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MedTech Commercial

239 videos

Presentation

Establishing a sales force from scratch: Moving from startup to corporate mentality

Related topics: MedTech, Commercial
Availability: PREMIUM
Speaker

Frank Koall
Chief Commercial Officer
CAScination, Switzerland

Presentation

The “ideal” sales force structure: Team and individuals

Related topics: MedTech, Diagnostics, Commercial
Availability: PREMIUM
  • Ideal team structure and reporting lines
  • Identifying and developing leaders
  • Training & retention
  • Implementation experiences from a large company
Speaker

Andrea Warlters
Head of Sales Operations Southern Europe
Siemens Healthineers, Spain

Panel Discussion

Panel Discussion: Provider’s feedback on customer-centric approaches: Designing business models around enhancing the economic value for the organisation and patient experience

Related topics: MedTech, Commercial
Availability: PREMIUM
  • What are healthcare providers prioritising when purchasing a new technology?
  • What can contribute to trustful provider / manufacturer relationships?
  • What can the industry do better to implement customer-centric approaches in the future?
  • How can further integration & partnerships with healthcare systems be achieved?
  • Patient-centric approaches: Designing business models around enhancing the patient experience for your products.
Panelists

Stephen Laws
Field Vice President, Sales EMEIA
Varian Medical Systems, UK

Neil Gomes
Executive Vice President and Chief Digital Officer
Jefferson Health, USA

Jami Krueger
Global Insights Director
Align Technology

Steve Ricottone
Vice President Marketing
Pulmonx, Switzerland

Yves Verboven
Director, Market Access & Economic Policies
MedTech Europe, Belgium

Presentation

Leveraging patient's experience to capture attention

Related topics: MedTech, Commercial, Patient-Centricity & Care
Availability: PREMIUM
  • Focusing on the “personal experience” as a key driver for your marketing efforts.
  • Best Available tools for patient-centric marketing
  • Working with patient associations
  • Maximising ROI: Fishing in an aquarium
  • A case study: The Pulmonx experience
Speaker

Steve Ricottone
Vice President Marketing
Pulmonx, Switzerland

Presentation

Regulatory update: Tendering in devices and the status quo of implementation of the MDR

Related topics: MedTech, Market Access & HEOR, Commercial, Regulations & Ethics
Availability: PREMIUM
Speaker

Alexander Natz
Secretary General
EUCOPE – the European Confederation of Pharmaceutical Entrepreneurs, Belgium

Presentation

Aligning commercially-focused teams to best practices in Value-Based Healthcare

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: FREE

Value Based Healthcare requires a new way of thinking.  It requires fluently navigating clinical outcomes and economic costing.  This presentation will cover WHY VBHC is necessary, HOW Value based procurement enables VBHC, WHO needs to be involved in the collaborative dialogue, and WHAT the role of VBAPs are in overcoming clinical and economic uncertainty to drive medtech adoption.

Speaker

Ernesto M. Nogueira
CEO and Founder
ValueConnected

Presentation

Transforming your sales team to a consultancy team: Vision & implementation

Related topics: MedTech, Diagnostics, Commercial
Availability: PREMIUM
Speaker

Denis Coulet
Vice President, Sales EMEA
Varian Medical Systems, Switzerland

Presentation

Transforming from a product provider into solution provider: Experiences from large and smaller companies

Related topics: MedTech, Commercial
Availability: PREMIUM
Speaker

Matthias Borst
Executive Vice President & Chief Sales Officer
Kulzer, Germany

Presentation

Get the backing from the C-Suite: How to demonstrate ROI on your digital investments

Related topics: MedTech, Commercial, Digital & Technology
Availability: FREE
  • Understand how to turn the C-Suite into digital advocates 
  • Experience how the first movers in medtech have proven digital technology ROI
  • See how you can use your digital investments to enable better customer experiences for payers and HCPs
  • Explore how digital technology supports a key account strategy
  • Learn how to get it right: start small and scale fast 
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
  1. ‘The milkman model’ evolution(?) in the MedTech industry
  2. Fundamental barriers to commercial model innovation in the MedTech industry
  3. The role of customer insights in breaking the evolution barriers  
  4. Key learnings for the MedTech industry 
Speakers

Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands

Jami Krueger
Global Insights Director
Align Technology

Presentation

Plancution – From strategy to execution improving the overall customer experience

Related topics: MedTech, Commercial
Availability: PREMIUM
  • The foundation for any strategy
  • Why great plans don’t work
  • How to bridge the transition gap from strategy to execution
  • Ensuring that great marketing plans also lead to great sales plans
  • How to improve the collaboration between Sales & Marketing
  • How to achieve Commercial Excellence
Speaker

Jens Leveringhaus
Executive Vice President, Former Head of Product Value Management
Fresenius Medical Care, Germany

Presentation

Patient-centric business model in action: Putting the patient in the center of your business strategy

Related topics: MedTech, Diagnostics, Commercial, Patient-Centricity & Care
Availability: PREMIUM
Speaker

Stephen Laws
Field Vice President, Sales EMEIA
Varian Medical Systems, UK

Panel Discussion

Panel discussion: Strategic importance of medaffairs and educational initiatives for MedTech

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
Panelists

Gil Carrasquinho
Vice President, Medical Affairs EMEA
Santen, Switzerland

Meret Labhart
Director, Professional Education, Education Solutions Europe, Middle-East and Africa
Johnson & Johnson, Switzerland

Jerome Chevillotte
Customer Experience & Clinical Education Manager
GE Healthcare, France

Tamilla Musaeva
Leading Scientific Affair and Education Expert
3M, Russia&CIS

Presentation

Transferring Education into Sales: When Every Sound Matters

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
Speakers

Tamilla Musaeva
Leading Scientific Affair and Education Expert
3M, Russia&CIS

Olga Kovaleva
Brand manager for non-hospital products in E-com
3M, Russia & CIS

Presentation

Innovative tools & techniques for physician training and education

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
Speaker

Jerome Chevillotte
Customer Experience & Clinical Education Manager
GE Healthcare, France

Presentation

Learning pathways matter

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
Speaker

Clifton Phiri
Senior Director for Professional Education
Smith & Nephew, Switzerland

Presentation

Launch of a new device and what is the role of medical affairs in this process

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
Speaker

Gil Carrasquinho
Vice President, Medical Affairs EMEA
Santen, Switzerland

Panel Discussion

Panel discussion: What impact will digital transformation have on MedTech

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
Panelists

Christian Lindknud
Senior Global Business Manager, eBusiness and Strategic Initiatives
Fujirebio Europe, France

Ashutosh Malhotra
Manager, Digital Health & Technologies
Heraeus Medical, Germany

Caroline Vervloed
Head of Marketing & eCommerce of Vision Care Iberia
Alcon, Spain

Harald Kraushaar
Director Global Business Development & Marketing
Volpi Group, Switzerland

Presentation

Translating market intelligence & market research into strategic tools for decision making & realizing a competitive advantage

Related topics: MedTech, Commercial
Availability: PREMIUM
Speaker

Harald Kraushaar
Director Global Business Development & Marketing
Volpi Group, Switzerland

Presentation

Medical Affairs – Opportunities in MedTech

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
Speaker

Liz Clark
VP, Medical Affairs, Norgine
Excellence Lead, Pinnacle Wellbeing Services, UK

Presentation

Influencer Marketing in MedTech: KOOL (Key Online Opinion Leaders)

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Shift in customer base and buying behavior of clinicians
  • Opportunity to reach clinicians beyond conventional channels (e.g. congresses)
  • KOOLs collaborations
  • Online Podiums with KOOLs & KOLs
Speaker

Francesca de Santi
Global Medical Marketing Manager
Straumann, Switzerland

Presentation

Which digital and multi-channel approaches are effective in improving customer engagement and driving commercial success

Related topics: MedTech, Commercial, Patient-Centricity & Care, Digital & Technology
Availability: PREMIUM
  • Patient centered care
  • Digitalizing care pathways for better outcomes.
  • Generation and collection of fuel required to run healthcare engine in future: DATA
  • Increased Profit = Increased Revenue – Cost “OR” Revenue – Decreased costs
Speaker

Ashutosh Malhotra
Manager, Digital Health & Technologies
Heraeus Medical, Germany

Presentation

Omni-channel and ROI: Lessons learned from that inevitable moment when digital hits reality

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
Speaker

Christian Lindknud
Senior Global Business Manager, eBusiness and Strategic Initiatives
Fujirebio Europe, France

Presentation

Omni-Channel Approach in Medical device market: An Iberian Case

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • Adjusting digital/e-commerce strategy to the market needs
  • Analysing new consumer  behaviour
  • Breaking in the market: omni-channel approach on-off
  • Local barriers and implementation success factors
  • Omni-channel approach: products vs services
  • Direct to Consumer Challenges in Medical Device market
Speaker

Caroline Vervloed
Head of Marketing & eCommerce of Vision Care Iberia
Alcon, Spain

Panel Discussion

Panel discussion: Innovative approaches to achieving sales for effectiveness for MedTech

Related topics: MedTech, Commercial
Availability: PREMIUM
Panelists

Jürgen Kelch
Director Global Commercial Operations Critical Care
Getinge Group, Germany

Joachim Maurer
Director Global Indirect Channel Development Monitoring Analytics & Therapeutic Care
Philips, Germany

Christian Popp
Director Sales Training MITG EMEA
Medtronic, Switzerland

Presentation

How to use Big Data to drive sales

Related topics: MedTech, Commercial, IT & Big Data
Availability: PREMIUM
  • How Sonova leverages its competitive advantage
  • How data analytics within a big data framework impacts revenue:
    • Predicting churn of customers
    • Identifying the golden standard of consumer journey
  • Watch outs while transforming to one data approach
Speaker

Anja Wuergler
Director Market Insight
Sonova, Switzerland

Panel Discussion

Panel discussion: Distribution management in focus

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Best practices
  • Tips & Tricks: Managing your distributor network when they are under performing.
  • Examples: Effectively working in partnership with distributors to achieve win-win performance improvements.
Panelists

Alexander Wallstein
VP, Commercial Operations, Greater China
Medtronic, China

Jürgen Kelch
Director Global Commercial Operations Critical Care
Getinge Group, Germany

Yulia Leshikhina
Senior Sales Manager EMEA
Carl Zeiss Meditec, Germany

Presentation

Product Claim Management – An integral approach to systematically build clinical and economical product value.

Related topics: MedTech, Commercial, Regulations & Ethics
Availability: FREE
  • Beyond Marketing: Getting to the right product claims and getting the product claims right.
  • Beyond MDR: How to turn novel regulatory requirements into differentiating opportunities?
  • Beyond Product Launch: Clinical vs. economic claims? The right choices for effective Market Access. 
Speaker

Claus Schaffrath
Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

Presentation

SFE – a room for improvement. Practical guide

Related topics: MedTech, Commercial
Availability: PREMIUM
Speaker

Yulia Leshikhina
Senior Sales Manager EMEA
Carl Zeiss Meditec, Germany

Presentation

Roadmap and approach for shaping of partner program

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Segmentation of partners and incentive structure to drive pay for performance
  • Digital enablement of partners
  • Training & certification of partners: integrated capability development with new
  • Solution sales for partners: focus on departmental issues, DMU and sales approaches
Speaker

Joachim Maurer
Director Global Indirect Channel Development Monitoring Analytics & Therapeutic Care
Philips, Germany

Presentation

Channel Management in China: Visibility in the largest future healthcare market

Related topics: MedTech, Commercial, China
Availability: PREMIUM
  • China medical device market overview
  • Visibility is the key to driving the business
  • Best practices, investments needed
  • New challenges - the story continues to evolve: trade tariffs, 2-invoice policy, MIC2025
Speaker

Alexander Wallstein
VP, Commercial Operations, Greater China
Medtronic, China

Panel Discussion

Panel discussion: Innovative business models for MedTech

Related topics: MedTech, Commercial
Availability: PREMIUM
Panelists

Wim Hermans
President of Global Sales
B Medical Systems, Luxembourg

James Caffrey
Leader of Strategic Projects & Ventures, Business Group Monitoring & Analytics
Philips, USA

Liz Mear
Chief Executive
The Innovation Agency - the Academic Health Science Network for the North West Coast, UK

Hans-Peter Frank
Head Integrated Solutions
Vifor Fresenius Medical Care Renal Pharma, Switzerland

Irfan Hassan
Senior Project Manager
NHS Foundation Trust, UK

Presentation

Innovation Agency perspective: Developing and adopting MedTech products in the NHS

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: PREMIUM
  • Liz Mear will talk about the work of the Innovation Agency, and the other 14 Academic Health Science Networks, supporting medtech businesses to develop and see adoption of their product in the NHS.
  • Liz will outline a range of examples from small and medium-sized medtech companies to larger more established companies and outline how the Innovation Agency has supported them to be successful within the NHS.
Speaker

Liz Mear
Chief Executive
The Innovation Agency - the Academic Health Science Network for the North West Coast, UK

Presentation

Strategic implementation of IoMT within NHS

Related topics: MedTech, Commercial, IT & Big Data, Digital & Technology
Availability: PREMIUM
  • Implementation of TIHM and the early results
  • Potential long term aims for this technology within the NHS
  • The importance of collaborating with industry and academia
  • Challenges of managing different cultures and competing interests 
  • Working with the NHS from the perspective of a technology innovator SME
  • The importance of having access to evidence baseddata and feedback to inform the work of the SME
Speakers

Jonathan Burr
CEO
Howz Smart Home Monitoring System, UK

Irfan Hassan
Senior Project Manager
NHS Foundation Trust, UK

Presentation

Leveraging IoT for remote serviceability, delivering better diagnostics and new business models

Related topics: MedTech, Commercial, IT & Big Data, Digital & Technology
Availability: PREMIUM
  • It allows faster issue resolution & paves the way for proactive support diagnostics
  • It also provides hospitals greater visibility to their clinical networks and allows better network management
  • Ultimately it will shape the business models of the future
Speaker

James Caffrey
Leader of Strategic Projects & Ventures, Business Group Monitoring & Analytics
Philips, USA

Presentation

Resilient Leadership in a VUCA (Volatility, uncertainty, complexity and ambiguity) World

Related topics: MedTech, Commercial, Capabilities & Effectiveness
Availability: PREMIUM

Most of us learned to lead in a slower moving, more predictable world.  Digital innovation, artificial intelligence, open science and empowered patients are just some of the drivers of VUCA in MedTech, which challenge leadership practice.  This talk considers the demands of VUCA on leadership and some practical strategies for surviving and thriving in this environment.

Speaker

Liz Clark
VP, Medical Affairs, Norgine
Excellence Lead, Pinnacle Wellbeing Services, UK

Presentation

The Future of Learning and Enablement in Med Device: Continuous, Adaptive, Personalised

Related topics: MedTech, Commercial, Digital & Technology, Capabilities & Effectiveness
Availability: FREE

Industry consolidation, competition and product innovation are driving the medical device industry to constantly evolve if they are to keep up with market and patient needs.  This poses a great challenge, but also a great opportunity, to learning and enablement leaders who strive to successfully support sales, medical affairs and distribution partners to develop strong customer relationships and deliver the best technology solutions for the end patient or consumer. In this talk, you will learn:

  • How learning leaders are driving behaviour change that improves job performance
  • New ways to scale and measure the impact of enablement initiatives on commercial goals
  • Case studies of how medical device providers and other leading enterprises are achieving commercial agility
  • How to apply best practice microlearning to commercial, medical affairs and channel enablement
Speaker

Michael Connolly
Enterprise Account Director, EMEA
Qstream, UK

Presentation

Apps, Wearables, AR/VR….Just a Hype or Real Value?

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • Why Medtech companies have to re-consider their business models for the future
  • The Opportunities and Pitfalls of Digital Health
  • How to get started
  • Learnings from first experience
Speaker

Satschin Bansal
Senior Director, Head Digital Health & Hospital Solutions EMEA
Zimmer Biomet, Switzerland

Presentation

Impactful customer engagement: How to demonstrate ROI on your digital investments

Related topics: MedTech, Commercial, Digital & Technology
Availability: FREE
  • Experience how the first movers in medtech have proven digital technology ROI
  • See how you can use your digital investments to enable better customer experiences for payers and HCPs
  • Explore how digital technology supports a key account strategy
  • Learn how to get it right: start small and scale fast
  • Get C-level backing by showing measurable results
Speaker

Luis Rodriguez
Global Client Director
Agnitio, Denmark

Presentation

How to implement customer-centric approaches to your future business models

Related topics: MedTech, Market Access & HEOR, Medical Affairs & Stakeholder Engagement, Commercial, Capabilities & Effectiveness
Availability: PREMIUM
  • Compliance (disclaimer to distinguish what is allowed and not allowed according to compliance. Unlink medical affairs and commercial activities)
  • KOL selection criteria, classification
  • Liaising with commercial team(s)
  • Market access and KOLs
  • Education and KOL
  • Clinical evidence and KOL
Speaker

Rishat Gazizov
Vice-President Market Access and Commercial Excellence
Merit Medical Systems, Netherlands

Presentation

Integrated Health Solutions for Hospitals: Where to Play and How to Win?

Related topics: MedTech, Commercial, Capabilities & Effectiveness
Availability: FREE
  • Overview of ‘Solutions’ offerings
  • Performance of integrated health solutions so far
  • Industry-wide learnings and future trends
  • Common Pit-falls and Challenges
  • Overcoming the challenges in implementing ‘solutions’ strategy
Speakers

Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands

Dushyant Gupta
Senior Client Engagement Director
Cetas Healthcare Insights, USA

Presentation

Customer centric business models: from risk sharing models to pay for performance

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: PREMIUM
Speaker

Wim Hermans
President of Global Sales
B Medical Systems, Luxembourg

Presentation

Patient-centric approaches: Designing business models around enhancing the patient experience for your products

Related topics: MedTech, Commercial, Patient-Centricity & Care
Availability: PREMIUM
Speaker

Hans-Peter Frank
Head Integrated Solutions
Vifor Fresenius Medical Care Renal Pharma, Switzerland

Panel Discussion

Panel discussion: Capability development for market access: Which competencies are needed in order to be successful?

Related topics: Pharmaceutical/Biotech, Market Access & HEOR, Capabilities & Effectiveness
Availability: PREMIUM
  • Which skills are required from patient access professionals today and tomorrow? Re-tooling your team to maximise performance.
  • Which new capabilities do payers and HTAs need to develop in order to evaluate and negotiate next generation therapies?
  • How can market access add value to cross-functional teams?
  • Implementing capabilities development programs and trainings.
  • Internal stakeholder perspective on MA capability development: What are the needs and expectations of internal functions?
Panelists

Sune Lindgaard
Head of Section, Health Economics
Amgros, Pharmaceutical Procurement Service for Regional Authorities, Denmark

Adam Plich
Former Vice President, Pricing & Market Access Europe
Teva Specialty Medicines, Netherlands

François Lucas
Principal Consultant
Huron Consulting Group, UK

Michael Ermisch
Specialist, Pharmaceuticals Department
GKV-Spitzenverband, Germany

Frank Cousins
Senior Director
Valid Insight. UK

Panel Discussion

Panel Discussion: Understanding the market access environment today and its impact on value demonstration

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: PREMIUM
  • What do payers want and what is the definition of ‘’value’’?
  • Collaborating with market access teams to deliver the value story.
  • Driving the economic selling cultural change within the organisation.
  • Communicating economic value to different stakeholders within the hospital: Physician, hospital management, finance, technicians.
  • Translating competitive intelligence into strategic implications for decision making.
Panelists

Emily Kim
Group Manager, Hospital Channel Marketing
Intuitive Surgical, USA

Martin Fuhrer
Executive Vice President MosaiQ™ Commercial
Quotient, Switzerland

Harry Liu
Lead in Technology & Population Health
RAND Health, USA

Ernesto M. Nogueira
Managing Director
ValueConnected

Tobias Happel
Global Pricing Manager
Philips Healthcare

Presentation

The user is not just on the front line: Inclusive design in MedTech

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: PREMIUM
  • Inclusive design methods to involve healthcare staff.
  • Case Studies of Inclusive Design to improve economic value of MedTech.
  • Quick methods and tips for application.
Speaker

Jonathan West
Leader, Healthcare Lab
Research Fellow
Royal College of Art, UK

Presentation

Putting the customer life cycle at the heart of innovation

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: PREMIUM
  • Creating customer value: Beyond the product life cycle.
  • Why do some innovations grow and thrive, while others quickly dive or even die?
  • What is the role of the customer in innovation in a fast-changing medtech landscape?
  • How can you create customer value before you even have a product on the market? And how is creating value different from generating revenue?
Speaker

Martin Fuhrer
Executive Vice President MosaiQ™ Commercial
Quotient, Switzerland

Presentation

Systematic Value Generation and Claim Prioritization based on Economic Impact

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: FREE
  • Discover the relevant claim space for your target customer
  • Assess value and regulatory implications for aspired economic claims
  • Building a claim portfolio on differentiating impact before and after product launch
Speakers

Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands

Claus Schaffrath
Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

Presentation

Demonstrating economic value of robotic-assisted surgery

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: PREMIUM
  • Using real-world economic data
  • Determining value drivers by stakeholder
  • Creating messages and tools for cross-functional teams
Speaker

Emily Kim
Group Manager, Hospital Channel Marketing
Intuitive Surgical, USA

Presentation

Emerging value-based MedTech business models

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: PREMIUM
  • What are value drivers for providers and payers?
  • What are emerging provider-oriented business models?
  • What are emerging payer-oriented business models?
  • How can we identify product candidates for risk-based contracts?
  • How should we select a partner and a business model?
Speaker

Harry Liu
Lead in Technology & Population Health
RAND Health, USA

Panel Discussion

Panel Discussion: Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities? Demonstrating digital marketing’s ROI to increase internal buy-in.
  • What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?
  • How can your commercial data lead to digitally-enabled services for customers?
  • Tips & Tricks: Digital lead generation, customer engagement & satisfaction.
Panelists

Meera Gopalakrishnan
Vice President Marketing
Integra LifeSciences, USA

Cristina Crisan Tran
Vice President Global Customer Marketing & Education
Straumann, Switzerland

Antje Plaschke-Schluetter
EMEA Strategy & Market Insights
Abbott Diagnostics, Germany

Presentation

Payer views on digital marketing: What are the benefits for payers and how can they be better engaged?

Related topics: MedTech, Market Access & HEOR, Commercial, Digital & Technology
Availability: PREMIUM
Speaker

Rahul Dubey
Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

Presentation

Strategic Use Of Analytics in Digital Marketing

Related topics: MedTech, Diagnostics, Commercial, Digital & Technology
Availability: PREMIUM
  • Providing ROI
  • Data Driven Marketing
  • Increasing Lead Gen
Speaker

Daire Summerville
Digital Analyst, Global Digital Marketing
Abbott Rapid Diagnostics, Ireland

Presentation

How to prevent customer churn using predictive analytics

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • Customer churn - a cost of doing business
  • Beware of the "silent" customer
  • Big data analytics
  • What's in it for the sales force
Speaker

Cristina Crisan Tran
Vice President Global Customer Marketing & Education
Straumann, Switzerland

Panel Discussion

Panel discussion: Measuring and improving your sales force and distributor success

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Understanding what the key performance metrics are (quantitative and qualitative).
  • How can this improve commercial performance in direct and distributor-driven markets?
  • Implementing a capabilities & performance development plan for your sales force / distributor.
  • How would the next generation sales force look like?
Panelists

Toby Carrington
Senior Vice President - Head of Global Sales Operations
Siemens Healthineers, USA

Richard Svec
Vice President, Interventional Oncology and Spine EMEA
Merit Medical Systems, Slovakia

Julya Zuenkova
Business Development Director
Xstrahl Group, Russia

Presentation

Creating promotional plans for distributors to enhance long-term loyalty

Related topics: MedTech, Commercial
Availability: PREMIUM
  • The relationship with your distributors is a crucial one that is essential to the success of business. For many markets the distributor model is the only one to reach sales targets and profit. But often interactions with distributors is challenging and may be an obstacle on your way to positive business growth.
  • Commercial leaders who plan their promotional activities not only for customers but also for distributors - would gain sustainable growth.
Speaker

Julya Zuenkova
Business Development Director
Xstrahl Group, Russia

Presentation

The EU Medical Device Regulation – what is new for importers and distributors?

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Definition of economic operators in the MDR.
  • Impact of new regulatory requirements on importers and distributors.
  • Working with legal manufacturers.
  • Next steps.
Speaker

Matthias Bürger
Vice President QA/RC EMEA
Zimmer Biomet, Switzerland

Presentation

Setting up a sales force or work with distributors? What and how in established and emerging markets?

Related topics: MedTech, Commercial
Availability: PREMIUM
Speaker

Richard Svec
Vice President, Interventional Oncology and Spine EMEA
Merit Medical Systems, Slovakia

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
  • Empowered buyer teams force Marketing & Sales to step up their game.
  • Marketing can support sales teams to become more solution-centric.
  • Sales teams can go beyond the expected and impact the modern-day buyer.
  • Ceterix, bioMérieux and ARGEN use sales enablement technology to step change Marketing and Sales alignment and grow sales productivity.
Speaker

Ellen Atkinson
Account Executive
Showpad

Presentation

Enabling the sales force of the future: A blend of People, Processes and Technologies

Related topics: MedTech, Commercial
Availability: PREMIUM
  •           A picture of the future of med tech sales & customer engagement.
  •           Building an agile CRM & sales enablement organization.
  •           Connectedness, efficiency and intelligence.
Speaker

Toby Carrington
Senior Vice President - Head of Global Sales Operations
Siemens Healthineers, USA

Panel Discussion

Panel Discussion: Provider’s views on customer-centric approaches: Designing business models around enhancing the economic value for the organisation and patient experience

Related topics: MedTech, Commercial
Availability: PREMIUM
  • What are healthcare providers prioritising when purchasing a new technology?
  • What can contribute to trustful provider / manufacturer relationships?
  • What can the industry do better to implement customer-centric approaches in the future?
  • How can further integration & partnerships with healthcare systems be achieved?
  • Patient-centric approaches: Designing business models around enhancing the patient experience for your products.
Panelists

David Williams
Medical Devices - Clinical Lead, Medical Physics & Clinical Engineering
Nottingham University Hospitals
NHS Trust, UK

Rahul Dubey
Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

Francisco Gonçalves
Executive Board Member
Portuguese Institute of Oncology, Porto

Andrew Davies
Director, Market Access
Association of British HealthTech Industries (ABHI), UK

Silvia Cinnirella
Head of Purchase Department
Humanitas Research Hospital, Italy

Presentation

Opportunities for innovative collaborations with patient-centric hospital care

Related topics: MedTech, Market Access & HEOR, Commercial, Patient-Centricity & Care, Oncology
Availability: PREMIUM
Speaker

Francisco Gonçalves
Executive Board Member
Portuguese Institute of Oncology, Porto

Presentation

Value-Based Procurement: differentiating with Value

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: FREE
  • Moving the perspective from price to cost
  • Quantifying value in procurement
  • Case example: from lower cost to best option
  • Moving forward: role of the industry
Speaker

Ernesto M. Nogueira
Managing Director
ValueConnected

Presentation

USA: Innovative consumer-serving models in practice

Related topics: MedTech, USA, Market Access & HEOR, Commercial
Availability: PREMIUM
Speaker

Rahul Dubey
Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

Presentation

Procurement considerations from a private hospital perspective

Related topics: MedTech, Market Access & HEOR, Commercial, Italy
Availability: PREMIUM
  • What information do hospital managers need before investing in new health technologies?
  • How is ‘’added value’’ viewed & measured by hospitals?
Speaker

Silvia Cinnirella
Head of Purchase Department
Humanitas Research Hospital, Italy

Presentation

Hospital criteria and processes in selecting, tendering and purchasing devices

Related topics: MedTech, UK, Market Access & HEOR, Commercial
Availability: PREMIUM
  • Surgeon training and competency: what is the impact on tendering and procurement of devices?
Speaker

David Williams
Medical Devices - Clinical Lead, Medical Physics & Clinical Engineering
Nottingham University Hospitals
NHS Trust, UK

Presentation

Customer-Centric Business Models: Where to start and How to Deliver?

Related topics: MedTech, Commercial
Availability: FREE
A perspective of the customer insight specialists on developing customer-centric business models
Key areas:
  • Role of Customer Insights in developing customer-centric business models
  • What are the different ways of approaching customer-centric pain points and unmet needs
  • How to distill impactful customer needs from customer wishlist
  • How to develop and validate business models through customer insights 
Speakers

Dushyant Gupta
Senior Client Engagement Director
Cetas Healthcare Insights, USA

Sumit Mehta
Managing Director
Cetas Healthcare Insights, Netherlands

Presentation

How to advance the use of social media in the search for key medical device’s differentiators while assuring robustness and credibility of the value story

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • How forth industrial revolution and the digital health reshapes the healthcare sector.
  • Patient empowerment and its importance for the allocation of scarce healthcare resources.
  • Social media as threat or opportunity for medical devices- examples from other commodities market.
  • How to assess the value of real world data, limitations and opportunities from the perspective of manufacturer of medical devices.
Speaker

Katarzyna Kolasa
Head of Global Market Access
Straub Medical, Switzerland

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
  • Technology disruption: Non-healthcare players entering the market. Impact on our business model?
  • Technology-enabled care delivery: How do data, analytics and machine learning offer opportunities to address emerging payer and provider needs?
  • Reimaging the future state of med tech innovation: What kind of capabilities do we need to capture these new sources of value?
  • The case of diabetes management: Data at the center.
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
  • Understand how to turn the C-Suite into digital advocates 
  • Experience how the first movers in medtech have proven digital technology ROI
  • See how you can use your digital investments to enable better customer experiences for payers and HCPs
  • Explore how digital technology supports a key account strategy
  • Learn how to get it right: start small and scale fast 
Speaker

Lars Meincke
Chief Commercial Officer
Agnitio, Denmark

Presentation

Global convergence in MedTech ethics & compliance

Related topics: MedTech, Commercial, Regulations & Ethics
Availability: PREMIUM
  • How expectations on corporate behavior is changing.
  • How collective action is the best mechanism to affect change.
  • Aligning industry and health system expectations.
Speaker

Andrew Davies
Director, Market Access
Association of British HealthTech Industries (ABHI), UK

Presentation

Digital Health: Shifting the focus of care to patient experience

Related topics: MedTech, Commercial, Patient-Centricity & Care
Availability: PREMIUM
Speaker

Jazz Panchoo
Global Strategy Head, VP, Digital Platforms
Ascensia Diabetes Care, Switzerland

Panel Discussion

Panel Discussion: Market Intelligence & Customer Insights for MedTech

Related topics: MedTech, Commercial
Availability: PREMIUM
  • How are commercial analytics reshaping the future of MedTech? Enabling ”smarter” business models.
  • What lessons can be learned from other industries and how they leverage competitive intelligence capabilities to enhance market research and business effectiveness?
  • The role of commercial big data to facilitate better corporate intelligence to develop a long-term corporate strategy and operational effectiveness.
Panelists

John Bernard
Marketing Director, EMEA
Dexcom, UK

Berit Dahl
Market and Business Insights Manager Europe and Canada
Smith & Nephew, Switzerland

Shane West
VP Client Relations
Cetas Healthcare Insights, Norway

Gilles Lunzenfichter
VP Sales and Marketing
Medisanté 

Presentation

Market data for good decision making: Assessing availability and reliability

Related topics: MedTech, Commercial, IT & Big Data
Availability: PREMIUM
  • Meaningful market segmentation
  • Trustworthiness of market data sources
  • Reality-check in decision making process
Speaker

Berit Dahl
Market and Business Insights Manager Europe and Canada
Smith & Nephew, Switzerland

Presentation

From NPS to an actionable customer centric listening program: A global approach

Related topics: MedTech, Commercial
Availability: FREE
  • Moving beyond NPS
  • Engaging a global team to get local customer insight
  • Maintaining the focus on the customer
  • Driving the global process forward.
  • It’s not just the numbers: Tell the story of the customer
Speakers

Shane West
VP Client Relations
Cetas Healthcare Insights, Norway

Dushyant Gupta
Senior Client Engagement Director
Cetas Healthcare Insights, India

Panel Discussion

Panel Discussion: Multi-channel and digital marketing for MedTech

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success.
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities?
  • What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?
Panelists

John Bernard
Marketing Director, EMEA
Dexcom, UK

Fiona Pattiselanno
Director Marketing Communications, Conventions & Brand EMEA
Medtronic, Switzerland

Jacob From
Commercial Development Director
Essilor, Denmark

Presentation

The future of medical devices is software-defined. So what for healthtech marketing?

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • The IT-industry moved from hardware-centric siloes to software-defined cloud platforms. The same fate for medical devices? 
  • How can product management support the move from connected devices to connected care – delivered as-a-Service (aaS)? 
  • How can caregivers and health authorities make the most of IoT, cloud and connected medical devices while empowering patients? 
Speaker

Gilles Lunzenfichter
VP Sales and Marketing
Medisanté 

Presentation

Marketing development and growth through customer engagement

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Innovative approaches to achieving success in product launch and marketing campaigns for medical devices.
  • How to succeed when white papers and surveys are not enough – without dropping the price.
  • Insight into why co-development and customer engagement is a way to growth.
  • How and when to create success through customer engagement.
  • Understanding customer needs and challenges through codevelopment of marketing materials in product launches and improve credibility and launch success..Using mobile devices to differentiate.
Speaker

Jacob From
Commercial Development Director
Essilor, Denmark

Presentation

Opportunities for digital technologies and services to drive value and access for Medtech

Related topics: MedTech, Commercial, Digital & Technology
Availability: FREE
  • What does the new world of medtech and digital health look like?
  • How can digital technologies and services enhance the value of devices in a meaningful way to payers?
  • How will these innovative solutions be regulated and reimbursed?
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

Explore how new digital technologies enhance your customer interactions and deliver real commercial benefit 

  • Understand how your customers’ needs have changed
  • Learn how digital technology enables you to respond to these new challenges
  • Explore how virtual engagement technologies create new opportunities
  • See real-life examples of how digital solutions have transformed customer relationships
  • Bringing it all together: learn how to use the data to extend commercial opportunities
Speaker

Lars U Diemer
Chief Executive Officer
Agnitio, Denmark

Presentation

Vendor Management Strategies: Understanding how to best integrate external solution providers in your marketing operations model

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Vendor framework.
  • Selection, management, and assessment
  • Long-term partnership, knowledge sharing. and continuous innovation.
Speaker

Fiona Pattiselanno
Director Marketing Communications, Conventions & Brand EMEA
Medtronic, Switzerland

Panel Discussion

Panel Discussion: Best practices for MedTech training and education

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Defining KPIs for the clinical training teams to demonstrate to internal stakeholders the positive impact that these functions are having on key stakeholders and product performance.
  • Utilizing new innovative methods for learning into your sales strategy: (E-Learning, M-Learning, Videos, On-line & Social media)
  • The utilization of simulation based training tools that allow clinical trainers to educate customers on products with handson experience in realistic scenarios.
Panelists

Wim Stoffelen
Director Sales Training and Development
Abbott, Belgium

Kye Kim
Director Commercial Excellence | Restorative Therapies Group EMEA,
Medtronic, Switzerland

Presentation

Connecting sales training – review – sales enablers to truly support strategy to execution

Related topics: MedTech, Commercial
Availability: PREMIUM
Speaker

Kye Kim
Director Commercial Excellence | Restorative Therapies Group EMEA,
Medtronic, Switzerland

Presentation

How is the shift in buying power influencing commercial strategies? Building strategic partnerships with non-clinical buyers

Related topics: MedTech, Commercial
Availability: PREMIUM
  • The shift in the buying power: Understand your position in the buy-sell hierarchy
  • Define the key stake holders and their influence level
  • Understand your personal negotiation style and the one of your customer
  • Develop your health economics and financial knowledge
  • Discover the partnership expectations
  • Finalize a value proposition to the economical buyer
Speaker

Wim Stoffelen
Director Sales Training and Development
Abbott, Belgium

Panel Discussion

Panel Discussion: Innovative approaches to achieving sales force effectiveness for MedTech

Related topics: MedTech, Commercial
Availability: PREMIUM
  • What types of digital technologies are most likely to impact sales force effectiveness in the near future, and how?
  • How to effectively implement customer-centric approaches to your sales strategy?
  • Tips & Tricks: Managing your distributor network when they are under performing.
  • Examples: Effectively working in partnership with distributors to achieve win-win outcomes.
Panelists

Bryn Davies
European General Manager
Syncera, UK

Carl Williams
Head of Operational Excellence, Global Retail
Widex, Switzerland

Perng Chian Chew
Senior Commercial Director
Smith & Nephew, Switzerland

Ana Ivanovic
Senior Global Manager for Channel Development & Analytics, Patient Care and Monitoring Solutions
Philips, Germany

Presentation

How to make sales capability development part of the global commercial excellence strategy?

Related topics: MedTech, Commercial, Capabilities & Effectiveness
Availability: PREMIUM
  • Philips: Capability development and commercial excellence strategy.
  • Maturity assessment: Understanding the capability level of a given sales organization.
  • Global study: Benchmarking sales organizations by capability development maturity and business performance.
  • Moving ahead: Activating influencers and measuring business impact.
Speaker

Ana Ivanovic
Senior Global Manager for Channel Development & Analytics, Patient Care and Monitoring Solutions
Philips, Germany

Presentation

Customer engagement & account management in MedTech: A case study

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Why do we focus on Key Account Management?
  • Key Account Management journey with sales organization
  • Learnings and adaptation of the key account management methodology
Speaker

Perng Chian Chew
Senior Commercial Director
Smith & Nephew, Switzerland

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
  • Empowered buyer teams force Marketing & Sales to step up their game
  • Marketing can support sales teams to become more solution-centric
  • Sales teams can go beyond the expected and impact the modern day buyer
  • Ceterix, bioMérieux and ARGEN use sales enablement technology to step change Marketing and Sales alignment and grow sales productivity.
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
  • Situation before the project start
  • Evaluation process and piloting
  • Implementation approach
  • Outlook for the future
Speaker

Arik Brückner
Commercial Director
Pitcher AG

Presentation

RSM’s: Senior management’s primary lever to drive Sales Force Effectiveness

Related topics: MedTech, Commercial
Availability: PREMIUM
  • Why developing excellence in the RSM function is critical to sales performance
  • What are the key RSM building blocks?
  • How can you accelerate RSM ramp up?
  • Why continuously building commercial capabilities is a non-negotiable?
Speaker

Carl Williams
Head of Operational Excellence, Global Retail
Widex, Switzerland

Presentation

Should we start incentivising sales managers based on profit as opposed to revenue? What happens when you do? A case study

Related topics: MedTech, Commercial
Availability: PREMIUM
Speaker

Bryn Davies
European General Manager
Syncera, UK

Panel Discussion

Panel Discussion: Innovative Business Models for MedTech & Diagnostics

Related topics: MedTech, Commercial
Availability: PREMIUM
Panelists

Frank Bömers
Head of Business Unit Orthotics
Otto Bock Healthcare, Germany

Roland Hilgers
Executive Vice President Global Sales & Business Development
VirtaMed, Switzerland

Florent Amion
Managing Director
Vygon, Spain

Peter Ziese
Head of Sales and Marketing, Senior Vice President
Philips Patient Care and Monitoring Solutions, Germany

Neil Gomes
Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

Mark Taylor
Director, EMEA
Blackdot, UK

Presentation

How to create impact in under-served markets: An eco-system platform approach

Related topics: MedTech, Commercial, Patient-Centricity & Care
Availability: PREMIUM
  • Improving access to quality care in the primary care segment in Africa
  • A journey beyond medical devices and CSR to approach key challenges in a holistic way.
  • The real innovator of the future need to be able to bring an ecosystem together to harvest capabilities and orchestrate efforts around a common goal.
Speaker

Christoph Castellaz
Head of Strategy & New Business Development Community Care Venture Lead
Philips Africa, South Africa

Presentation

How can an effective CSR strategy become your most effective commercial tool?

Related topics: MedTech, Commercial, Regulations & Ethics
Availability: PREMIUM
  • Why CSR is always good for your business?
  • How can you achieve it in an easy and effective way?
  • What is our experience at Vygon Spain and other success stories?
Speaker

Florent Amion
Managing Director
Vygon, Spain

Presentation

Utilization of Virtual Reality Surgical Training Tools

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
  • Understanding the Leverage Potential of VR based surgical simulation.
  • Dimensions of Return on Education.
  • ProfEd Utilization of VR based surgical simulation.
  • ComEd Utilization of VR based surgical simulation.
  • Future Starts Today.
Speaker

Roland Hilgers
Executive Vice President Global Sales & Business Development
VirtaMed, Switzerland

Presentation

Game changing examples of how the use of digitization can potentially change and disrupt current business models in MedTech

Related topics: MedTech, Commercial, Digital & Technology
Availability: PREMIUM
Speaker

Frank Bömers
Head of Business Unit Orthotics
Otto Bock Healthcare, Germany

Presentation

The Digital Future NOW: How we can build a transformative digital future for healthcare today

Related topics: MedTech, Commercial, IT & Big Data, Digital & Technology
Availability: PREMIUM
  • State of the industry: Consumer-oriented digital technologies disrupting healthcare now and into the future.
  • How do we evolve? Key concepts that can help us make the quantum leap into the future faster than other industries.
  • A vision of the future of healthcare.
  • Delivering the future through self-inflicted revolutions of change.
  • Next steps: Let’s go invent tomorrow, today…
Speaker

Neil Gomes
Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

Presentation

Elevating the market access competency to maximize business impact

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: FREE
  • Becoming an integral partner in strategic business decision making
  • Organizing the competency in today’s value-based healthcare (VBHC) environment
  • Case studies
Speaker

Rob Wenthold
Vice President
Boston Healthcare

Presentation

Value-Based Selling: are we there yet?

Related topics: MedTech, Market Access & HEOR, Commercial
Availability: FREE
  • What is Value and how to quantify it?
  • “Doctors love my product, but I still cannot sell it” - an evolving balance of power
  • Do I need Reimbursement? What are the risks?
  • “Your product is too expensive”: fact or misperception?
  • Case example: from “easy-to-use” to “cost-saving”
  • Practical recommendations for Value-Based Sales
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
  • Current and future regulatory environment
  • How is the industry geared to address these changes?
  • What are the constructs of an ideal marketing claims strategy?
  • What are the gold standard practices for marketing claims?
  • How to deal with unsuccessful claims?
Speakers

Sumit Mehta
Managing Director
Cetas Healthcare Insights, Singapore

Claus Schaffrath
Consultant & Founder
Cetas Healthcare & MD squared, The Netherlands

Presentation

Transforming treatment excellence in valuable customer solutions

Related topics: MedTech, Commercial
Availability: PREMIUM
  • How to use internal excellence to overcome market challenges?
  • How develop offers beyond products creating valuable solutions for customers?
  • How to establish a holistic marketing & sales approach and drive implementation and roll-out from a regional perspective?
Speakers

Armin Karch
Vice President South Western Europe
Fresenius Medical Care, Spain

Mark Staiger
Head of Strategic Planning - Product Value Management
Fresenius Medical Care, Germany

Presentation

Transforming to a Customer Centric Go-to- Market Model in Med Tech

Related topics: MedTech, Commercial, Patient-Centricity & Care
Availability: FREE
  • Understanding the shifting buyer universe.
  • Defining the organisation of the future.
  • Key challenges & opportunities when transforming your business around the customer.
  • Outlining different transformation pathways depending on your organisational imperative & operational maturity.
Speakers

Mark Taylor
Director, EMEA
Blackdot, UK

Linton Chalmers
EMEA Practice Lead, Capability & People Advisory
Blackdot, UK

Presentation

New business and commercial models to adapt to a Value Based Healthcare environment

Related topics: MedTech, Commercial
Availability: PREMIUM
  •  Services and Solutions to create value beyond the device
  • Addressing cultural, regulatory and procurement barriers
  • Innovative commercial models to establish long term partnership
  • Go-to-market approach to minimize friction with traditional sales models.
Speaker

Frederic Noel
Vice President Integrated Health Solutions, Europe - Middle East & Africa
Medtronic, Switzerland

Presentation

Servitization in the MedTech industry

Related topics: MedTech, Diagnostics, Commercial
Availability: PREMIUM
  • How after the ‘Big Iron’ also Patient Monitoring and Ventilation solutions move into ‘rental, MES, pay per use’ and finally Pay per outcomes.
  • How Philips moves to delivering outcomes, not products
  • Examples that Philips has developed with customers across the world
  • Barriers and opportunities
Speaker

Peter Ziese
Head of Sales and Marketing, Senior Vice President
Philips Patient Care and Monitoring Solutions, Germany

Panel Discussion

Panel Discussion: Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities? Demonstrating digital marketing’s ROI to increase internal buy-in.
  • What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?
  • How can your commercial data lead to digitally-enabled services for customers?
  • Tips & Tricks: Digital lead generation
Panelists

Tim McGough
VP of Marketing and Sales
Medica Corporation

Klaas Pieter Jimmink
VP Digital Transformation
GN Hearing

Shetal Vyas
Vice President
Marketing, Pentec Health

Presentation

What can the medical device industry learn from the pharmaceutical industry in terms of ethical digital marketing and commercial approaches

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • Targeting specific audiences & tailoring content specifically to each groups’ needs
  • Working in conjunction with HCPs when creating marketing content
  • Measuring performance, impact and ROI of marketing campaigns
Speaker

Shetal Vyas
Vice President, Marketing
Pentec Health

Presentation

Introducing mobile technology into your marketing strategy

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • “Show me” instead of “tell me”: Make an app for that
  • iOS or Android, iPad or iPhone & selecting a developer
  • Using mobile devices to differentiate
  • The social media bug (or plague?!) and how to integrate with mobile device marketing
  • Real examples and success stories
Speaker

Tim McGough
VP of Marketing and Sales
Medica Corporation

Presentation

Medical device digital marketing nirvana: Monetizing patientfacing websites

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
Speaker

Debbie Donovan
Senior Director, Corporate Marketing
EndoGastric Solutions

Presentation

Support customers’ journeys: A discussion of the tools and technologies you need while providing an engaging customer experience

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • Understand what your customers expect (to be inspired, engaged, guided, informed, etc.) to determine how to best meet those needs
  • Evaluate which technologies and employee skillsets will help you meet these needs
  • Move customers along their paths to purchases by providing relevant, engaging information via the channels they prefer
  • Develop a roadmap to launch a program focused on customers’ journeys
Speaker

Klaas Pieter Jimmink
VP Digital Transformation
GN Hearing

Presentation

Successfully marketing your device through a distributor partner

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
Speaker

Joseph Mullally
Vice President of International Sales & Marketing
Vascular Insights, LLC

Presentation

Igniting the distributor engine

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
Speaker

Keith Pelatowski
CEO
1Spot Tech

Panel Discussion

Panel Discussion: Innovative Business Models for MedTech

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • How to implement customer-centric approaches to your future business models?
  • New drivers in MedTech investing and how these dynamics are impacting the future MedTech commercial landscape
  • The market access environment for devices and demonstrating economic value
  • Emerging models in MedTech corporate partnerships
Panelists

Carrie Mulherin
Independent Marketing and Sales Executive

Harry Liu
Lead in Technology
RAND Corporation

John Crombie
President
UpStart Product Development

Brian Holt
Chief Innovation Officer
IPG, USA

Presentation

The next big thing in diagnostics: Advancing product design & uptake with Big Data

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • Delivering proteomic data to physicians, health systems and patients to improve outcomes and the cost of care
  • Overview of SOMA scan technology for quantifying thousands of proteins simultaneously
  • Applying machine learning methods to proteomics and electronic health records to develop algorithms in many disease states
Speaker

Carrie Mulherin
Independent Marketing and Sales Executive

Presentation

The Magic of Innovation

Related topics: MedTech, USA, Commercial
Availability: PREMIUM

Magic is the exploitation and transformation of a shared world-view manipulated to achieve astonishing results. Innovation is also the exploitation and transformation of a shared world view seeking to achieve astonishing results. Magic and innovation both are the intersection of expected norms and unexpected outcomes. Done successfully, they share a development process that systematically dissects customer expectations into individual elements that can be evaluated and manipulated to exceed targeted norms and expectations. Experience how an understanding of the creation of magic illusions can be used to stimulate novel approaches to new product development. Yes, you will learn magic!

Speaker

John Crombie
President
UpStart Product Development

Presentation

The power of culture and its impact on sales effectiveness

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
Speaker

Steve Davis
Vice President of Sales
Vascular Insights, LLC

Presentation

The End of Sexy: Medical device innovation in the value-based world

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • Device innovation has historically focused on improving performance with little regard to cost
  • The shift in reimbursement from volume to value means that future innovation has to prioritize prudent over spectacular
  • To win in this environment, companies will need to reorient R&D investment, increase the sophistication of their clinical development programs and integrate their products with services into comprehensive solutions
Speaker

Harry Liu
Lead in Technology
RAND Corporation

Presentation

Preparing commercial teams to demonstrate value, not features

Related topics: MedTech, USA, Commercial
Availability: FREE
  • More professional purchasers and decision makers need a different approach
  • Why price is not the priority for providers (even though it seems so)
  • Developing the value message: Quantifying benefits
  • Roadmap to preparing commercial teams to use value to justify price
  • Best practices from real case studies
Speaker

Ernesto M. Nogueira
Managing Director
ValueConnected

Panel Discussion

Panel Discussion: The future of the MedTech commercial landscape

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • What do payers consider as important future trends to impact healthcare in the US?
  • Medical technology convergence: How can payers, health systems and the industry work more effectively together for enhanced patient outcomes?
  • Internet of Medical Things (IoMT): What impact will it have on the future of healthcare?
  • How novel diagnostics are changing the health care value proposition
Panelists

James R. Mault, M.D., F.A.C.S.
Senior Vice President and Chief Medical Officer
Qualcomm Life

Janet McCauley
Senior Medical Director
Blue Cross Blue Shield of North Carolina

Harry Liu
Lead in Technology
RAND Corporation

Neil Gomes
Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

Carrie Mulherin
Independent Marketing and Sales Executive

Presentation

The Digital Future NOW: How we can build a transformative digital future for healthcare today

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
  • State of the industry: Consumer-oriented digital technologies disrupting healthcare now and into the future
  • How do we evolve? Key concepts that can help us make the quantum leap into the future faster than other industries
  • A vision of the future of healthcare
  • Delivering the future through self-inflicted revolutions of change
  • Next steps: Let’s go invent tomorrow, today…
Speaker

Neil Gomes
Chief Digital Officer and Senior Vice President for Technology Innovation and Consumer Experience
Thomas Jefferson University and Jefferson Health System, USA

Presentation

Future of MedTech and the Internet of Medical Things

Related topics: MedTech, USA, Commercial
Availability: PREMIUM
Speaker

James R. Mault, M.D., F.A.C.S.
Senior Vice President and Chief Medical Officer
Qualcomm Life

Panel Discussion

Panel Discussion: MedTech industry perspectives on value demonstration with payers, procurers & customers

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
  • How successful is industry in communicating Health economic benefits to Payers & how receptive are they to these forms of evidence?
  • Linking health economic benefits to the tendering process: How can manufacturers make their products stand out in a competitive acquisition process?
  • What level of clinical evidence is sufficient to achieve access for different device types & life cycles?
  • How does the industry want customers to prioritize innovative products to enhance clinical standards?
  • How can industry ensure distributors are effectively utilizing the“value proposition” in the field?
Panelists

DeChane Dorsey
Vice President, Payment and Health Care Delivery Policy
AdvaMed

Van Crocker
President of Healthgen Outcomes
Aetna

Philip Macdonald
Vice President, Healthcare Economics, Policy & Reimbursement
EndoGastric Solutions

Rob Wenthold
Vice President
Boston Healthcare Associates

Brian Holt
Chief Innovation Officer
IPG, USA

Presentation

Medical device market coverage hurdles: From CPT code application to market coverage

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
  • CPT Editorial Panel requirements for Category I code
  • Post-code acceptance coverage concerns and hurdles
    • Medicare Contract Administrators (MACs)
    • Commercials
    • Fair Trial Opportunities
    • Blue Cross Blue Shield Association’s Evidence Street
Speaker

Philip Macdonald
Vice President, Healthcare Economics, Policy & Reimbursement
EndoGastric Solutions

Presentation

Embedding market access into the mergers & acquisitions process

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
  • Market access supporting key value processes
  • The mergers & acquisitions process
  • Key issues examined during due diligence
  • Anonymised case studies
Speaker

Rob Wenthold
Vice President
Boston Healthcare Associates

Presentation

Implications of health care reform and new payment models for the medical device value proposition and strategies for gaining market access

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
  • Overview of new payments models
  • Changes in decision-making process for product purchasers/payers
  • Strategies for gaining market access within new payment models
  • Future directions, implications of new administration
Speaker

Maren Fustgaard
Vice President, Health Economics and Reimbursement
ImpediMed

Presentation

Adding value to hospitals through genome sequencing in the clinical setting: Are your business models ready?

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
  • MPseq and its applications to the clinical setting: What is the impact of this platform in real life?
  • Whole genome sequencing platform to provide comprehensive diagnostic value with high specificity, sensitivity, and costeffectiveness
Speaker

George Vasmatzis
Director, Biomarker Discovery Program
Mayo Clinic

Presentation

AdvaMed perspective: Few thoughts on MedTech value demonstration, reimbursement and pricing

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
Speaker

DeChane Dorsey
Vice President, Payment and Health Care Delivery Policy
AdvaMed

Panel Discussion

Panel Discussion: Payer & provider perspectives on MedTech value demonstration and reimbursement processes

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
  • Innovative reimbursement models & outcome-based reimbursement feasibility for devices: How far are payers & customers from making this the normal practice?
  • Decision making regarding high-cost capital equipment (i.e. imaging technology) as well as surgical implants & in-vitro diagnostics
  • Linking health economic benefits to the tendering process: How can manufacturers make their products stand out in a competitive acquisition process?
  • Aligning regulatory requirements with the economic evidence needs of payers
  • What access opportunities exist for smaller & medium sized MedTech manufacturers & how willing are payers to work with them
Panelists

Soeren Mattke
Managing Director
RAND Corporation

Eric Steager
Director - Corporate Development & Innovation Managing Director, Strategic Innovation Portfolio
Independence Blue Cross

DeChane Dorsey
Vice President, Payment and Health Care Delivery Policy
AdvaMed

Thomas S.Campanella
Director of HealthCare MBA & Professor of Health Economics, Baldwin Wallace University
Of-Counsel for Baker Hostetler, LLP

Sarah Adelman
Vice President
New Jersey Association of Health Plans

Michele de Guise
Director of Health Services and Technology Assessment
INESSS, Canada

Janet McCauley
Senior Medical Director
Blue Cross Blue Shield of North Carolina

Brian Holt
Chief Innovation Officer
IPG, USA

Presentation

Health plan’s perspective on direct and indirect implications of the health care reform

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
Speaker

Sarah Adelman
Vice President
New Jersey Association of Health Plans

Presentation

Assessing the impact of changing public and patient expectations, socio-demographic changes, disease patterns and advancements in scientific knowledge have on the medical device sector

Related topics: MedTech, USA, Market Access & HEOR
Availability: PREMIUM
Speaker

Michele de Guise
Director of Health Services and Technology Assessment
INESSS, Canada

Presentation

Moving beyond the Milkman Model in MedTech

Related topics:
Availability: PREMIUM
  • Launch of BCG’s second global benchmarking study.
  • Status of fixing the commercial model.
  • Emerging new business models.
Speakers

Andrea Miotto
Principal, Global Expert in MedTech Commercial
Boston Consulting Group, Switzerland

Goetz Gerecke
Partner and Managing Director
Boston Consulting Group, Switzerland

Panel Discussion

Panel Discussion: Best practices for physician training & education for medical devices

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • Defining KPIs for the clinical training teams to demonstrate to internal stakeholders the positive impact that these functions are having on key stakeholders and product performance.
  • Coordinating the training of customers with commercial and other cross-functional teams.
  • Utilising new innovative methods for learning into your marketing strategy: (E-Learning, M-Learning, Videos, On-line & Social media).
Panelists

Carrie Shales
Director of Training and Development
CardioDx, USA

David Williams
Medical Devices Clinical Lead 
Nottingham University Hospitals, UK

Cynthia Lenahan
Director of Technical Training, Global HR Organizational Learning & Performance
Edwards Lifesciences, USA

Stephan Malter
Senior Application Expert
Siemens, Germany

Presentation

Effective marketing of clinical training and education

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • Expanding the definition of effective marketing of clinical training and education.
  • Building a culture of quality.
  • Nature of service.
  • Marketing challenges, positioning, relationships, target market selection & bridging gaps.
  • Taking responsibility.
  • Critical links.
Speaker

Salome Snyders
Associate Director Education EMEAI
Volcano Europe, Belgium

Presentation

Building the One Surgeon, One Patient Training and Education Solution, creating real solutions for surgeons in the delivery of personalised care and education

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • Evolution of educational environment.
  • Deliver best-in-class physician training and education at their convenience.
  • Leadership in global education.
Speaker

Scott Druhot
Director, Global Training and Education Strategy and Services
Biomet, USA

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
  • Ground breaking technology from Harvard Medical School.
  • Used by life science sales teams and healthcare professionals.
  • Extend retention of complex processes and facts from weeks to years.
  • Mobile and social gaming methods to drive adoption and motivation.
  • Maximise return on investment in product training.
     
Speaker

Louella Morton
VP International Sales & General Manager
Qstream

Presentation

The challenges of medical devices training for healthcare staff

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • The use of technology in healthcare and the challenges this brings.
  • Why should competency-based training and assessment be made the priority?
  • Complexities of safely introducing medical devices into a large healthcare facility.
  • Responsibilities (expectations, requirements?) of the manufacturer/ supplier.
  • Key principles for ensuring a robust and safe training programme.
Speaker

David Williams
Medical Devices Clinical Lead
Nottingham University Hospitals, UK

Presentation

What technical and clinical training and education do doctors need and how can we offer this to them?

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • Understanding the medical device regulatory landscape and requirements.
  • Understanding operational excellence in global supply chain.
  • Understanding the impact of healthcare reform in the US and global markets.
  • Best practices and concepts for medical device product innovation and collaboration with engineers.
Speaker

Cynthia Lenahan
Director of Technical Training, Global HR –Organizational Learning & Performance
Edwards Lifesciences, USA

Panel Discussion

Panel Discussion: Traditional vs Novel marketing techniques & tools

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What digital and multi-channel approaches are effective in improving customer engagement and commercial success?
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI?
  • What are the new potential channels, medical device companies could explore and possibly take advantage of when designing multi-channel marketing strategies?
  • What legal marketing/promotional boundaries exist for device companies when communicating products in Europe.
Panelists

Haider Alleg
VP Marketing & Consulting Services
Kainjoo Consulting, Switzerland

Andrew Jones
Vice President International Sales & Marketing
Stanmore Implants, UK

Christian Lindknud
Business Manager, eBusiness & Strategic Initiatives
Fujirebio, Belgium

Presentation

Medium-sized company perspective: Strategies to compete in the international marketplace

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What can smaller companies do to compete with global market leaders?
  • Product differentiation through offering value-added services: How? What?
  • Evolving the corporate culture and values to become more customer-focused, rather than product-focused.
  • Providing value-added training & education.
  • Incorporating customer feedback and needs into rapid product development.
Speaker

Daniel Berdat
Vice President, International Sales & Marketing
Exactech Inc., USA

Presentation

Why we have (really) embraced Marketing Automation: Case study

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  • Doing more, differently (and better?) worldwide with smaller marketing teams.
  • Aligning marketing and sales around optimal lead management.
  • Why we chose the Marketing Automation platform we did.
  • How we faced the legal challenges of personal privacy and legal constraints.
  • How we built up to being ready for Marketing Automation.
  • Other valuable lessons learned.
     
Speaker

Christian Lindknud
Business Manager, eBusiness & Strategic Initiatives
Fujirebio, Belgium

Presentation

How to expand rapidly and maintain company growth

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
Speaker

Andrew Jones
Vice President International Sales & Marketing
Stanmore Implants, UK

Presentation

Case study: How Medtronic overcame the need for innovation in digital marketing space to reach customers

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  • Overview of the use of online research tools to create a userfriendly web service to engage customers. The delivery strategy to ensure project success and how many goals were achieved..
  • Highlighting the initiatives that currently work well in the device sector and how different they are from the pharmaceutical industry.
Speaker

Haider Alleg
VP Marketing & Consulting Services
Kainjoo Consulting, Switzerland

Presentation

New approach to marketing strategies design to achieve a more effective consumer orientation

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Patients are changing and becoming consumers and they have different expectations than patients.
  • “New” marketing disciplines and requirements for the right setup/ operations/systems and digital marketing, social media, online presence, dialogue programs is part of the new reality.
  • Need to hire new type of candidates with a different skill set.
Speaker

Michael Davidsen
Director of Marketing & Commercial Operations
Biomet, Denmark
 

Panel Discussion

Panel Discussion: Strategies to increase sales via direct & indirect channels

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What can the medical device industry learn from the pharma industry in SFE?
  • Innovative approaches to achieving sales force effectiveness for medical devices with various/conflicting stakeholder needs.
  • What are the key performance metrics (quantitative and qualitative) to demonstrate commercial performance your organisation is using and why?
  • Managing your distributor network when they are under performing.
Panelists

Linus Norrbom
International Sales Director
Aerocrine AB, Sweden

Matthias Brumm 
CEO
Meyra GmbH., Germany

Karina Lutter
Manager International Sales & Marketing
OPED GmbH, Germany

Presentation

Distributor relations & a patient education case study on capital goods and treatment

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Training & clinical specialist management.
Speaker

Monika Ranta
Vice President Sales & Marketing
Valon Lasers Oy, Finland

Presentation

Strategic development of an international sales & distribution network for innovative products

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Establishing a German market leading sports medicine & trauma device manufacturer in international markets.
  • Strategic considerations and operational decisions to expand into other markets.
  • Key selection criteria for markets and distributors: Lessons learnt.
  • Future requirements to products & services and consequences for the distribution networks.
Speaker

Karina Lutter
Manager International Sales & Marketing
OPED GmbH, Germany

Presentation

Accelerating sales with sales driven marketing

Related topics: MedTech, Commercial
Availability: FREE

In today’s digital age, marketers can use marketing automation and analytics technology enabling them to be hyper-relevant to the customer via online channels. But what happens when the customer schedules a call or meeting with your sales team? How do you know whether or not your content performs well during this offline phase of the customer journey? Learn how to grow your business by supporting your sales and indirect channels with sales driven marketing.

Speaker

Pieterjan Bouten
Chief Executive Officer
Showpad, Belgium

Presentation

Gamification and mobile reinforcement: How science from Harvard Medical School is driving a new approach to sales enablement

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  • Ground breaking technology from Harvard Medical School.
  • Help your sales teams remember detailed medical and technical information.
  • Mobile and social gamification approaches to drive adoption and motivation.
  • Extend sales team knowledge retention from weeks to years.
  • Maximise your return on investment in sales and product training.
Speaker

Louella Morton
VP International Sales & General Manager
Qstream

Presentation

From an indirect to a direct sales force network in the foot and ankle business

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Motivations and challenges of this strategic change.
  • Reasons behind the “Go Direct” approach.
  • Implementation of this change.
  • First results: The tool to measure the success.
Speaker

Nicolas Mourioux
National Sales Manager Extremity Reconstruction
INTEGRA, France

Presentation

Commercial excellence in medical device sales

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Customer approach: Segmentation & business model.
  • Smart pricing: Quick wins to increase the bottom line.
  • Sales force capabilities: How to be successful in the future?
Speaker

Matthias Brumm
CEO
Meyra GmbH., Germany

Panel Discussion

Panel Discussion: Tools & Strategies to help you gain commercial excellence for your medical products.

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What channels exist for communicating with customers to understand their needs?
  • What shape will the future customer-centric business models have?
  • What opportunities exist for SME device companies to offer “solutions” to hospitals.
Panelists

Jacob Flindt
CEO
Medarkive, UK

Francis White
EU General Manager
AliveCor, UK

Gaurav Mishra
Vice President Global Sales
Otto Bock Healthcare

Gary Lancaster
Regional Marketing Director – Knee
DePuy Synthes (Johnson & Johnson), UK

Richard Svec
Senior Marketing Director, EMEA
Merit Medical Systems, Slovakia

Presentation

Systematic reviews and meta-analyses as health care decision instruments: Methodological issues.

Related topics: MedTech, Europe, Market Access & HEOR, Commercial
Availability: PREMIUM
  • Introducing the concept of meta-analysis and it’s underlying methods.
  • The current role of the Cochrane Collaboration, and the importance of systematic reviews for all stakeholders (i.e., patients, payers, producers, and policy makers).
Speaker

Dirk Stengel
Head Centre for Clinical Research
Charité Hospital Berlin, Germany

Presentation

H2020 - Funding opportunities for SMEs in H2020

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • The new SME instrument.
  • Financial instruments.
  • Fast track to innovation.
  • The Innovative Medicine Initiative.
Speaker

Antoine Mialhe 
Policy officer
European Commission - Research & Innovation Health Directorate, Belgium

Presentation

Leveraging big data to achieve patient insights & ROI

Related topics: MedTech, Commercial, IT & Big Data, Global (non-specific)
Availability: PREMIUM
  • Market transition from print to digital.
  • Learning best practices in real-time.
  • How to ensure valuable content marketing is being consumed?
  • Basing content on proven consumption habits.
  • How to reach the right users in the digital sphere.
Speaker

Jacob Flindt
CEO
Medarkive, UK

Presentation

The do’s and don’ts of distributor selection & management & why would a distributor pick you?

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What is the “ideal” distributor and do they exist?
  • Essential expectations and contractual requirements that reduce risk and maintain flexibility.
  • Motivating your partner and providing training and support for the long-term.
  • What should be done if the partner under performs?
Speaker

Linus Norrbom
International Sales Director
Aerocrine AB, Sweden

Presentation

Roadmap to market access: Demonstrating value to purchasers

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: FREE
  • Analysis of the real case of a global medical device companythat launched an innovative device to prevent seriouscomplications of a disease and was facing significant market barriers across Europe.
  • In spite of the product’s clinical benefits, commercial teams couldnot quantify the value of the product to purchasers and decisionmakers.
  • The solution came with the development of a process positioningthe best product evidence to directly address the clinical andeconomic needs of stakeholders.
  • Commercial teams were able to quickly demonstrate and quantifyvalue, helping hospitals and clinics to understand the costs and benefits of adopting the medical innovation.
Speaker

Ernesto M. Nogueira 
Managing Director
ValueConnected, Netherlands

Presentation

Balancing the approach to different stakeholders within a hospital: Where to focus today?

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Is the decision making power really shifting from clinical to commercial functions?
  • Is the responsibility for the patient following these changes?
  • How to achieve a win-win situation with different functions.
  • Meeting customer needs or driving them?
  • The magic word “partnership”.
  • Is the approach different for solo hospitals vs. buying group?
Speaker

Richard Svec 
Senior Marketing Director, EMEA
Merit Medical Systems, Slovakia

Presentation

Challenges of dealing with self-pay patients: Different global perspectives on self-pay and out of pocket payments

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: PREMIUM
  • The emerging situation of self-pay and out of pocket expenses in the US, compared with Europe, the Middle East and Asia.
  • What can be learnt from experiences and how reimbursement culture is important in terms of getting patient acceptance to cover for out of pocket payments in reimbursement led markets?
  • How we can drive the patients to accept out of pocket payments?
Speaker

Gaurav Mishra 
Vice President Global Sales
Otto Bock Healthcare

Presentation

Re-engineering the medical device business model to serve tomorrow’s health system

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • How has the healthcare system and medical device market changed forever?
  • What do today’s clinical and non-clinical stakeholders really need and are we in a position to offer this to them?
  • An extensive mentality shift and culture change is required but how can this be done in practice?
  • Rethinking corporate governance, processes, policies, systems, clinical and economic evidence, pricing, service offering, SOPs to be prepared to deliver more value to customers.
  • “Innovation” is required in terms of technology, but also in terms of customer solutions: What needs to be done?
Speaker

Gary Lancaster 
Regional Marketing Director – Knee
DePuy Synthes - Joint Reconstruction (Johnson & Johnson), UK

Presentation

Revolution by Stealth: It always seems obvious looking back

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Brief rundown of Silicon Valley’s new healthcare “bubble”.
  • Is MedTech immune from technological disruption?
  • Why listening to the voice of the customer can be fatal.
  • Who exactly is the customer and what then is customer centric?
  • Patient as King? What about the Doctor?
  • Who gets paid when AI does the diagnosis?
  • Freemium, advertising and other dirty words.
Speaker

Francis White
EU General Manager
AliveCor, UK

Presentation

Strategies to become a value-added partner to health systems

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What paradigm change is required to address current market challenges within healthcare?
  • How can manufacturers be seen as a partner to hospitals vs. just a “supplier?”
  • Satisfying customer need: Selling services & solutions to deliver better outcomes at lower cost.
  • Improving efficiency within hospitals and maximizing value for patients.
Speaker

Satschin Bansal
Business Unit Director EMEA, Hospital Services & Solutions
Zimmer, Switzerland

Panel Discussion

What impact will the explosion in wearable and biosensors technologies have on the MedTech commercial landscape?

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  • Leveraging digital technology to achieve patient-centric outcomes & inform product development.
  • Transition from sick-care to health-care and the technology convergence enabling this change.
  • Technological and strategic approaches enabling the use of consumer & patient data in R&D.
Panelists

Arne Faisst
CEO
anfass Life Technologies AG, Switzerland
 

Rogier Keemink
Technical Product Manager
dacadoo, Switzerland

Ivana Schnur
Co-founder, CMO
Sense.ly, UK

Adam Yeung
Analytics Manager, Marketing Diabetes Care - Europe and EMA
BD, Switzerland

Igor Menghini
Director Market Intelligence
Roche Sequencing, UK

Presentation

Use of digital technology in MedTech

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  • Overview of digital technology (AI, smart decision systems, Voice technology, mobile phone, big data, IoT, social media
  • What can digital technology solve and what it can’t.
  • Use of digital tech in:
    • Marketing
    • Customer service
    • Patient engagement
    • Patient data gathering
    • Education
    • Training
  • Case study: Adjunct to medical device, customer support, patient education & ancillary clinical services.
Speaker

Ivana Schnur
​Co-founder, CMO
Sense.ly, UK

Presentation

Leverage the value of health & wellness data from wearables and wellness platforms for MedTech

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM

Most MedTech players recommend lifestyle changes to their patients on their
websites, once they went through their therapy, but they don’t actually offer anything
to patients despite the fact that there are many wellness platforms or wearables
solutions which might help facilitate the lifestyle change. Most often they write: “Talk
to your primary physician to support you in this effort”. First, we will look at the
dynamics of the digitalisation of the healthcare industry and the impact of wearable
and wellness data in this process. Then we’ll look at what kind of data is most often
obtained through these wellness solutions and what results can be achieved.

Speaker

Rogier Keemink
Technical Product Manager
dacadoo, Switzerland

Presentation

Case study: Connected home care project

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
Speaker

Arne Faisst
CEO
anfass Life Technologies AG, Switzerland

Panel Discussion

Panel Discussion: Next-generation competitive intelligence for medical devices

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • How are commercial analytics reshaping the future of MedTech?: Enabling ”smarter” business models.
  • What lessons can be learned from other industries and how they leverage competitive intelligence capabilities to enhance market research and business effectiveness?
  • The role of commercial big data to facilitate better corporate intelligence to develop a long-term corporate strategy and operational effectiveness.
Panelists

Loon Lee
Senior Pricing Manager 
Philips Healthcare, Germany

Adam Yeung
Analytics Manager, Marketing Diabetes Care - Europe and EMA
BD, Switzerland

Igor Menghini
Director Market Intelligence
Roche Sequencing, UK

Patrick Bach
Vice President, Consumer Engagement
Atos Medical, Sweden

Presentation

Driving value to both our patients & HCPs through the direct-to-consumer strategy/approach and consumer insight generation

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: PREMIUM
Speaker

Patrick Bach
Vice President, Consumer Engagement
Atos Medical, Sweden

Presentation

From data to insights: Intelligence in the digital era

Related topics: MedTech, Market Access & HEOR, Commercial, IT & Big Data, Global (non-specific)
Availability: PREMIUM
  • Introduction to the topic.
  • Internal drivers for new/alternative intel sources.
  • Examples & case studies.
    • Twitter for conferences intel.
    • Blog mining for competitive intel.
    • Job boards mining for strategic intel.
  • Integrating new and traditional intel sources.
Speaker

Igor Menghini
Director Market Intelligence
Roche Sequencing, UK

Presentation

Bridging data science, engineering, and the business: How to deliver insights that make a difference

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: PREMIUM
  • Before vs now: The paradigm shift in data and analytics.
  • High-level roadmap: Data to insights to action.
    • Data: Access, qualifiers, joins.
    • Insight: Pockets of value & using leverage and automation to achieve this.
    • Actions: Predictions and communication.
  • Caveats: Re-routing and one-size-fits-none.
  • What’s in it for me?
Speaker

Adam Yeung
Analytics Manager, Marketing Diabetes Care - Europe and EMA
BD, Switzerland

Presentation

How can Competitive Intelligence bring excitement to the sales force?

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Introduction of the competitive program at Philips and key learnings.
  • Key elements to an effective competitive program and creating excitement in the network.
  • Understanding and showing the ROI of CI in your organisation.
  • Ideas for tools and ways to gear up sales for their daily battles.
  • Discussion on the role of CI in the collaborative journey with sales.
Speaker

Loon Lee
Senior Pricing Manager,
​Philips Healthcare, Germany

Presentation

Driving value in market intelligence and customer insights initiatives

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: PREMIUM
  • An overview of research techniques to gain insights.
  • When NOT to use external vendors.
  • How to ask the right questions.
  • How to bring insights back into the business.
Speaker

Sumit Mehta
Managing Director
Cetas Healthcare Insights

Panel Discussion

Physician training & engagement: Offering customers added-value through learning & facilitating engagement

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • Defining KPIs for the clinical training teams to demonstrate to internal stakeholders the positive impact that these functions are having on key stakeholders and product performance.
  • Which innovative technology-enabled learning methods are most likely to impact how will physician training be conducted in future?
  • What impact will AR and VR have on future training initiatives?
  • How is the medical affairs function facilitating commercial success within a modern MedTech company?
Panelists

Jean Paul Menneguerre
VP Sales & Marketing Acute & Apheresis
B. Braun, Switzerland

Salome Snyders
Director Education and Marketing Enablement
Volcano Europe, Belgium

Carrie Berg Shales
Director of Education and Training
iRhythm Technologies, USA

David Wagner
Clinical Affairs Manager
Cook Medical, USA

Presentation

Adding value to the device portfolio through hands-on training

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • Using a proprietary hands-on 3D training model to improve the learning curve for advanced endoscopic techniques.
  • Improve trainee proficiency and confidence in essential techniques using portfolio products.
  • Build the foundation of long-term engagement by investing early in advanced fellowship training.
Speaker

David Wagner
Clinical Affairs Manager
Cook Medical, USA

Presentation

Enhancing training of customers for long-term product engagement

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
  • Review an outline and features of training programs that keep customers interested in your company, and your product.
  • ​Example format for a program successfully implemented at multiple companies.
  • Keys to long term product engagement.
Speaker

Carrie Berg Shales
Director of Education and Training
iRhythm Technologies, USA

Presentation

Physician training & engagement: Facilitating a long-term customer base through constant interaction

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
Speaker

Salome Snyders
Director Education and Marketing Enablement
Volcano Europe, Belgium

Presentation

Training physicians on innovation and medical device operations within the regulatory product lifecycle

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial, Global (non-specific)
Availability: PREMIUM
Speaker

Cynthia Lenahan
Director of Technical Training, Global HR – Organizational Learning & Performance
Edwards Lifesciences, USA

Presentation

Delivering basic training on products to optimise utilisation and designing your strategy toward clinical education where it is needed across the world

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
Speaker

Kevin Appareti
Senior Director, Global Medical Science Liaison, Chief Medical Office, Key Thought Leadership Program 
Royal Philips

Presentation

Utilising new innovative methods for learning into your marketing strategy: E-Learning, M-Learning, videos, online & social media

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
Speaker

Jean Paul Menneguerre
VP Sales & Marketing Acute & Apheresis
B. Braun, Switzerland

Panel Discussion

Panel Discussion: Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  •  What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities?
  •  Demonstrating digital marketing’s ROI to increase internal buy-in.
  •  What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?
  •  How can your commercial data lead to digitally-enabled services for customers?
  •  Tips & Tricks: Digital lead generation.
Panelists

Sandrine Le Thomas
Senior Director, Global Digital Marketing
Alere, Belgium

Susan Willig
Director, Global Brand Management and Marketing
Edwards Lifesciences, USA

Christian Lindknud
Senior Global Business Manager, eBusiness and Strategic Initiatives
Fujirebio Europe, Belgium

Alex Mari
Global Director of Digital Marketing
Sonova, Switzerland

Presentation

Social B2B selling: Practical ideas for helping your sales people utilise LinkedIn to their advantage

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM

A recent IBM study showed that 75% of B2B decision makers and 84% of
C-level and VP executives use social media to inform their decisions, and a lead
developed via social media is 7 times more likely to close. In this session, learn
practical ideas to help sales teams relate to and engage more intelligently with
buyers and enable them to build stronger relationships online.

Speaker

Peter Alexander
Director of Digital Marketing and Sales Enablement
iRhythm Technologies, Inc., USA

Presentation

Social media & community development: Case study

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  •  Community building for better results.
  •  Tactics for nurturing a community.
  •  Know your personality and embrace it.
  •  Know your strengths and weaknesses.
Speaker

Ben Hodgson
Senior Marketing Manager, Digital Marketing & Copywriting
MED-EL, Austria

Presentation

The Agile Digital (Marketing) Department

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM

This presentation will discuss how to build an agile digital department that drives
marketing transformation and how to leverage digital marketing technologies
to drive efficiency and build one-to-one relationships with consumers and B2B
customers. Increasing consumer intimacy and enabling consumers to connect
with one another while, internally, breaking down silos to gain a 360° view of
the consumer and align brand experience priorities across departments.

Speaker

Alex Mari
Global Director of Digital Marketing
Sonova, Switzerland

Presentation

Placing digital in the heart of your organisation: A case study

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  •  Convert! The quest for demonstrating the true value of digital marketing.
  •  Lessons learned about company branding in a multichannel digital setup.
  •  Does marketing automation (really) make sales and marketing work hand-in-hand?
  •  Mobile sales enablement, when traditional marketing meets digital.
  •  Think global, act regional: A pragmatic digital company transformation.
  •  Where will it end? Things we should do but probably never will.
Speaker

Christian Lindknud
Senior Global Business Manager, eBusiness and Strategic Initiatives
Fujirebio Europe, Belgium

Presentation

New potential channels medical device companies could explore, and possibly take advantage of, when designing multi-channel marketing strategies.

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
Speakers

Susan Willig
Director, Global Brand Management and Marketing
Edwards Lifesciences, USA

Nikolas Rizos
European Digital Marketing Lead
Edwards Lifesciences, France

Presentation

Support customers’ journeys: A discussion of the tools and technologies you need while providing an engaging customer experience:

Related topics: MedTech, Commercial, Global (non-specific), Patient-Centricity & Care, Digital & Technology
Availability: PREMIUM
  •  Understand what your customers expect (To be inspired,engaged, guided, informed, etc.) to determine how to best meet those needs.
  •  Evaluate which technologies and employee skillsets will help you meet these needs.
  •  Move customers along their paths to purchases by providing relevant, engaging information via the channels they prefer.
  •  Develop a roadmap to launch a program focused on customers’ journeys.
Speaker

Klaas Pieter Jimmink 
Founder & CEO
Digital Transformations, USA

Presentation

The journey to digital lead generation and customer engagement

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  •  Create a digital centre of excellence in charge of strategy, governance & capacity building.
  • Adopt an agile learning cycle based on piloting, reporting, deploying.
  •  Main lessons learned:
    •  Customer-centricity.
    •  Road to content marketing.
Speaker

Sandrine Le Thomas 
Senior Director, Global Digital Marketing
Alere, Belgium

Presentation

Interactive Workshop: TRUST: Trust as a most important value in business

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  •  How to incorporate trust in the daily business.
  •  Why has the value “trust” have the highest importance but poor application?
  •  ”Who requires performance must give meaning?”
  •  The importance of company values for successful sales and company development.
  • Why very often the best resolutions, decisions and therefore necessary actions don’t help to turn the rudder in the right direction to create a trustful atmosphere/culture in your team or company.
  •  How to motivate your team members to the highest sustainable performance.
Speaker

Dejan Steinberg
Sales Director SC Europe
Elekta Limited, Austria

Panel Discussion

Panel Discussion: Innovative approaches to achieving sales force & distributor effectiveness for medical devices

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What types of digital technologies are most likely to impact sales force effectiveness in the near future, and how?
  •  What to look out for when working within procurement processes of Purchasing Groups to deliver appropriate pricing and support value?
  • Tips & Tricks: Managing your distributor network when they are under performing.
  •  Examples: Effectively working in partnership with distributors to achieve win-win outcomes.
Panelists

Juergen Kelch
Senior Director Commercial Operations Acute Care Therapies (EMEA)
Getinge Group, Germany

Harald Kraushaar
Executive Vice President, Head of Sales & Marketing
Volpi Group, Switzerland

Cynthia Lenahan
Director of Technical Training, Global HR – Organizational Learning & Performance
Edwards Lifesciences, USA

Reinhold Haberl
Senior Director Indirect Channel Development
Philips Healthcare, Netherlands

Presentation

Working with indirect channel partners in “a cooperative ecosystem”

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  •  Clear selection criteria with roles and responsibilities.
  •  Joint business planning and mutual target setting.
  •  Clear and simple contracting.
  •  Seamless information sharing.
  •  Monitoring performance and shared development plans.
Speaker

Reinhold Haberl
Senior Director Indirect Channel Development
Philips Healthcare, 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
  •  Promotion response modelling for ROI on sales calls to derive optimal size.
  •  Territory alignment based on Potential Index and Workload Index.
  •  Incentive design for salesforce based on fairness, motivation and financial risk.
Speaker

Sumit Mehta
Managing Director
Cetas Healthcare Insights

Presentation

Talent management for medical device commercial roles

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Changing compensation & benefits approaches.
  •  Continuous development & retooling of your sales teams.
  •  Identifying future leaders & development plans for sales specialists (non-leaders).
Speaker

Cynthia Lenahan
Director of Technical Training, Global HR – Organizational Learning & Performance
Edwards Lifesciences, USA

Presentation

Strategies for establishing your company as partner for in-vitro diagnostics companies

Related topics: MedTech, Diagnostics, Commercial
Availability: PREMIUM
  • How to develop from supplier to long-term partner.
  • Key requirements and pitfalls to avoid.
  • Value-based sales strategies.
Speaker

Harald Kraushaar 
​Executive Vice President, Head of Sales & Marketing
Volpi Group, Switzerland

Presentation

Innovative approaches to achieving commercial success for medical devices with various/conflicting stakeholder needs

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  •  Involvement of all stakeholders in the process.
  •  What are potential conflicting interests?
  •  Evidence (economical + clinical).
  •  Innovative/creative approaches (using industry examples).
  •  Managing expectations (budget, cost, timelines).
  •  Key learnings.
Speaker

Frank Bömers 
Head of Business Unit Orthotics
Otto Bock Healthcare GmbH, Germany

Presentation

Best practices: Achieving sales force effectiveness for medical devices

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
Speaker

Juergen Kelch
Senior Director Commercial Operations Acute Care Therapies (EMEA)
Getinge Group, Germany

Panel Discussion

Panel Discussion: Innovative approaches to achieving commercial excellence & customer satisfaction for medical devices

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  •  How can further integration & partnerships with healthcare systems be achieved?
  •  What impact will digital transformation have on future business models in MedTech?
  •  How commercial analytics are reshaping the future of MedTech: Enabling an enhanced business model?
  •  Patient-centric approaches: Designing business models around enhancing the patient experience for your products.
  •  Patient engagement: Where and how does this fit into your commercial strategy?
Panelists

Johannes Rosenberger
Sr. Vice President Global Customer Excellence
Siemens, Germany

Paulina Rath 
Director Sales Excellence and Organizational Capability Building Patient Care & Monitoring Solutions
Philips Healthcare, Netherlands

Amir Szold 
Medical Director and Senior Partner 
Assia Medical
Chairman, Technology Committee, Executive Board Member 
EAES -European Society for Endoscopic Surgery, Israel

Federico Montechiaro
Business Manager Europe | CRHF Cardiac Service Solutions
Medtronic, Switzerland

Lorena Toda
General Director 
Vifor Fresenius Medical Care renal Pharma Ltd., Spain

Presentation

Capturing the best of both MedTech & Pharma to deliver innovative solutions for patients: A new business model

Related topics: Pharmaceutical/Biotech, MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Integrating Pharma and MedTech into one unique company: A joint venture on the market that is unique and delivering high-value solutions to nephrology patients VFMCRP ( Vifor Fresenius Medical Care renal Pharma).
  •  Strategies to deliver highest value to main stakeholders, such as:
    •  Educating healthcare professionals.
    •  Working to improve patient lives via PCP (Patient-centric programme) for renal patients.
    •  Improving engagement with payers.
Speaker

Lorena Toda 
General Director
Vifor Fresenius Medical Care renal Pharma Ltd., Spain

Presentation

Improving commercial effectiveness at scale: A Boston Scientific case study

Related topics: MedTech, Commercial, Global (non-specific)
Availability: FREE
  •  Identifying commercial learning challenges.
  •  Shifting middle performers.
  •  Implementing solutions to support continuous commercial learning at scale.
  •  The path to continued commercial effectiveness.
Speakers

Jay Bratcher 
Training Manager, New Cardio, Europe 
Boston Scientific, UK

Michael Quann
Director Strategic Account
Qstream, Ireland

Presentation

Death of surgery: Physician’s perspective on the rapidly changing healthcare environment

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
Speaker

Amir Szold 
Medical Director and Senior Partner
Assia Medical
Chairman, Technology Committee, Executive Board Member 
EAES - European Society for Endoscopic Surgery, Israel

Presentation

Digital technology opportunities in musculoskeletal healthcare

Related topics: MedTech, Commercial, Global (non-specific), Digital & Technology
Availability: PREMIUM
  • What it takes to transform a pure product supplier to a value-added partner.
  • Innovation beyond implants: Emerging needs from healthcare professionals, hospital management and patients.
  • Connected Health: Digital technology opportunities across the patient care continuum.
  • Examples:

- Patient Education 4.0. - Physiotherapy 4.0.
- OR Efficiency 4.0. - Medical Education 4.0.

  • Challenges in implementing digital technologies in hospitals and ways to overcome.
Speaker

Satschin Bansal 
Senior Director Connected Health EMEA & Asia-Pac
Zimmer Biomet, Switzerland

Presentation

How reimbursement/funding drive sales and adoption for medical technologies?

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: FREE
  • Overview of the main reimbursement systems in Europe.
  • Price: The main barrier for medical technology.
  • When is it (really) necessary to apply for reimbursement?
  • Demonstrating value to access healthcare payment pathways.
  • Moving ahead: The new EU perspective on medical innovations.
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

Prioritising and targeting the best business opportunities is crucial for medical device
companies to create an optimal offering strategy while controlling and minimising
discounting. Therefore it is critical for global pricing, commercial and marketing
leaders to standardise their price configuration, quotes and tender processes with
best practices. This approach will lead to new business and optimal deal structures,
resulting in higher revenues and margins.

Speaker

James Robinson
Director Industry Solutions
ModelN, Switzerland

Presentation

Novel solutions and business models in the cardiac device field: Enhancing efficiency and quality of care, while generating new revenue streams and driving core business differentiation/growth

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  •  Why the need to shift from the “device technology business” to the “services and solutions business”.
  •  How to plan, design and implement disruptive solutions and new business lines within a large corporation.
  • What: FocusOnTM, a case study.
Speaker

Federico Montechiaro 
Business Manager Europe | CRHF Cardiac Service Solutions
Medtronic, Switzerland

Presentation

Integrated health solutions as a services & solutions business focused on creating long-term partnerships with HCPs and health systems to deliver value-based healthcare

Related topics: MedTech, Market Access & HEOR, Commercial, Global (non-specific)
Availability: PREMIUM
  • Why we launched this business?
  • What we offer?
  • What has our experience been?
Speaker

Nitin Somani 
Director Integrated Health Solutions 
Medtronic, Switzerland

Presentation

Creating value and business impact with sales excellence

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
Speakers

Paulina Rath 
Director Sales Excellence and Organizational Capability Building Patient Care & Monitoring Solutions 
Philips Healthcare, Netherlands

Mark Taylor
Executive Director EMEA
Blackdot, UK

Presentation

Value creation-based segmentation and pricing in the industry, illustrated in a case study

Related topics: MedTech, Europe, Market Access & HEOR, Commercial
Availability: PREMIUM
Speaker

Johannes Rosenberger
​Sr. Vice President Global Customer Excellence
Siemens, Germany

Panel Discussion

Next generation competitive intelligence for medical devices

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • What are the main intelligence information sources, technical possibilities how can a ROI and competitive advantage be achieved?
  • The role of commercial big data to facilitate better corporate Intelligence to develop a long term corporate strategy and operational effectiveness.
  • How are commercial analytics reshaping the future of MedTech?: Enabling ”smarter” business models.
  • What lessons can be learned from other industries and how they leverage next generation competitive intelligence capabilities to enhance market research and business effectiveness?
  • Leveraging digital technology to gain insights to achieve for patient centric outcomes & develop superior products.
  • Developing powerful social media analytics to measure true sales and marketing impact for your devices.
Panelists

Joni Kettunen
CEO, Co-Founder
Firstbeat Technologies Ltd, Finland

Bradley Morgan
VP, Business Development
POC Medical Systems, USA

Matthias Brumm
President & CEO
Meyra Gmbh., Germany

Federico Montechiaro
Marketing Manager Europe, CRHF-Cardiac Service Solutions
Medtronic International, Switzerland

Presentation

Novel services, patient engagement tools, and innovative business models in the medical device industry: Challenges and opportunities

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • From devices to services and solutions: The role of services to satisfy the changing needs of healthcare.
  • Are medical device manufacturers equipped for delivering services through new business models?
  • Patient engagement: How patient empowerment can increase HCP efficiency and improve clinical outcomes: Evidence from the literature and real-world examples.
Speaker

Federico Montechiaro
Marketing Manager Europe, CRHF-Cardiac Service Solutions
Medtronic International, Switzerland

Presentation

What impact will the explosion in wearable and biosensors technologies have on med-tech commercial landscape?

Related topics: MedTech, Europe, Commercial, Digital & Technology
Availability: PREMIUM
  • Preventive health care services, the role of sensor accuracy and need of advanced analytics to put the lifestyle health engaging devices into practice, discussing both the consumer use and health care use of devices.
  • How demand of physiology-based products have changed in the last decade. Examples from wearables, preventive health and professional sports.
  • What are the hurdles for wider adoption of products in wearables, preventive health and professional sports segments?
Speaker

Joni Kettunen
CEO, Co-Founder
Firstbeat Technologies Ltd, Finland

Presentation

Reaping the benefits of early customer engagement and proactive customer education programs

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
  • How does the market intelligence & business insights fit into the integrated go-to-market system?
  • How does a robust data and analytics governance support a company’s strategic decision-making process?
  • What are the key factors for a successful data and analytics governance and process?
Speaker

Perng Chian Chew
Director Strategic Planning, Europe & Canada
Smith & Nephew, Switzerland

Panel Discussion

Physician training & engagement: Offering customers added-value through learning & facilitating engagement

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Clinical education of the physician/surgeon as the key role in ensuring healthcare professionals are able to effectively utilize advanced medical technologies, thus ensuring the greatest possible outcome.
  • Enhancing training of in-house and outsourced commercial teams to more effectively engage customers and provide value-add: Developing successful clinical and product trainers.
  • Utilising new innovative methods for learning into your marketing strategy: E-learning, m-learning, videos, on-line & social media.
  • Defining KPIs for the clinical training teams to demonstrate to internal stakeholders the positive impact that these functions are having on key stakeholders and product performance
Panelists

Yannis Angelis
Global Marketing Communication Director and Digital Learning Consultant,
Fresenius Kabi, Germany

Aurelie Michoulier
Group Manager Extremity Reconstruction Europe, Middle East, Africa, Integra LifeSciences, France

Louella Morton
VP International Sales & General Manager
Qstream

Tamilla Musaeva
Leading Scientific Affair and Education Expert
3M, Russia

Denise Cafarelli Dees
Learning & Development Manager EMEA
Cochlear, Belgium

Presentation

Understanding KOL and stakeholder information needs and managing them /engagement /communication

Related topics: MedTech, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
  • Why do we communicate with opinion leaders?
  • KOL development strategy.
  • KOL involvement approach.
  • Supporting KOLs in conducting clinical trials and writing articles.
Speaker

Tamilla Musaeva
Leading Scientific Affair and Education Expert
3M, Russia

Presentation

Physician training & engagement: Engaging a customer base over the long-term through constant interaction

Related topics: MedTech, Europe, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
  • Physician education programmes presentation.
  • How to stimulate interaction during international training and get attendees engaged before, during and after the meeting?
  • Training follow-up: From ROI to communication.
Speaker

Aurelie Michoulier
Group Manager Extremity Reconstruction Europe, Middle East, Africa, Integra LifeSciences, France

Presentation

A T.I.P. for you: Training Innovation in Practice in the medical devices area

Related topics: MedTech, Europe, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM

In an extremely busy and cost sensitive corporate world, establishing the right learning strategies is of strategic important for the organisations. Digitalising our learning activities, we may provoke change and probably raise resistance.

  • How could we effectively deal with medical devices learning challenges like combining or even shifting from ”hands-on” oriented training to a more digital one?
  • How a unique e-learning development method increased learners’ engagement and excitement to optimum and in parallel, reduced travel costs almost to zero.
  • Wisdom gained from a case
Speaker

Yannis Angelis
Global Marketing Communication Director and Digital Learning Consultant,
Fresenius Kabi, Germany

Presentation

Physician training segmentation: Identifying the need, developing content most appropriate for skill-set level

Related topics: MedTech, Europe, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
  • Educational continuum for fellows training (didactic, hands-on).
  • KOL mapping & engagement.
  • Global symposia planning & cross-functional collaboration.
Speaker

Christine Prinzivalli
Director, Medical Education Peripheral Interventions
Boston Scientific, USA

Presentation

Reaping the benefits of early customer engagement and proactive customer education programs

Related topics: MedTech, Europe, Medical Affairs & Stakeholder Engagement, Commercial
Availability: PREMIUM
  • Greater understanding of new products and innovations in clinical practice.
  • Stronger customer relationships.
  • Continuous improvement in outcomes and quality standards of clinical care.
  • Expanded clinical capabilities and more comprehensive case management.
Speaker

Denise Cafarelli Dees
Learning & Development Manager EMEA
Cochlear, Belgium

Panel Discussion

Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success.

Related topics: MedTech, Europe, Germany, Commercial
Availability: PREMIUM
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities? Demonstrating digital marketing’s ROI to increase internal buy-in.
  • What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?
  • How can your commercial data lead to digitally-enabled services for customers?
  • Social media analytics to measure true sales and marketing impact for your devices: No longer something to ignore?
  • Measuring & achieving ROI from innovative vs classical marketing tools & channels.
Panelists

Martijn Hartjes
Head of Global Product Marketing MRI
Philips Health Systems, Netherlands

Carsten Schomburg
Marketing Excellence Director, Smith & Nephew,
Germany

Nikolas Rizos
European Digital Marketing Lead,
Edwards Lifesciences, Switzerland

Presentation

The “Open-Door-Day” at a medical device manufacturer as a multifunctional sales tool

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • How to skip customers’ advertising blindness and increase product awareness.
  • How to develop customers’ loyalty and to help them feel like part of the company.
  • How to increase cross selling and decrease cost-pressure?
  • How rumour marketing, storytelling and guerilla marketing can improve sales performance.
  • Guidelines on how to start the ODD-programme at your manufacturing site and whom to involve
Speaker

Julya Zuenkova
Head of Municipal Radiology Department
Research & Practical Center of Radiology Moscow, Russia

Presentation

Lead generation in vision care (case study): Driving online traffic to a retail store

Related topics: MedTech, Europe, Commercial, Digital & Technology
Availability: PREMIUM
  • Consumer and client user experience journey and CRM strategy.
  • Digital media segmentation strategy and content relevance.
  • Online platform expansion and social media integration.
  • Key learnings.
Speaker

Caroline Vervloed
Senior Brand Manager and Online Marketing Manager Vision Care, Alcon, Iberia, Spain

Presentation

Utilising interactive storytelling to engage with your audience

Related topics: MedTech, Europe, Commercial, Digital & Technology
Availability: PREMIUM
  • Interactive content is not the future, it is now. The importance of a two-way dialogue with your audience.
  • The true power of stories: Turning current patients into advocates and connecting with future patients.
  • Healthcare is not the exception: Today’s patients are more informed than ever, which means we must engage with them in ways in which they are already communicating.
Speaker

Alexandria Coe
Marketing Communication Multimedia Manager
LDR Spine, USA

Presentation

Utilising digital and multi-channel marketing approaches to increase customer engagement and commercial success: Tools, tactics, content strategy and storytelling.

Related topics: MedTech, Europe, Commercial, Digital & Technology
Availability: PREMIUM
  • Marketing tool box and ‘Why opt for Digital?’.
  • Targeting together: Challenges when changing clinical practice.
  • Filling the funnel: Drilling down on the digital tool box.
  • Marketing Automation: Why and what it is.
  • Content Types/ Pathways, feeding bite size content, letting the story unfold.
  • KPIs for measuring commercial effectiveness.
  • Real-life examples & website tips
Speaker

Nikolas Rizos
European Digital Marketing Lead,
Edwards Lifesciences, Switzerland

Presentation

Value-based hospital marketing strategy: How to tailor a customer-centric marketing initiative

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • What is “value” for customers and how can it be delivered?
  • Who is the most important person in the healthcare system?
  • What really matters? The reason behind and how to offer an integrated marketing solution that makes a difference.
  • Case studies: Solutions for current challenges in the (German) healthcare system.
Speaker

Carsten Schomburg
Marketing Excellence Director, Smith & Nephew,
Germany

Presentation

Demonstrating digital marketing’s value to increase internal buy-in

Related topics: MedTech, Europe, Commercial, Digital & Technology
Availability: PREMIUM
  • Reshape your company’s mindset to one that incorporate digital marketing.
  • Learn best practices for integrating digital with traditional channels to ease your way into digital central campaigns.
  • Highlight digital’s true ROI beyond the “cool factor” and achieving ROI.
Speaker

Klaas Pieter Jimmink
CEO
Digital Transformations, USA

Panel Discussion

Innovative approaches to achieving sales force & distributor effectiveness for medical devices

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • Understanding what are the key performance metrics (quantitative and qualitative) to achieve commercial performance in direct and distributor-driven markets?
  • Working within procurement processes of Purchasing Groups to deliver appropriate pricing and support value?
  • Understanding customer needs to deliver “turnkey” solutions and become a partner, not just a supplier to your customers.
  • Effectively working in partnership with distributors to achieve win-win performance improvements.
Panelists

Matthias Brumm
President & CEO, Meyra Gmbh., Germany

Louella Morton
VP, International Sales & General Manager, Qstream

Joseph Mullally
Vice President of International Sales & Marketing
Vascular Insights, LLC, USA

Richard Zeissig
Director of International Sales, Waldemar Link, Germany

Keith Pelatowski
Vice President and General Manager International
RT I Surgical, USA

Jay Bratcher
Commercial Capability Manager Cardiology, Europe
Boston Scientific, UK

Presentation

Dealing with the purchasing departments of groups of hospitals to deliver adapted pricing and appropriate services

Related topics: MedTech, Europe, Market Access & HEOR, Commercial
Availability: PREMIUM
  • The increasing weight of the group of hospitals throughout Europe: What is the expected evolution?
  • The purchasing department expectations: An opportunity for better and sustainable sales.
  • An example of a new specific offer in the foot and ankle business: “Surgery package example”.
Speaker

Nicolas Mourioux
National Sales Manager, France Extremity Reconstruction
Integra LifeSciences, France

Presentation

Establish differentiated key account management through dynamic collaboration and unified coordination

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • Mapping the buyer/decision-maker journey to identify “moments that matter”.
  • Use data to understand key decision points and more effectively plan account-related activities.
  • Execute a coordinated approach by aligning
Speaker

Jon Brooks
Vice President, Strategic Accounts, Prolifiq, UK

Presentation

What digital and multi-channel sales approaches are effective in improving customer engagement and commercial success?

Related topics: MedTech, Europe, Commercial, Digital & Technology
Availability: PREMIUM
  • Why digital is important to sales.
  • Targeting and balancing sales contacts.
  • Filling the funnel for sales: Delivering high quality, qualified leads.
  • Marketing automation: Why and what it is.
  • Marketing automation: Specifically how to benefit sales by moving leads through the buying process and account support.
  • KPIs for measuring commercial performance.
Speakers

Susan Willig
Director, Global Brand Management and Marketing
Edwards Lifesciences, USA

Colin Hart
Sales Director Europe, Edwards Lifesciences, UK

Presentation

Moving your middle sales performers

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • What makes a great medical rep, and how do you move your average performers in this direction?
  • What role does brain science and gamification play in this?
  • Use of mobile reinforcement and sales analytics to optimise frontline manager coaching.
Speaker

Louella Morton
VP, International Sales & General Manager, Qstream

Presentation

Developing key emerging markets through effective distributor networks

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
Speaker

Keith Pelatowski
Vice President and General Manager International
RT I Surgical, USA

Presentation

International direct sales model: Taking distributors and subsidiaries out of the equation

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • A profitable solution to commoditised markets with extremely low transfer price requests?
  • What is required to directly invoice hospitals across national borders at end user prices?
  • How to handle logistics, taxes, customs, service and sales management.
  • Adapting existing sales structure and achieving a win-win scenario.
Speaker

Richard Zeissig
Director of International Sales, Waldemar Link, Germany

Presentation

Harnessing the power of partnership

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • Why sell through distribution?
  • Finding the “right” partner.
  • Motivating your partner to invest.
  • Managing your partner.
Speaker

Joseph Mullally
Vice President of International Sales & Marketing
Vascular Insights, LLC, USA

Presentation

Six key buyer trends reshaping MedTech selling & pricing

Related topics: MedTech, Europe, Market Access & HEOR, Commercial
Availability: FREE

The MedTech industry is at an inflection point. Healthcare providers at every level are professionalising their procurement and creating tectonic shifts in their demands on your pricing, sales, and tendering and contracting operations. While the industry appears to be aware of these shifts and what the impacts will be, many MedTech companies are struggling to identify and prioritise the changes they need to make to stay ahead of these trends without sacrificing revenue or growth.

Speaker

Peter Zimmermann
Director Customer Success Europe
Model N, Switzerland

Presentation

Sales force effectiveness and KPIs in commercial performance

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • Definition of effectiveness in sales force.
  • General remarks on Go-to-Market models (direct / indirect):
    Criteria of choice.
  • The ideal sales force structure.
  • How to guide and monitor sales forces: (Cockpit / KPIs.)
Speaker

Matthias Brumm
President & CEO, Meyra Gmbh., Germany

Panel Discussion

Innovative approaches to achieving commercial excellence & customer satisfaction for medical devices

Related topics: MedTech, Commercial, Global (non-specific)
Availability: PREMIUM
  • How commercial analytics are reshaping the future of MedTech: Enabling enhanced business models.
  • Patient-centric approaches: Designing business models around enhancing the patient experience for your products.
  • Understanding what are the key performance metrics (quantitative and qualitative) to demonstrate improved commercial performance.
  • Developing evidence and demonstrating value through health economic and improved outcomes: How can this be achieved on limited budgets?
Panelists

Perry van Rijsingen
Independent Expert, Former Senior Vice president
and CEO, Philips Corporate Venturing Business “Healthcare Incubator”, Netherlands

Grady Davis
Senior Marketing Director
Medtronic, USA

Martijn Hartjes
Head of Global Product Marketing MRI
Philips Health Systems, Netherlands

Bradley Morgan
VP, Business Development, POC Medical Systems, USA

Robert Rauscher
Vice President Western Canada, Medec, Canada

Presentation

Innovative approaches to achieving commercial success for medical devices with various/conflicting stakeholder needs

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
  • Adding real value: Capturing and translating enhanced patient experiences back into value for the Payer/Purchaser.
Speaker

Arne Faisst
CEO, Anfass Life Technologies AG, Switzerland

Presentation

Patient-centric approaches: Designing medical devices to help transfer complex treatments from hospital to the patient’s home

Related topics: MedTech, Europe, Commercial, Patient-Centricity & Care
Availability: PREMIUM
  • Case study: How a co-development business model combined with novel digitally controlled microfluidic technology makes for a win-win framework for both pharmaceutical and users (from HCP to patients).
  • Co-developed electronically enabled medical devices as effective tools to bring new cost-effective solutions, provide faster timeto- market alternatives to liquid reformulation and reduce overall medical costs.
Speaker

Christophe Dehan
VP, Business Development, EVEON, France

Presentation

Connected but distributed health care systems

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM

With the demographics changing quiet substantially worldwide due to transportation and the migratory workforce, there is a need for developing a more distributed but connected healthcare system. People need access to their health care information on the click of a button. Today’s technology using Wi-Fi enables such integration. We will explore how POC is enabling the same with its disruptive technology, the
Pandora CDx which is basically a lab-in-a-box.

Speaker

Bradley Morgan
VP, Business Development, POC Medical Systems, USA

Presentation

Defining & evidencing value (for money) of health technologies in health systems: What is industry’s role & response?

Related topics: MedTech, Europe, Market Access & HEOR, Commercial
Availability: PREMIUM

Increasing budgetary pressures across all health systems is causing downward pressures on operational and capital budgets across all program areas. Centralised procurement has been positioned as a major player in reducing costs and generating savings, which has transformed the selling world of the medical technology companies to a transactional, commodity based process. The call for “value for money” has rung out loud from health systems and health systems’ procurement but scratching the surface of this concept reveals that most systems are not able to define, implement, measure or harvest “value”. Now, there is also the growing demand for “risk-sharing agreements.” The question at hand is “is the medical technology industry prepared to meet these challenges?”.

Speaker

Robert Rauscher
Vice President Western Canada, Medec, Canada

Presentation

Developing a commercial model based on value

Related topics: MedTech, Europe, Market Access & HEOR, Commercial
Availability: FREE
  • Early stage or product launch: When is the right moment to focus on value?
  • Identifying the key value propositions to drive the market.
  • Building the relevant economic data to support value claims.
  • Case example: From feature-centric to value-based model
Speaker

Ernesto M. Nogueira
Managing Director
ValueConnected, Netherlands

Presentation

Effectively adapting to the new commercial landscape: Becoming a long-term, strategic, value adding partner

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM
Speaker

Martijn Hartjes
Head of Global Product Marketing MRI
Philips Health Systems, Netherlands

Presentation

Leveraging the value proposition canvas for upstream product planning

Related topics: MedTech, Europe, Commercial
Availability: PREMIUM

Global medical device companies are challenged with a rapidly changing global healthcare industry. Value based healthcare will demand new product innovation from industry that is centered on quantifiable value to the healthcare system. To collect and understand voice of customer (VOC), medical device companies can benefit from the use of more traditional consumer value capture tools. Current industry VOC tools employ various analytical techniques that can be overly complicated and miss the true consumer value they are intended to uncover. Upstream teams need a simpler, cheaper, easier yet reliable way to meet the new value based healthcare needs. This presentation will focus on the use of the value proposition canvas (VPC) as an effective value-centric approach; leading to targeted innovations that provide true healthcare customer value. You will be introduced to the VPC framework and healthcare industry related case studies.

Speaker

Grady Davis
Senior Marketing Director
Medtronic, USA