As each medtech manufacturer gears up to bring robots to surgery, they’ll need to create an outcomes-oriented value story in order to compete. Will Randall, ZS The biggest medtech headlines so far in 2019 tell a consistent story: The robots are coming. From Medtronic’s $1.6 billion acquisition of Mazor in late December to Johnson & […]
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Why medtech companies should implement regionalized sales models
Having more flexibility in how sales roles are deployed and allowing more customization in regions represents the next frontier of productivity. Pete Masloski, ZS In today’s dynamic healthcare environment, IDN consolidation and centralized medical device purchasing are creating significant pricing pressure on the medical device industry. In fact, on average, prices for costly medical devices […]