Unique Ways to Win Over the New Healthcare Decision Makers

As more and more hospitals acquire physician practices, do you know who the new decision-makers are? Hint: It’s not the people wearing scrubs.

Instead, it’s the people wearing dress shirts and ties.

Don’t misunderstand me. I firmly believe physicians still have a say as to which medical devices they use. But without a doubt, ‘physician preference’ no longer rules. Enter the new dictator: price!

Because of external forces like the 2.3% medical device tax and changing buying patterns at the hospital level, medical device companies need to iterate on their sales models. To help navigate these rough waters, enter Tim Gleeson and Joe Andrew, co-founders of Novasyte.

In this interview with Tim and Joe, we learn how medical device companies can utilize novel methodologies in order to win in today’s challenging economic environment.

Interview Highlights with Tim Gleeson and Joe Andrew

• In the midst of successful medical device careers, why did Tim and Joe decide to start Novasyte?

• Tim’s ‘Jerry McGuire’ moment that triggered the creation of Novasyte.

• Challenges that product conversions represent for medical device companies.

• Should medical device sales reps perform non-selling activities?

• The need for medical device companies to iterate on their sales models.

• Remote video and phone support: Can it work?

• Can service be a differentiating feature when trying to cross the pricing gap?

• Novasyte’s unique offerings for medical device companies.

• Lasting advice from Tim and Joe for ambitious medical device doers.

More About Tim Gleeson and Joe Andrew

Tim Gleeson is the CEO of Novasyte while Joe Andrew is the COO. Novasyte is a leader in the delivery of targeted field-based and online product education services for the medical device industry. Both Tim and Joe left promising careers in sales management at Covidien to start Novasyte in 2008.