|
|
|
|
|
|
Articles
01.08: InVivo Magazine
Biomarker Diagnostics: Place Your Bets Wisely
By Kristin Pothier and Donna Hochberg; Health Advances
Biomarker diagnostics are critical to achieving the promise of personalized medicine.
Unfortunately, building a successful business around such tests is difficult, given
the complexities associated with both their development and commercialization.
Many biomarkers present the risks of drug development and only the profitability
of devices. Therefore, molecular diagnostic companies need to think carefully before
they choose a "go it alone" strategy. It may make far more sense to forge a partnership
with another diagnostic company or a drug developer with the goal of sharing costs, risks and profits.
 request a reprint
11.04: InVivo Magazine
How Many US Salespeople Does It Take to Sell Medical Devices?
By Mark Speers (Contributors: Amy Siegel, Susan Posner, and John DAmore); Health Advances
Although partnering has been popular, the reality is that most small companies are not
satisfied with their partners efforts and/or track records. As a result, most companies
want to conduct their own sales and marketing. Fortunately, in the course of working
with nearly 100 medical device and diagnostics clients, Health Advances has identified
four best demonstrated practices for determining the most appropriate sales force size
to suit a specific product.
request a reprint
05.04: MX: Business Strategies for Medical Technology Executives
A Pricing Strategy for Combination Products
By Mark Speers; Health Advances
Drug-device combination products are an emerging category of products. These products
have longer development cycles than most devices, but shorter life cycles than most drugs.
Therefore, pricing them optimally is critical. This article presents the methodology for
value-based pricing, starting with the perspective of payers and considering the
implications for healthcare providers.
request a reprint
06.03: InVivo Magazine
Top Ten Pitfalls to New Medical Device Launches
By Mark Speers; Health Advances
Most new medical devices fail to live up to projected sales expectations. Early
disappointing product sales can trigger lower company valuations and diminished
access to capital. The end result may be that both the product and the company
are never able to fully recover from the early set-back. Many initial disappointing
product roll-outs can be attributed to ten problems that commonly confront device
companies. Product companies have adopted successful strategies to anticipate and
overcome many of these issues, and thereby increase the chances of a new product
coming strong out-of-the blocks.
request a reprint
01.03: MX: Business Strategies for Medical Technology Executives
When Earnings Can Wait
By Mark Speers (Contributors: Nathan Harrington and Brian Chan); Health Advances
Many early stage companies' Boards push their management teams to quickly turn
the corner to profitability. As soon as a company makes this transition, analysts
are eager to apply a multiple to those earnings to estimate valuations.
Unfortunately, these valuations are often lower than the valuations the
companies had attained prior to profitability when investors were valuing
intangible aspirations. This article questions the logic of pushing to
profitability prematurely and advises companies to plan their trajectories
into the profit zone.
request a reprint
|
|
 |
|
|
|
|
