Industry Outlook & Insights
Market Access, Payment & Health Care Delivery Issues
Hospital mergers and acquisitions, group purchasing organizations (GPOs), integrated delivery networks (IDNs), accountable care organizations (ACOs) and Value-Added Committees (VACs) are all hospital administrators (HA) whose skill sets are growing in sophistication. The impact on traditional medical device/diagnostic sales and marketing strategies is profound and keeping up with HA learning curves and expectations can be difficult. What are the most recent trends in HA decision-making processes and how can we integrate those into our own sales, marketing and product development programs? How can medical device companies appeal to the economic buyer and:
• Create meaningful value propositions for disruptive medtech products?
• Integrate advances in technology and analytics and leapfrog the competition?
• Identify buyer segments that will respond to a strong clinical value proposition?
• Arm a clinical champion with the tools needed to grow HA interest?