Industry Focus: Medical Device

Creating revenue growth for medical device companies

In an increasingly complex and rapidly changing environment, how will medical device companies continue to deliver growth?

Driven by an increased focus on outcomes, continually changing regulations and new rules of engagement with new and different buyers, you need to transform your customer facing organization.

Current industry trends point the way to successful medical device sales transformations:

  • Grow and retain margins: Across the industry, margins are dropping and purchasing power has shifted from physician to purchasing committees and IDNs, while your ability to grow revenue is impacted by provider spending restrictions and increased competitor parity.
  • Do more with less: Medical device companies are cutting sales cost as a percentage of revenue with reduced headcount and lower sales compensation. This has to be managed carefully to not impact revenue growth.
  • Adjust sales motions: You need to integrate new customer-facing roles into your organization to address product commoditization and stricter regulations around buyer access. Seventy percent of respondents in a recent industry study note this issue as critical over the next three years.

Our practical approach, broad perspective and data informed decisions on every medical device client engagement will help you and your team align resources to meet your unique challenges and unlock revenue growth. Contact us today.

Featured Industry Insights

Adapting Your Commercial Model to the New Health Care Ecosystem

MedTech Conference Highlights

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Revenue Motions – Putting It All Together

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Health Care Industry Research Findings

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What Impact Will Industry Changes Have on Your Organization?

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Complimentary Briefing: Medical Industry Trends

Explore important industry trends that can help you plan for 2019

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Executive Interview: Philips Healthcare

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Medical Device Industry Revenue Growth Strategy

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Top Investment Strategies to Accelerate Revenue Growth

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Client Success Stories

Sales Compensation Assessment and Design to Support Shift in Sales Force
Drive strong pay-for-performance alignment and simplify sales comp plans

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EMEA Sales Force Preparation for Launch
Identify critical areas of focus to ensure readiness and reduce launch risk

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Talent & Enablement Upgrades Lead to Better Sales Execution
Improve sales rep morale and motivation for enhanced and stronger relationships

Read Case Study »

To drive medical industry revenue growth, contact us today

Practice Leadership

  • Craig Ackerman
    Craig Ackerman
  • Mike Burnett
    Mike Burnett
  • Tray Chamberlin
    Tray Chamberlin
  • Mike Miller
    Mike Miller