How Payers Are Driving the Site-of-Care Shift

Posted by Prateek Harsh on November 11, 2019

With all of the recent news from payers, 2019 is the year that the floodgates opened for ambulatory surgery centers (ASCs). This belief of mine was reinforced when I attended the 2019 Becker's ASC Annual Meeting, which took place Oct. 24-26 in Chicago. Payers, commercial or government, know that ASCs are about half of the cost of a hospital and have amassed increasing evidence of equal if not better outcomes than the hospital itself for the appropriate patient pool. These groups are now making big moves to realize significant cost savings from shifting the site of care.


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New Product Launches: Some Matter More Than Others

Posted by Matt Singer on September 18, 2019

Medtech companies are often eager to tell investors how many new products they launch per year. Some companies boast of numbers in the dozens or even hundreds—and some companies believe the high volume is evidence of innovation. However, most new product launches fail to deliver on expectations. This problem made me think: Are all product launches equal, or are some more important than others? And if they’re not equal, why do we treat them as if they are?


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A Modern Approach to Portfolio Strategy: From Feature Innovation to Value Innovation

Posted by Matt Singer on June 21, 2019

Originally published on AdvaMed’s Medtech Conference blog.

In a recent ZS survey with hospital executives in the U.S. and Europe, we found that 90% of respondents think that medtech manufacturers can’t succeed with product innovation alone. Moreover, that same number of respondents said that they didn’t believe that medtech companies understand the trends shaping the healthcare landscape and how those trends affect providers—and, therefore, what medtech customers need and value.


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Medtech’s Business Problems Need Marketing Solutions

Posted by Matt Singer on June 5, 2019

Sundeep Karnik co-wrote this blog post with Matt Singer. This is an excerpt from “Medtech, Look to Marketing for the Solution.”

We don’t need to tell you that the healthcare landscape is growing more complex and competitive, and that achieving growth is becoming more challenging for medtech organizations. We don’t need to mention that bringing true innovation to market—innovation that customers will pay for—isn’t as easy as it used to be or that many new product launches fail to deliver on expectations. We’ve sat in the offices of many industry leaders and discussed these very challenges.


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Putting the ‘Strategy’ Into Strategic Account Management

Posted by Bret Caldwell on March 26, 2019

Almost every medtech company has some form of a strategic account management (SAM) program and no one is happy with it. OK, perhaps that’s an oversimplification, but I can count on one hand the number of people I’ve met who thought they had a well-functioning and profitable program to strategically cover key accounts. 


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