What is your time-to-value? You may have gotten a great price on the subscription, but did you factor in all the other “costs” associated with deployment, and more importantly ongoing maintenance? What will it cost to keep the engine running smoothly? A great way to increase time-to-value for a company, apart from having a talented…Details
A large part of medical industry spending can often go to the legal department. Metropolitan Corporate Counsel explores how this happens in a recent article titled “Benchmark Metrics for Pharma Companies: Indexing allows cross-industry law department comparisons.” Rees Morrison of Metropolitan Corporate Counsel writes, “Primus inter pares among law-department benchmark metrics is total legal spending…Details
There is a lot to look forward to in the field of MedTech. That bright future can be seen in the finalists for the MedTech Innovator 2015. Medgadget reports on this in a recent article titled “MedTech Innovator 2015 Semi-Finalists Announced.” Justin Barad of Medgadget writes, “The 20 semi-finalists for MedTech Innovator 2015 have been…Details
MedTech marketing is at a pivotal point. When it comes to the device/diagnostics sector, there is a lot of discussion around how these companies will deal with the established companies and startups looking to change the face of the industry. Medical Marketing & Media takes a look at this in a recent article titled “Med-Tech…Details
By Chris Provines Unbundling is a trend that has come to many industries. Now Cable TV appears to be yet another industry that is going through unbundling. Why be forced to buy 200 channels in a package when you only watch 20? The notion of unbundling is about better meeting customer needs through…Details
A number of ideas came out of the recent First Innovative Enterprise Week in Riga, Latvia. Serge Bernasconi, the CEO of MedTech Europe, discusses some of his takeaways in a recent article titled “Thought Leader | MedTech Europe: Innovative SMEs.” Bernasconi writes, “Around 95 per cent of Europe’s 25,000 MedTech companies are SMEs while the…Details
As consumers, if we want something we can buy it online and have it the next day. Why should business-to-business (B2B) customers be any different? In the past, many B2B transactions took a long time. First the salesperson had to get themselves into a meeting with a prospective client. Once they had accomplished this often-daunting…Details
The semiconductor industry is not what it used to be. The level of competition is higher than ever. Margins are narrower and single digit market growth has been the norm since the mid-2000s. The global economy has effected the growth of the semiconductor market in recent years and competition in a tight market got tougher…Details
These are powerful words for a salesperson. Can customers expect you to create a sales quote with approved pricing (and the data to back it) right from their iPad that very minute? Model N technology is designed to do just that and more. In the past many sales in the semiconductor, medical technology, and pharmaceuticals…Details
In recent years, the government and other oversight organizations have put significant effort in reducing healthcare spending through increasing regulations on it. The medical device tax has been of considerable concern for many Med Tech companies. Enacted as part of the Affordable Care Act, the Medical Device Excise Tax calls for a 2.3% increase in…Details
In a recent webinar titled “Semiconductors Beating Single Digit Growth”, Chanan Greenberg, VP and General Manager of High-Tech at Model N discussed how semiconductor companies can increase their top line. In light of the fact that the semiconductor industry is growing at an anemic rate, he pointed out that companies simply cannot afford to…Details
Who Will Do The Contracting in The Future – National GPOs, Regional Collaboratives, or Hospital Self-Contracting?
Over the years, it seems as if medical technology companies in the U.S. have had a love-hate relationship with national group purchasing organizations (GPOs). When a supplier gains a contract position with a major GPO, there’s often an internal celebration and press releases touting the “victory.” At the same time, many suppliers question the…Details
Europe’s Largest Access and Pricing Summit for Pharmaceutical Industry Professionals REDWOOD CITY, CA – June 3, 2015 – Model N, Inc. (NYSE: MODN), the leading Revenue Management Cloud solutions provider to the life science and technology industries, today announced it will be a gold sponsor of eyeforpharma’s Market Access & Pricing Excellence Summit. The conference…Details
In a recent webinar, Prakash Bhatia, Stryker Orthopaedics’ Strategic Pricing Manager, along with Nate Taninecz , Model N’s Senior Director, Product Management, discussed the best practices for pricing in the changing MedTech Industry. The MedTech market is shifting with the impact of healthcare reform, GPOs and 3rd party consultants, and less physician influence. These trends…Details
Driving More Designs into the Funnel to Maximize Revenue The semiconductor industry has been growing in single digit growth the past few years. Cloud Computing, Smart Devices, Smart Cars and “IoT” so far have not changed the trajectory. Furthermore, industry consolidation is expected to reduce the number of companies by 50%. On a recent webinar,…Details
High Tech is one of the most robust American industries in the modern era. However, with a large influx of potential market players, seemingly all the time, there is a great deal of volatility and lost revenue. Good ideas sometimes fall by the wayside and sometimes this means that good companies fail. Start-ups are known…Details
Gartner has reported that 30 percent of sales organizations will issue tablets as the primary device for sales staff by this year. Organizations see the value in putting real-time sales tools in the hands of their sales staff. By automating sales tasks using applications that are designed to be used on tablets, organizations are increasing…Details
Redwood City, CA – May 11, 2015 – Model N, Inc. (NYSE: MODN), the leading Revenue Management Cloud solutions provider to the life science and technology industries, announced today that Alan Henricks, former Chief Financial Officer of multiple successful software companies, has been appointed to its Board of Directors, effective May 7, 2015. Alan Henricks is a…Details
Geneva, CH – May 6, 2015 – Model N, Inc. (NYSE: MODN), the leading Revenue Management Cloud solutions provider to the life science and technology industries, announced today their gold level sponsorship of the Global Semiconductor Alliance (GSA) Executive Conference which will take place in Munich May 6-7. “We are very proud to have Model N, leader…Details
With the increasing challenges the semiconductor industry is facing today, such as consolidation, price pressures, demand visibility, and underperforming channels, how can semiconductor manufacturers continue to maximize revenue and drive business growth? On a recent webinar, Supriya Iyer, Director, Product Management at Model N, discussed the impact of arming the sales force with the right…Details
A couple of days ago, we hosted a webinar for emerging leaders in the MedTech space who are facing a very changing market landscape. With hospitals increasingly reducing costs, and MedTech companies becoming bigger through M&A activities, many of the mid-market companies are finding themselves in unchartered territories. The webinar was led by Chris Provines,…Details
Channel Consolidation & Conflict: Back to the Future!
Some of us can remember the days not so long ago when there was an unwritten distribution rule of conflict avoidance: a distributor could not have three of the major semiconductors at that time on their line card all at once. This was perhaps to avoid product conflict and to garner sufficient share of mind from the distributor – or simply a means of controlling the channel.
Model N’s out-of-the-box, SaaS Revenue Management solution delivers fast time-to-value Redwood City, CA – April 9, 2015 – Model N, Inc. (NYSE: MODN), the leading Revenue Management Cloud solutions provider to the life science and technology industries today announced that Keryx Biopharmaceuticals, Inc., a rapidly growing biopharmaceutical company is live on Model N’s Revenue Management Cloud suite…Details
The B2BNN guide to revenue cycle management for VARs
Revenue Cycle Management (RCM) is not just for OEMs anymore. With up to 90 percent of OEM revenue coming from value-added resellers (VARs) or other channel partners, B2B solution vendors need to properly handle the middlemen that directly touch their end customers. Otherwise they risk losing control of the top line of their enterprises.
Last week our RainmakerU User Group made its European debut in London. The European User Group focused on Life Sciences Global Pricing and Market Access with customers participating from across international geographies and companies including AbbVie, Gilead, LEO Pharma, and Pfizer. The day bustled with fantastic talks and conversations led by Model N users. One…Details
We’re in the middle of a transition period in how pharma companies conduct business globally, in which global pricing is taking center stage. Launching a new drug in any country can have immediate ramifications in other countries, and the results of unfortunate pricing decisions can spread like wildfire to several markets. On one side of…Details
Revenue erosion causes pharmaceutical and medical device companies to lose nearly 4.4% of overall revenue annually. That’s more than $11 billion a year across the industry, according to IDC. What’s behind such rampant revenue leakage? This infographic illustrates the many blind spots that lead to revenue erosion. Double-dipping on rebates, out-of-guideline pricing, customers with no contract getting…Details
Does software help the best CFOs to succeed?
Perhaps the admiration has less to do with Maestri himself and more to do with Apple, which is a cultural phenomenon and the most admired company. Perhaps the admiration should have been aimed not at Maestri, who has been in post less than a year, but at his predecessor Peter Oppenheimer, who retired last year after being CFO during a decade when Apple’s annual revenue grew from $8 billion to $171 billion and its global footprint exploded. And if you would care to share your perspective on any of this, please pop over to the FSN LinkedIn page and join the debate.
In the previous post, we described how businesses need to be agile to keep their competitive advantage and drive value. The greatest value being achieved when the software is fully aligned with the business process, both at the strategic and tactical levels. A central assumption in that value equation is that users are fully productive…Details
In case you missed it, here is a quick recap of the industry webinar, Regulatory Compliance and Contract Management for Emerging Life Sciences Leaders, featuring Maria Mangler, Director of Contracts, Pricing and Reimbursement at Tolmar, which was held on Wed, March 18, 2015. This webinar focused on how mid-market companies must streamline their processes and…Details