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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From Compliance to Opportunity: How to Address the EU Device Regulation Changes

Posted by Matt Scheitlin on June 27, 2018

Likely, wherever you’re based in the world, you are aware of the General Data Protection Regulation (GDPR) that went into effect in Europe on May 25. These sweeping regulation changes affect every organization that controls or processes the personal data (whether customer or staff) of personnel based in the EU. If you’re reading this blog post, then your organization has been affected by the GDPR and, hopefully, built a capability over the past few years to ensure compliance. And if you’re best in class, your company is using the GDPR requirements as an opportunity to drive your business forward.


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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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Why Devices Don’t—and Shouldn’t—Require the Same Clinical Evidence as Drugs

Posted by Roz Lawson on January 19, 2016

Many of my colleagues in Europe work in pharmaceuticals and want to know why medical devices typically don’t have an approval process based on randomised clinical trials. Medical devices shouldn’t require the same clinical evidence as drugs for both clinical and commercial reasonsand, in fact, they can’t.


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