How Is Value Based Selling Reshaping Medical Device Innovation?

The effects of value based selling.

Medical Device Sales InnovationsA paradigm shift in the industry is reshaping the direction of medical device innovation. The industry is changing how it sells equipment to physicians and hospitals.

“We’re going to be judged based on value,” says Dr. Joseph Iannotti, chairman of the Orthopedic and Rheumatology Institute at the Cleveland Clinic.

An article on the Plastics News website explains that innovators of medical devices must answer complex questions concerning the value that the technology brings to the market.

It’s no longer just about getting market share. Now, it’s about value-based selling. The focus must be on where the technology fits in and how it will make a difference for patients.

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