[e-Book] Business Model Transformation in Medtech



The U.S. healthcare industry has changed dramatically in the last 10 years: reimbursements tied to quality or outcomes now represent 80% of all Medicare-based payments, and more physicians are employed by institutions rather than independently, representing nearly 50% of the workforce. These trends and many others have created a sense of urgency among medtech manufacturers to evolve their business and commercial models.

Companies are pursuing a number of initiatives such as growing their portfolios beyond the product, exploring real-world evidence and connected health, developing and nurturing key account management functions, testing out innovative contracting, and better positioning their business toward customer centricity. But have companies gone far enough? We argue no. Many medtech manufacturers have one foot in the past and one foot in the future.

The evolving healthcare ecosystem requires medtech firms to put both feet forward and make bigger changes, quickly. Winner takes all in these strategic transformations, and there’s an early mover advantage. These capabilities take a long time to build, and the cost of inaction is significantly higher than the cost of action.

In this e-book, we've curated ideas from ZS experts who write for our medtech blog, The Pacemaker, to help inform and guide you through this time of great change.

About the The Pacemaker:

Subscribe to ZS's blog, The Pacemaker, to access real-time insights on today's sales and marketing issues, trends, and strategies in medtech.