It Takes Two to Tango

Rohan Agni, Brian Chapman and Jay Zhu

New ZS research answers how medtech companies can become better partners for IDNs

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Medtech companies are working hard to build better partnerships with IDN customers. However, based on new ZS research, most IDN executives are dissatisfied with the nature of their relationships with medtech suppliers.

Medtech leaders apparently recognize the disconnect. In fact, only 25% of the medtech executives that we surveyed believe that they have a strong partnership with their top customers.

Our research shows that IDNs are looking for trustworthy partners who genuinely listen to their needs, tailor solutions to meet those needs and proactively bring those solutions forward. So why is the industry struggling?

Read this article to learn how medtech companies can turn barriers into opportunities to build strategic partnerships with key customers.

About the Experts

Rohan Agni is a manager in ZS’s medical products and services practice. Rohan has advised medtech clients in a variety of areas such as opportunity assessment, growth strategy, new product launches, commercial transformation, go-to-market design and commercial excellence. Rohan has worked with clients in the U.S. and EU, and in key APAC and LATAM markets.

Brian Chapman is a principal in ZS’s Zurich office who leads the medical products and services team. Having spent nearly 15 years at ZS, Brian has deep expertise with global issues such as portfolio strategy, new product launch strategy, value proposition development, organizational design and sales force effectiveness.

Jay Zhu is an associate principal who leads strategy and marketing services in ZS’s medtech and healthcare industry vertical. Jay’s areas of expertise include portfolio strategy, opportunity assessment, business development and licensing, new product launch, value proposition, go-to-market strategy, commercial organization design and commercial excellence.