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Mike White and Doug Beveridge of the Alexander Group’s Healthcare practice discuss how the competitive landscape in the medtech industry is changing. The pandemic, supply chain shortages, inflation and nursing staff shortages are some of the factors causing this shift. According to a recent provider briefing, 43% of healthcare providers are using alternative vendors due to medical device shortages and 31% plan to continue doing so in the long term. How can medical device companies navigate this challenge as they plan for the future?

Mike White and Elizabeth Watson of the Alexander Group’s Healthcare practice discuss the modern marketing strategies in the medtech space, and particularly as it relates to outpatient versus the acute space. In a recent study conducted by the Alexander Group, we saw that providers are projecting Ambulatory Surgery Centers' (ASCs) value to increase to about 21% of total procedures from the current 17%. So, that's a 20% increase in ASC procedure projections into the future. We also know that as hospitals are continuing to deal with capacity constraints due to staffing shortages and other factors, outpatient is the number one priority around how they're addressing capacity constraints or investing in expanding outpatient capabilities. What does that mean for medtech companies?

Mike White and Craig Ackerman of the Alexander Group’s Healthcare practice discuss how the healthcare industry is getting back to normal in 2023 and beyond.  2022 was a year of talent retention, supply shortages and the continued pandemic. 2023 is expected to normalize and move back to predictable operating environments.  Visit the Healthcare practice or contact Alexander Group to learn more.

Dave Eddleman and Mike Burnett, principals at Alexander Group, share four sales predictions for Business Services in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. A softening of markets for HR and talent solution providers Increased demand for business process outsourcing and general outsourcing Continuation of digital transformation The official death of the field representative due to the hybrid and field remote sales model Visit the Business Services practice or contact Alexander Group to learn more.

Sean Higgins and Raj Sharan of the Alexander Group shared in the previous episode how companies are making a lot of investments in the specialization layer, and that has led to a decrease in efficiency, leading to an increase in cost. Why is that? Why are companies making investments in the specialization layer?  Sean and Raj use the recent Life Sciences Study findings to answer those questions. 

Sean Higgins and Raj Sharan of the Alexander Group share an overview of Alexander Group's latest life sciences study. This episode includes overall industry trends, marketing and role specialization, or where organizations are placing bets within their commercial models. 

Dave Eddleman, principal at Alexander Group, shares three sales predictions and a go-to-customer model for the banking industry in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. More investment in sales enablement or revenue operations. More client acquisition investment, a new job role definition How much selling in financial services is going to be virtual Visit the Business Services and Financial Services practices or contact Alexander Group to learn more.

John Drosos, principal at Alexander Group, shares three sales predictions for the financial services industry in 2023. These predictions stem from challenges Alexander Group is seeing from our research and client work. Tech is going to continue to drive growth and disruption—get on board Invest in insurance—prepare for channel shifts Get the talent that you've been looking for—skills to sell advanced solutions, services and new technologies

Alexander Group Principals Igor Uroic and Quang Do join host Matt Bartels to discuss the 2023 go-to-market strategic priorities for media and tech industries. Four areas of focus include profitability, productivity, process and people. 

Listen to Sean Higgins and Raj Sharan of the Alexander Group as they share the latest research on finding and retaining talent in the Life Sciences industry.

Listen to Arshad Carim and Raj Sharan of the Alexander Group as they share the latest research on customer centricity in the Life Sciences industry.

Listen to Arshad Carim and Sean Higgins of the Alexander Group as they share the latest research on digital and what Life Sciences companies are doing in terms of a maturity model. What steps are companies taking? How has digital evolved in the past few years? What are some key roles and initiatives companies are investing in as it relates to digital?

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Dave Eddleman discusses how the growth phase of your organization impacts sales compensation design and the importance of ensuring that GTM elements are in place and stable before jumping to motivate sales through compensation.

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Mike Burnett, principal at Alexander Group, on the latest trends in sales coverage, as well as a high-level approach to designing sales coverage models.

Business Services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitors and offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Dave Eddleman, principal at Alexander Group, on how to determine your total addressable market by using opportunity modeling to increase market share.

Business services is facing growing pressure to evolve. Acceleration of technology and digital platforms, new competitors, and new offerings, acquisitions and revenue models are causing an identity crisis. In this podcast episode, hear from Mike Burnett and Dave Eddleman, principals at the Alexander Group, on what the new Business Services practice can provide for your company, as well as the top five mandates that your organization should follow. Update customer segmentation and realign revenue motions by use case Prioritize recurring revenue models via strong retention and expansion sales motions Optimize mix of Account Managers, overlay specialists and client delivery resources Accelerate the development and deployment of your digital revenue organization Realign quota and sales compensation to better reflect a changing and more competitive sales talent pool Visit the Business Services practice or contact Alexander Group to learn more.

The industry is experiencing unprecedented investment and growth. Capacity and access to raw materials have superseded R&D and sales as immediate growth levers. As a result, commercial leaders are adjusting their priorities. Explore the top trends to ensure your commercial strategies, structure and management processes position you for success in 2022.

Life Science companies have been talking a lot about their 2022 commercial priorities and the industry trends that have caused some of those priorities to shift as they think about the coming year. Life Sciences and Analytical Instruments practice leaders, Arshad Carim and Raj Sharan discuss these catalysts for change and the top priorities commercial leaders are now focusing on as they head into 2022.

The Alexander Group Healthcare Go-to-Customer Research: Physicians Survey Findings include input from 100 participants from private practice, ambulatory surgery centers and hospital settings. With third-party vendor in-person access limited in healthcare facilities, many physicians still prefer to interact virtually with their suppliers. Alexander Group’s research also found that healthcare organizations will need to adjust to commercial challenges beyond changing physician expectations. These challenges include supply chain disruptions that are resulting in significant backorder issues and increased costs, and larger-than-usual staff turnover within healthcare suppliers, with increasing pay expectations.