Selling on Clinical AND Economic Value

November 6, 2012 | Blog | 0 comments

About a year ago (January 2012) I wrote a blog post on how medical device messaging is rapidly changing. Whereas manufacturers previously focused on the clinical value of their products, sildenafil they now must offer up a “blended voice” that communicates both the clinical and economic value to address the needs of today’s cash-strapped healthcare facilities.

I am hearing more and more about this issue from both MedTech clients and others in the industry. See the blog post featured in today’s¬†MassDevice Weekly Round-Up entitled “Death of a (MedTech) Salesman.”

Stay tuned for an article by Microline Surgical Chairman and CEO Dr. Jean-Luc Boulnois on this and other issues facing MedTech companies, particularly start-ups, today. It is currently in development and will be published in the new year.

Kara L. Nadeau

Founder and President of KLN Communications, Inc.