Medtech Companies Need to be Solutions-Oriented, not Product-Driven

Posted by Rohan Agni on October 18, 2018

The vice president of supply chain at a top IDN system recently told me, “In medtech, there is no evidence-based information whatsoever that one manufacturer is better than another. Take CRM, for example. There are three top players, but there’s no evidence that any one pacemaker is better than the others."


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Analyzing Medtronic’s Move: Put Your Money Where Your Outcomes Are

Posted by Will Randall on March 27, 2018

As the healthcare industry continues to embrace value-based care, medtech companies are increasingly looking to go beyond their traditional product-and-price business models and explore new ways to demonstrate the value of their offerings to providers. In a recent Wall Street Journal article, Medtronic Chairman and CEO Omar Ishrak gives insight into the leadership mindset of one company that’s executing a value-based care (VBC) vision that aligns with its existing portfolio of products and services.


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Roll Up Your Sleeves: How to Achieve Better Outcomes Through Behavior Change

Posted by Will Randall on June 12, 2017

I often pause in restaurant bathrooms, amused by the familiar signage above the sink: “Employees must wash hands before returning to work.” Surely everyone washes their hands. While these well-meaning but rather amusing signs are found all over the U.S., do they actually have any impact on improving hygiene practices? Probably not. But what does that have to do with medtech, anyway?


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The Conundrum of Outcomes-Based Contracting

Posted by Brian Chapman on May 23, 2016

Patients want great outcomes. Payers want great outcomes. Hospitals want great outcomes. Medtech can help deliver great outcomes. Why is this so hard?


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Medtech's Big Chance

Posted by Brian Chapman on April 13, 2016

At the end of last year, we commissioned some research at ZS to identify hospital trends. Our goal was to uncover trends and changes to our clients’ customers that perhaps they weren’t seeing, and to shape our own thinking about where the industry was headed.

At first glance, everything with the findings was very predictable: Hospitals cared about costs, attracting patients, maximizing throughput. They had strategies that varied from focusing on patient capture through forward integration or payer interaction, to operational efficiency or innovation and research.


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