july 25 2012 | 5 more medical device strategies doomed to fail in 2012

Download July 25 2012 | 5 more medical device strategies doomed to fail in 2012

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Listen to TIGI's Gunter Wessels and Charlie Johnson, in this timely and information-packed webinar.You can expect to learn: A review of the first 5 device strategies that are failing Five more strategies that are doomed to fail in 2012-2013 Practical implications for leaders, managers, and salespeople.

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TIGI 2012 All rights reserved

5 Medical Device Strategies Doomed to Fail in 2012

Gunter Wessels, Ph.D., MBAPartner, Practice Principal, Total Innovation Group, Inc.

gunter@mytigi.net@gunterwessels

Charlie Johnson, M.Ed., B.S.Consultant, Leadership Practice Principal,

Total Innovation Group, Inc.charlie@mytigi.net

www.tigi.net

More>

July 25, 2012

TIGI 2012 All rights reserved

Sluggish growth

Market Share Decline

Price/Margin Erosion

Commoditization

Diminished profitability

Failure Defined

TIGI 2012 All rights reserved

Pricing Confidentiality Agreements

Additional Salespeople

Geographic Market Assignment

Appeal to Physician Preference

Feature-Advantage-Benefit Sales and Marketing

The First Big 5

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TIGI 2012 All rights reserved

5 More Strategies That Will Fail

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Add Features and Launch Now

Go-Big - Win Big

Get KOLs - Trickle Down

Bet on Past Performers

Drive Activity - Skip Training

TIGI 2012 All rights reserved

Focus: New Product Features and Advancements

Add Features & Launch Now1

TIGI 2012 All rights reserved

Problem: Solutions are more contingent on customer capabilities than more of the same advances in resolution, speed, accuracy.

Care delivery is evolving Workflow remains a challenge Automation is critical Disruptive innovations can win...but more

closely matched solutions are key

TIGI 2012 All rights reserved

Add Features & Launch Now RemedyDemonstrate the value of your solutions and claim the realization of your benefits.

Clinical Capability Enhancement Operational Efficiency Improvement Financial Performance in Cost Reduction and

Liability Avoidance

SM

TIGI 2012 All rights reserved

Focus: The Largest Customers or Potential Customers

Go Big - Win Big2

TIGI 2012 All rights reserved

Problem One: The healthcare market is growing and declining at different rates in different spaces.

Source: Medpac 2011 based on 2009 Discharge and Facility Count Data

28%

24%

3%9%

4%2%

3%

27%

Critical Access Hospitals1290 Facilities

3.8% of DischargesLarge Urban1310 Facilities

45% of Discharges

Other Urban1092 Facilities

38% of Discharges

Rural Referral124 Facilities

4% of Discharges

Sole Community394 Facilities

6% of Discharges

Medicare Dependent

195 Facilities6% of Discharges

Rural