To Sell to IDNs, Try Containment

Posted by Yuta Ito on March 16, 2017


Recently, I was having a conversation with the vice president of sales at a medical diagnostics company—let’s call him Joe—on pain points and challenges that his organization is facing. He brought up integrated delivery networks’ consolidation and its impact on his sales strategy. The topic is by no means a new thing. In fact, hospital systems have been on a shopping spree for the last few years, and ZS has predicted that by 2020, the top 50 IDNs will manage 50% of all hospital admissions. What Joe was bringing to light were the implications of these integrations and how they directly impact his deployment considerations.  


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Turning the Sales Model on its Head

Posted by Yuta Ito on October 4, 2016


In a recent meeting with a group of marketing executives at a hospital equipment company, my colleagues and I learned of the executives’ plan to launch a series of clinical education programs as an add-on service to help drive product utilization and, ultimately, boost repeat orders. Like many other medtech companies, they were looking to go “beyond the device,” offering related value-adds in an attempt to differentiate themselves to IDNs’ that are most sensitive to the Centers for Medicare and Medicaid Services’ payment reforms, rather than simply trying to compete on price.


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Medtech's Big Chance

Posted by Brian Chapman on April 13, 2016

At the end of last year, we commissioned some research at ZS to identify hospital trends. Our goal was to uncover trends and changes to our clients’ customers that perhaps they weren’t seeing, and to shape our own thinking about where the industry was headed.

At first glance, everything with the findings was very predictable: Hospitals cared about costs, attracting patients, maximizing throughput. They had strategies that varied from focusing on patient capture through forward integration or payer interaction, to operational efficiency or innovation and research.


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