# Early Stage Territory Planning for Medical Device Companies

- Show: [Global Medical Device Podcast](https://hardwarepodcasts.com/podcast/global-medical-device-podcast)
- Published: 2022-06-29
- Length: 47m
- Episode: 269
- Page: https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies
- Listen: https://podcast.greenlight.guru/episode/early-stage-territory-planning-for-medical-device-companies

## Summary

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.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=0) Introduction: Skylar Talley and Mark Mescher on MedScout
- [2:47](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=167) Evolution of Sales Tools: From Spreadsheets to MedScout
- [6:25](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=385) Timing Territory Planning: Fundraising and Commercialization
- [10:19](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=619) Clinical Proof Points, Case Studies, and Value Analysis Committees
- [14:36](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=876) Building Physician Relationships and Leveraging Accelerators
- [23:38](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=1418) Differentiating Medical Device Territory Planning
- [28:26](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=1706) Navigating Value Analysis Committees and Physician Champions
- [33:13](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=1993) Direct Sales vs. Distribution Models
- [36:43](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies#t=2203) Regional Adoption Trends and Strategic Planning

## Topics

- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)

## Most relevant to

early-stage companies

## Mentioned

- MedScout (product)
- Green Light Guru (company)
- Salesforce (tool)
- Texas Medical Center (other)
- BCG (company)
- McKinsey (company)

## Related episodes from other shows

- [S2E40 Voice of the Customer, Using Questions, and the Technology Adoption Life Cycle Curve | Ted Newill](https://hardwarepodcasts.com/podcast/being-an-engineer/2021-09-17-s2e40-voice-of-the-customer-using-questions-and-the-technology-adoption-life-cyc) (Being an Engineer)
- [S2 E2: Demystifying Medical Device and System Development with Alan Cohen](https://hardwarepodcasts.com/podcast/the-builder-circle/2023-12-12-s2-e2-demystifying-medical-device-and-system-development-with-alan-cohen) (The Builder Circle)
- [016 - "Be More Specific" with Joe Hage](https://hardwarepodcasts.com/podcast/lets-combinate/2022-01-19-016-be-more-specific-with-joe-hage) (Let's Combinate)
- [027 - "Become a Historian of the Problem" with Duane Mancini](https://hardwarepodcasts.com/podcast/lets-combinate/2022-04-06-027-become-a-historian-of-the-problem-with-duane-mancini) (Let's Combinate)
- [S6E19 Stuart Grant | MedTech Innovation](https://hardwarepodcasts.com/podcast/being-an-engineer/2025-05-09-s6e19-stuart-grant-medtech-innovation) (Being an Engineer)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2022-06-29-early-stage-territory-planning-for-medical-device-companies. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to Global Medical Device Podcast.