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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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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What to Expect in Medtech for 2018

Posted by Brian Chapman on January 25, 2018

Earlier this year, I was interviewed by Ashley Yeo, the executive editor of In Vivo. He wanted some thoughts about what was on the mind of medtech executives. It got me thinking about a couple of key themes: 

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Value-Based Purchasing: Are You Ready?

Posted by Will Randall on March 23, 2017


Several forces are driving significant changes in the healthcare market, prompting a shift towards value-based healthcare: The reimbursement landscape is changing.


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