Here Come the Patients: The Increasing Role of Patient Preferences in FDA Decision-Making

Posted by Tobi Laczkowski on April 12, 2017


Patient empowerment is manifesting itself in many forms across the healthcare landscape, and its influence on medtech approvals is growing.


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The State of Major CMS Health Initiatives: Winners, Losers and the Impact of the Trump Administration

Posted by Tobi Laczkowski on December 14, 2016


If we thought that change was accelerating in the last couple of years, we may be in for a “You ain’t seen nothing yet” moment. In the past several days, President-elect Trump nominated personnel to lead the Department of Health and Human Services (Rep. Tom Price, a Republican from Georgia) and CMS (Seema Verma, a health policy consultant). Not surprisingly, both are allies, and have their eyes on “repealing and replacing” the Affordable Care Act. Repealing is the easy part, but replacing it will be much more difficult. The two of them have actively spoken out against value-based payment programs, including the bundled payment initiatives, and Price previously has introduced legislation specifically to dismantle those programs. He also has criticized the Comprehensive Care for Joint Replacement (CJR) program, saying that CMS has overstepped its authority in rolling it out. 


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Groundhog Day: Planning for the Demise of Clinical Sales

Posted by Dan Frey on September 29, 2016


Tobi Laczkowski co-wrote this post with Dan Frey.

In the movie Groundhog Day, Bill Murray has to repeat the same day over and over again until he finally gets things right. For veterans of the medical device industry, this may feel familiar. Every so often, a breakthrough category emerges—such as pacemakers, drug-eluting stents, diabetes pumps—which has a unique ability to transform treatment behaviors for the better. But physicians need help in understanding when and how to use the product before mass adoption can occur.


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Four Top Takeaways From the California Medtech ZS Idea Exchange

Posted by Tobi Laczkowski on July 29, 2016


I recently had the opportunity to present at a half-day idea exchange event that brought together about 20 medical technology experts in both sales and commercial operations, along with several ZS medtech leaders.

Many themes emerged, ranging from customer consolidation to data management, compensation management and the war for talent. Here are four key takeaways from the conference:


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Connected Health, Wearables and Continued Medtech Evolution

Posted by Tobi Laczkowski on June 15, 2016


Less than a year ago, I blogged about
a potential future state of “sexy” medical devices that could revolutionize the traditional medical device world via a combination of patient preference products and razor/razor blade marketing approaches. Even though it has only been a few months since that discussion, several promising technologies have already rushed in to experiment in that space. They are collectively trying a variety of payment models, all aiming to determine the appropriate business strategy.


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