How Not to Reduce your Reimbursement
“The VALUE of medical technologies is determined by the market…
A conversation with Tania Sherry of Medtronic
We spoke with Tania Sherry, European Market Development Manager (PillCam Colon…
A conversation with Amit Kukreja of Second Sight
We sat down with Amit Kukreja, Director of Market Access, Reimbursement &…
The Value of Surgical Robotics: Can We Afford It?
In 1985, a group of neurosurgeons placed a biopsy needle in the brain of a…
Minimize the risk of entering new markets: A 3-step process
The nature of the medical technology industry – where products are launched…
Why it's hard to sell the best medical products – and what you can do about it
In a recent meeting, some of my customers described their frustration with…
Teams—Not Tools—Communicate Value
It has been a few months since my presentation in Brussels for the Commercial…
Making the Shift from Product Supplier to Business Partner
Reimbursement is not an easy topic for either companies or providers. Behind…