​Surgical robots are in high demand, which will only grow in the future. According to Markets and Markets, the surgical robotics market will grow from $3.9 billion in 2018 to $6.5 billion by 2023. These are not new machines, entirely, but their sophistication and precision has been advancing steadily for years, and the market is starting to react. So, what’s driving this growth, and what does it mean for healthcare?

​Almost every patient will, at some point, require a physician referral, typically from a primary care doctor. Much of the time, patients aren’t provided options. Referrals are made based on a number of factors, the most significant one being who is in their healthcare system. That’s not true all the time, especially in rural areas where specialists are hard to find. But how do doctor referrals work? And why does it matter to you, a supplier or provider to the healthcare industry? Let’s explore these questions.

As the world’s population continues to age, the demand for acute care hospitals will only increase. According to the latest Centers for Medicare and Medicaid Services (CMS) Hospital Compare List, there are approximately 4,749 acute care hospitals in the U.S. The majority of those hospitals, according to the Agency for Healthcare Research and Quality (AHRQ)—almost 70%--are part of a healthcare system. This trend may make these facilities an even more significant factor in how populations are treated. Their critical role isn’t expected to diminish and is part of the broader ecosystem of primary care and public health measures.

Welcome back to Conversations With Carevoyance, a series dedicated to highlighting healthcare and MedTech vendors, thought leaders, and innovators across the healthcare industry. Today, we’re chatting with Dr. Dan Ladizinsky of Suturegard.

Founded in 2017, Suturegard is a medical technology solutions company with a primary product that allows surgeons to close wounds more quickly and easily with fewer sutures and in such a way that reduces or removes the need for skin grafts and reduces damage to skin.

When your Medtech company is marketing or making a sales pitch to a hospital, should you be talking to the chief administrative officer (CAO), the chief clinical officer (CCO), the chief information officer (CIO) — or all three? 
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This list of hospital executive positions and a brief explanation of the roles and responsibilities of hospital leadership can give you a better idea of who needs to know about your Medtech system or products, which relationships are worth the investment of time to build, and who needs to be at the table when it’s time for a decision. 

As a MedTech marketing or sales professional, you probably devote a great deal of your time qualifying prospects. Undoubtedly, some of the criteria you use are the size of the medical provider and adequate budget to afford your MedTech system. So, when you build your list, why not start at the top?

Here is a list of some of the largest medical providers by region in the U.S. These health systems and organizations span a broad “medical providers” definition that includes both for-profit and non-profit offering hospital, primary, and specialty care. 

​As a marketing professional, you can manage the basics, probably in your sleep. You develop ideal buyer personas, identify your target market, segment your list, and run efficiently executed campaigns. When you strategize on how to market to medical professionals, however, you need to keep additional things in mind to do your job effectively. 
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Physicians and medical professionals, more than most prospects in other vertical markets, have extremely demanding schedules, are ultra-focused on their work, and operate as part of complex organizations. They’re also inundated daily with messages, email, reports — and marketing material. Successfully learning how to market to medical professionals takes building marketing strategies that include these seven characteristics to help your campaigns rise above the noise.

​Data gives us the ability to base our decisions on facts rather than conjecture. For physicians and other healthcare practitioners, data is crucial to determining the best course of treatment and executing care plans. For hospital executives, data carries similar importance. They use data to help them make informed decisions with the financial health of their organizations hanging in the balance. 

Hospital financial metrics — essentially, key performance indicators (KPIs) for healthcare businesses — give healthcare execs much-needed visibility into their organizations, reveal areas that need improvement, and show how their organizations are performing compared to competitors or the industry as a whole. 

Medtech companies or other suppliers that track KPIs of their own may not be familiar with the industry-specific metrics that hospitals use to monitor their financial status. This list of 10 common hospital financial metrics and brief explanations of why the C-suite tracks them will give you some insight into the data that’s important to your customers and prospects. 

​Your Salesforce CRM is a vital tool for MedTech sales, when used consistently. As a healthcare CRM, Salesforce has all the features and functionality your team needs to be more effective and target better. Yet, many sales reps balk at the idea of using a CRM. They may not understand the value or believe it’s too inefficient. To get MedTech sales on board with actively using your Salesforce CRM, you may need to look at your processes and devise ways for it to be easier for them. 
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We understand the capabilities available in Salesforce and the challenges of MedTech sales, so we’ve put together five ways MedTech sales can get more of your Salesforce CRM. Let’s dive in.

​Any partner to the healthcare industry knows there are often many decision-makers in the buying process. Often one of the most pivotal roles in that of a hospital purchasing agent. This position is essential to ensuring a hospital has all the equipment, tools, parts, supplies, or services it needs to operate seamlessly and provide the best care.
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Let’s explore what a hospital purchasing agent does, their responsibilities, motivations, and how you can cultivate relationships with them.