Whitepaper: Moving Beyond the “Milkman” Model in Medtech
Moving Beyond the "Milkman" Model
Download full paper here
This article was provided by Boston Consulting Group (BCG)
Related Videos
Presentation
Aligning commercially-focused teams to best practices in Value-Based Healthcare
Related topics:
MedTech, Market Access & HEOR, Commercial
Availability: FREE
Speaker
Ernesto M. Nogueira
CEO and Founder
ValueConnected
Presentation
Get the backing from the C-Suite: How to demonstrate ROI on your digital investments
Related topics:
MedTech, Commercial, Digital & Technology
Availability: FREE
Speaker
Nicolai Nygaard Worsøe
Client Director
Agnitio
Presentation
Driving Commercial Excellence through Voice-of-Customer: An Insider/Outsider perspective on the role of customer insights
Related topics:
MedTech, Commercial
Availability: FREE
Speakers
Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands
Jami Krueger
Global Insights Director
Align Technology
Presentation
Product Claim Management – An integral approach to systematically build clinical and economical product value.
Related topics:
MedTech, Commercial, Regulations & Ethics
Availability: FREE
Speaker
Claus Schaffrath
Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands
Presentation
The Future of Learning and Enablement in Med Device: Continuous, Adaptive, Personalised
Related topics:
MedTech, Commercial, Digital & Technology, Capabilities & Effectiveness
Availability: FREE
Speaker
Michael Connolly
Enterprise Account Director, EMEA
Qstream, UK
Presentation
Impactful customer engagement: How to demonstrate ROI on your digital investments
Related topics:
MedTech, Commercial, Digital & Technology
Availability: FREE
Speaker
Luis Rodriguez
Global Client Director
Agnitio, Denmark
Presentation
Integrated Health Solutions for Hospitals: Where to Play and How to Win?
Related topics:
MedTech, Commercial, Capabilities & Effectiveness
Availability: FREE
Speakers
Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands
Dushyant Gupta
Senior Client Engagement Director
Cetas Healthcare Insights, USA
Presentation
Systematic Value Generation and Claim Prioritization based on Economic Impact
Related topics:
MedTech, Market Access & HEOR, Commercial
Availability: FREE
Speakers
Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands
Claus Schaffrath
Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands
Presentation
The best buyer experience wins - How to use digital to leave a mark with the empowered buyer?
Related topics:
MedTech, Commercial, Digital & Technology
Availability: FREE
Speaker
Ellen Atkinson
Account Executive
Showpad
Presentation
Value-Based Procurement: differentiating with Value
Related topics:
MedTech, Market Access & HEOR, Commercial
Availability: FREE
Speaker
Ernesto M. Nogueira
Managing Director
ValueConnected
Presentation
Customer-Centric Business Models: Where to start and How to Deliver?
Related topics:
MedTech, Commercial
Availability: FREE
Speakers
Dushyant Gupta
Senior Client Engagement Director
Cetas Healthcare Insights, USA
Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands
Presentation
Med Tech companies transform from “suppliers” to “partners”. What’s next? Opportunities for new sources of value
Related topics:
MedTech, Market Access & HEOR, Commercial
Availability: FREE
Speaker
Sotiris Rompas
Director, Life Sciences
Huron Consulting, USA
Presentation
Get the backing from the C-Suite: how to demonstrate ROI on your digital investments
Related topics:
MedTech, Commercial, Digital & Technology
Availability: FREE
Speaker
Lars Meincke
Chief Commercial Officer
Agnitio, Denmark
Presentation
From NPS to an actionable customer centric listening program: A global approach
Related topics:
MedTech, Commercial
Availability: FREE
Speakers
Shane West
VP Client Relations
Cetas Healthcare Insights, Norway
Dushyant Gupta
Senior Client Engagement Director
Cetas Healthcare Insights, India
Presentation
Opportunities for digital technologies and services to drive value and access for Medtech
Related topics:
MedTech, Commercial, Digital & Technology
Availability: FREE
Speaker
Anne Smart
Managing Director
ClearView Healthcare Partners, USA
Presentation
Create customised digital experiences for payers and HCPs
Related topics:
MedTech, Commercial, Digital & Technology
Availability: FREE
Speaker
Lars U Diemer
Chief Executive Officer
Agnitio, Denmark
Presentation
The best buyer experience wins - How to use digital to leave a mark with the empowered buyer
Related topics:
MedTech, Commercial, Digital & Technology
Availability: FREE
Speaker
Orhan Dayioglu
Sales Transformation Leader
Showpad, Germany
Presentation
The Journey of a Top 20 MedTech Sales Enablement Project
Related topics:
MedTech, Commercial
Availability: FREE
Speaker
Arik Brückner
Commercial Director
Pitcher AG
Presentation
Elevating the market access competency to maximize business impact
Related topics:
MedTech, Market Access & HEOR, Commercial
Availability: FREE
Speaker
Rob Wenthold
Vice President
Boston Healthcare
Presentation
Value-Based Selling: are we there yet?
Related topics:
MedTech, Market Access & HEOR, Commercial
Availability: FREE
Speaker
Ben Modley
Director of European Operations
Value Connected, Germany
Presentation
Successful marketing claims in current regulatory environment
Related topics:
MedTech, Commercial, Regulations & Ethics
Availability: FREE
Speakers
Sumit Mehta
Managing Director
Cetas Healthcare Insights, Singapore
Claus Schaffrath
Consultant & Founder
Cetas Healthcare & MD squared, The Netherlands
Presentation
Transforming to a Customer Centric Go-to- Market Model in Med Tech
Related topics:
MedTech, Commercial, Patient-Centricity & Care
Availability: FREE
Speakers
Mark Taylor
Director, EMEA
Blackdot, UK
Linton Chalmers
EMEA Practice Lead, Capability & People Advisory
Blackdot, UK
Presentation
Preparing commercial teams to demonstrate value, not features
Related topics:
MedTech, USA, Commercial
Availability: FREE
Speaker
Ernesto M. Nogueira
Managing Director
ValueConnected
Presentation
Embedding market access into the mergers & acquisitions process
Related topics:
MedTech, USA, Market Access & HEOR
Availability: FREE
Speaker
Rob Wenthold
Vice President
Boston Healthcare Associates
Presentation
Gamification and mobile reinforcement: How science from Harvard Medical School is driving a new approach to healthcare training
Related topics:
MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: FREE
Speaker
Louella Morton
VP International Sales & General Manager
Qstream
Presentation
Accelerating sales with sales driven marketing
Related topics:
MedTech, Commercial
Availability: FREE
Speaker
Pieterjan Bouten
Chief Executive Officer
Showpad, Belgium
Presentation
Roadmap to market access: Demonstrating value to purchasers
Related topics:
MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: FREE
Speaker
Ernesto M. Nogueira
Managing Director
ValueConnected, Netherlands
Presentation
Success case study: Driving bottom-line surge using salesforce analytics, salesforce sizing and deployment issues
Related topics:
MedTech, Commercial, Global (non-specific)
Availability: FREE
Speaker
Sumit Mehta
Managing Director
Cetas Healthcare Insights
Presentation
Improving commercial effectiveness at scale: A Boston Scientific case study
Related topics:
MedTech, Commercial, Global (non-specific)
Availability: FREE
Speakers
Jay Bratcher
Training Manager, New Cardio, Europe
Boston Scientific, UK
Michael Quann
Director Strategic Account
Qstream, Ireland
Presentation
How reimbursement/funding drive sales and adoption for medical technologies?
Related topics:
MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: FREE
Speaker
Ernesto Nogueira
Managing Director
ValueConnected
Presentation
CPQ and Tender Management: How can I optimise my commercial strategy?
Related topics:
MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: FREE
Speaker
James Robinson
Director Industry Solutions
ModelN, Switzerland
Presentation
Six key buyer trends reshaping MedTech selling & pricing
Related topics:
MedTech, Europe, Market Access & HEOR, Commercial
Availability: FREE
Speaker
Peter Zimmermann
Director Customer Success Europe
Model N, Switzerland
Presentation
Developing a commercial model based on value
Related topics:
MedTech, Europe, Market Access & HEOR, Commercial
Availability: FREE
Speaker
Ernesto M. Nogueira
Managing Director
ValueConnected, Netherlands