Medtech Feeling Stuck? Here Are Three ‘No Regret’ Moves to Ensure Your Sustainable Success

Posted by Sudhanshu Bhatnagar on March 21, 2018

In recent conversations with clients, we’ve been hearing a lot of the same concerns from medtech’s commercial leaders, who feel stymied by conflicting priorities. They see the healthcare ecosystem changing around them, sweeping up some of their customers along the way. They want to make investments to start adapting to these changes, and to future-proof their organizations for the inevitable changes to come, yet they’re also facing significant revenue and SG&A pressures today. These executives are telling us that they’re feeling forced to "have a foot in both worlds," supporting business as usual and addressing today’s needs while planning and preparing for medtech’s evolution tomorrow. As one medtech leader reflected, “Are we focusing too much on transforming for this unclear, fuzzy future state, and leaving money on the table today?”


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Home vs. Away: Lessons on Customizing Your Go-to-Market Game Plan

Posted by Lukas Grabner on March 9, 2018

During my time with ZS, I’ve had the opportunity to live and work both in Europe and the U.S. Once I returned to Europe last year after spending two years in our San Francisco office, I reflected a bit on the differences between the two markets and the typical challenges that our clients encounter when entering them.


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How the Johnson & Johnson Medical Devices Companies Are Responding to the Changing Healthcare Landscape

Posted by Brian Chapman on February 27, 2018

This post is the second in a series on the evolution of the medtech commercial model.

The healthcare industry is in the midst of an evolution from volume to value, but it will be a long time before we can say that the old model is behind us. As I wrote in my previous post, this evolution isn’t an overnight transformation but rather a slow burn. This is forcing medtech companies to have “a foot in both worlds:” They must continue partnering with clinical stakeholders while addressing the emerging needs of commercial stakeholders, but at a pace that's in sync with their own evolution. Sometimes that pace is extremely rapid and sometimes feeling a bit more glacial.  


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Don’t Call It a Transformation: Four Takeaways From The Medtech Conference

Posted by Brian Chapman on February 20, 2018

This post is the first in a series on the evolution of the medtech commercial model.


I facilitated a panel last fall at The MedTech Conference (formerly the AdvaMed conference) and have continued to think about it. Subsequent conversations with leaders have made me want write down a few thoughts from the day. The panel was called “Driving Growth Through New Commercial Strategies” with medtech experts including Tim Schmid, chief strategic customer officer at Johnson & Johnson Medical Device Companies; Joe Gasque, CMO for the U.S. and Canada at GE Healthcare; and Vince Wong, vice president of strategy and communications at Roche Diagnostics. This group packed the room, and in my humble opinion, the audience seemed pretty engaged.


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