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.

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?

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.

Are The Best Salespeople All You Need To Be Successful?

Posted by Will Randall on November 30, 2016

Recently, I was talking to a sales leader about his plans for 2017 and what his team needs to do in order to meet next year’s aggressive forecasts. About 18 months ago, the company put a significant amount of effort into hiring the best salespeople in the industry as they built a high-performing sales team and geared up for a major product launch. I asked the sales leader what direction he was setting for his team in order to drive execution next year. He said: “These are the best salespeople in the industry; they don’t need me telling them how to do it. They should go and figure it out themselves.”

What Does Brexit Mean for the NHS and the Medtech Industry?

Posted by Roz Lawson on June 27, 2016

Will Randall co-wrote this article with Roz Lawson.

An idea born in post-war Europe and an organisation that has shaped modern Britain for almost 70 years could be brought to its knees by the Brexit referendum result. No, not the EU: the UK’s National Health Service (NHS).