted by Dan Frey on March 7, 2019

In my previous blog post, I discussed the challenges that medtech companies face when they transition from a capital equipment business model to one in which software features prominently. Once the company has identified the right team, organizational structure and operating model that allows software solutions to innovate and develop properly, and once it has understood the buying process sufficiently, the company then faces the toughest challenge: pricing and customer transitions.


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Making Software a Core Part of Your Business Model

Posted by Dan Frey on February 22, 2019

In recent years, medtech companies have started to diversify outside of their core device offerings in an effort to meet the evolving needs of their customers and to open up new revenue streams. 


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Ushering in 2019: Medtech’s Year to Come

Posted by Tobi Laczkowski on January 17, 2019

A new year has come, so it’s time to take a step back and make some observations about the industry’s 2018 evolution and provide some thoughts on how 2019 is shaping up.


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The Profit Equation: Using Analytics to Solve for Growth in Medtech

Posted by Bhargav Mantha on October 16, 2018

As my colleague Brian Chapman pointed out in his recent blog post, Silicon Valley has started disrupting healthcare, putting even more pressure on medtech to rethink the traditional business model and to work differently with healthcare providers and consumers. As the industry continues to think of ways to innovate, it should not lose sight of what funds innovation and long-term growth: profitability.


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