How Data Management & Analytics Enable New Selling Models
ZS Thought Leadership Series
Medical products companies are facing economic and regulatory challenges, and in response, many are implementing new selling models and strategies. Learn more
Making Data Matter: How Medical Products Companies Can Drive New Sales Strategies With Master Data Management
By Bret Caldwell, Mahmood Majeed and Priyan Patkar
Strategically integrating and processing commercial data has become critical to the success of new selling models. Read the Whitepaper
Designing a High-Performance Medical Device Sales Model
By Pete Masloski, Bret Caldwell
Medical device companies are taking a hard look at how to save costs and improve efficiency. In order to do so, many are reexamining their sales channels. Read the Whitepaper
Phadia Case Study: Transforming Business Intelligence to Fuel Growth
This case study examines how Phadia, a ZS client in the medical diagnostics industry, built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs. Read the Case Study
ZS Interview: To Help Keep Top Performers, Medical Products Companies Turn to Incentive Compensation Plans
By Chad Albrecht
In this interview, Principal Chad Albrecht highlights results from ZS’s Incentive Practices Research (IPR) annual study, which shows leading incentive compensation practices in the medical products industry. Read the Whitepaper
Are Those Synergies Real? Go-to-Market Due Diligence for Medical Products Companies
By Pete Masloski, Brian Chapman
While mergers and acquisitions are the lifeblood of the medical device and diagnostics industries, too often, they fail to achieve expectations because of excessive buyer optimism. Read the Whitepaper
ZS Roundtable: How Market Changes Are Reshaping Medical Products Companies' Sales and Marketing Operations
Medical device companies are facing an especially challenging and uncertain market in the United States. Health care reform, the increasing importance of comparative effectiveness research and changes in relationships between providers and the industry could significantly alter market dynamics in the short and long term. This paper gives highlights from a roundtable discussion with five ZS principals. Read the Whitepaper
Fixing Your Goals: The Biggest Challenge in Incentive Compensation
By Chad Albrecht
Surveys show that most medical device companies are increasing their use of goal-based incentives for the sales force. What’s more, ensuring fairness in goals is the most pressing issue in incentive compensation for these companies. Read the Whitepaper
Building a Sustainable Targeting Capability in Medical Device Companies
By Bret Caldwell, Brian Chapman
Medical device companies recognize the potential of targeting as a powerful tool to boost top-line revenues. Read the Whitepaper
Global Outsourcing for Medical Sales and Marketing
D. Sahay, Pete Masloski, Bret Caldwell
The right approach to outsourcing sales and marketing functions can result in advanced capabilities at a lower cost for medical device companies. Read the Article
The Rise of the Economic Buyer
Rohan Fernando, Roz Lawson
The increasing commercial awareness of healthcare providers across Europe is forcing the medical technology industry to update its own commercial models. Read the Article
Maximizing Value in Medical Device Launches
Matt Singer, Andrea Schulz, Marshall Solem
This article presents a framework of 11 guiding principles for launch excellence in the medical device industry. Applied as a whole, these principles can help ensure that a medical device company maximizes its product debut, whether it's for a breakthrough technology or a product line extension. Read the Article