What’s Driving Medtech Price Erosion?

Posted by Brian Chapman on September 3, 2019

This blog post is the first in a two-part series about what’s behind price erosion in medtech and how to reverse it.

Medtech leaders today face several headwinds that are threatening to erode price and profitability. Some of these forces are external—like the professionalization of purchasing, provider consolidation, a changing buying center and increased focus on product value—but others are internal habits and mindsets that are long overdue for a change. In our next post, we’ll discuss how medtech leaders have begun to address these challenges, but before we do, let’s define their root causes.


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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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Three Barriers to Optimizing Your Pricing and Contracting Practices

Posted by Carlos Garmendia on May 4, 2017

The power of optimized pricing and contracting practices can be distilled down into a simple formula: Selling more at a higher net price while reducing the cost of operations will result in sustainable profit growth. Yet many medtech companies struggle to find effective ways to aggregate, assess and analyze pricing and contracting data, and to generate relevant insights to maximize sales for existing contracts, optimize price offers for new contracts, and streamline all supporting processes. Put simply, they’re leaving money on the table.


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