Medical device sales: Why GPOs rule the med-tech world - it's the data, stupid

Wed, 07/25/2012 - 2:34pm
Mass Device

Can medical device companies adapt their sales models in time for the analytics revolution? A quick look at the data GPOs are collecting and how they'll change the paradigm for the med-tech space.


There's ample evidence to suggest that the tip of the medical device industry's spear is losing its point., along with our channel partners at the Endovascular Forum, recently conducted a poll of endovascular specialists about the influence of medical device company sales reps on their decisions to use a specific device. The results were a bit stark, if you're in medical device sales.

Of 56 respondents, only 14% said sales reps "had a strong influence" on their decision to use a medical device. More than 85% said that it either depends on the sales rep or that sales reps had a "minimal impact" on their decision.


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