Hardware Podcasts

Early Stage Territory Planning for Medical Device Companies

Global Medical Device Podcast · 29 Jun 2022 · 47m · Episode 269

What this episode covers

Skylar Talley and Mark Mescher of MedScout discuss early-stage territory planning for medical device companies, arguing that sales teams should move beyond static Excel spreadsheets and Salesforce to use revenue intelligence platforms that optimize field time. They emphasize starting territory planning during the fundraising phase to align with clinical proof points, case studies, and value analysis committee pathways, noting that no two health systems approve products equally. The guests highlight the importance of building relationships with physician champions early, leveraging accelerators like the Texas Medical Center, and adapting to regional adoption trends, such as the faster movement of products in the Eastern US or specific models like ASCs in Texas.

Most relevant to

early-stage companies

Topics

Mentioned

Companies
Green Light Guru, BCG, McKinsey
Products
MedScout
Tools
Salesforce
Also
Texas Medical Center

Related episodes from other shows

Other shows on the same ground, closest first.

  • Being an Engineer · 40m

    S2E40 Voice of the Customer, Using Questions, and the Technology Adoption Life Cycle Curve | Ted Newill

    Ted Newill, founder of Medical Device Success and SRD Vision, discusses the critical importance of 'Voice of the Customer' and the Technology Adoption Life Cycle Curve for medtech startups. He explains how engineers can bridge the gap between regulatory approval and commercialization by identifying early adopters and key opinion leaders before launch. Newill also shares advice on managing the pressure of venture-funded environments and the necessity of empathy and listening when collaborating with marketing and sales teams.

    Validation & product-market fitMarketing & brand
    9 chapters

  • The Builder Circle · 1h 11m

    S2 E2: Demystifying Medical Device and System Development with Alan Cohen

    Alan Cohen, author of 'Prototype to Product' and a systems engineering manager specializing in radiation therapy devices, explains the complexities of medical device development to host Sera Evcimen. Cohen emphasizes that successful startups often emerge from collaborations between engineers and clinicians, and he details the critical importance of understanding reimbursement models, specifically CPT codes, before building a product. He advocates for using Fault Tree Analysis over FMEA for complex systems to manage risk efficiently and advises founders to balance lean documentation with rigorous process adherence to satisfy FDA requirements without over-engineering.

    Medical & health devicesValidation & product-market fit
    10 chapters

  • Let's Combinate · 49m

    016 - "Be More Specific" with Joe Hage

    Joe Hage, founder of Medical Marcom and host of the 10x Medical Device Conference, explains that medical device marketing requires specific, human-centric storytelling rather than broad interruption marketing. He illustrates this with examples of a remote urology monitoring device and an esophageal echo probe, emphasizing the need to translate complex engineering into clear value propositions for hospital committees. Hage argues that building trust through word-of-mouth and precise positioning is more effective than generic claims, citing his 'Hell List' of marketing tactics and the importance of urgency in messaging.

    Marketing & brandValidation & product-market fit
    8 chapters

  • Let's Combinate · 59m

    027 - "Become a Historian of the Problem" with Duane Mancini

    Duane Mancini, CEO and Managing Partner of Project Medtech, discusses his transition from medicinal chemistry to medical device regulatory strategy at NAMSA and LabCorp. He explains the critical importance of integrating reimbursement strategy early in the development of combination products to avoid commercialization failures, noting that regulatory choices like 510(k) can negatively impact reimbursement pathways. Mancini details how Project Medtech supports startups through its podcasts, Startup Symposiums, and consulting services, focusing on capital raising, milestone mapping, and navigating the complexities of drug-device combinations like insulin patches.

    Crowdfunding & preordersValidation & product-market fit
    8 chapters

  • Being an Engineer · 51m

    S6E19 Stuart Grant | MedTech Innovation

    Dr. Stuart Grant, founder of Archetype MedTech, discusses his 25-year career at Johnson & Johnson and DePuy Synthes before launching his consultancy to help startups navigate medical device development. He details the challenges of securing funding, managing regulatory differences between the EU's MDR and the US FDA, and the strategic importance of narrow clinical indications. Grant also explores future trends in surgical robotics and AI, emphasizing the need for modular platforms and the value of accumulated engineering knowledge.

    Starting a product companyMedical & health devices
    11 chapters

The summary, chapters and topics are generated from the episode’s audio by this directory, not written by Global Medical Device Podcast. The episode itself belongs to its publisher.