MedTech Business Academy

Healthcare is moving deeper into value-based care, and MedTech companies will need to change how they sell. As payment models evolve, the person buying a technology may not be the person who ultimately benefits from it. In this episode of the MedTech Business Academy, Scott Alexander and Barbara Strain break down what the shift toward value-based care means for MedTech manufacturers. They discuss why cost and value often sit in different departments, why selling only to the department using the

Hospitals are posting record 5%+ operating margins, yet medtech commercial teams are facing radio silence, longer sales cycles, and tighter budgets. Hospital rejections aren't about a lack of innovation—they reflect a sharp disconnect between hospital financial priorities and traditional sales pitches. In this episode of the Medtech Business Academy, Barbara Strain, Scott Alexander, and Skender Daerti break down the modern hospital margin paradox. They discuss how health systems are systematica

Value Analysis Committees strike fear into medtech commercial teams, but hospital rejections are rarely about product quality. Instead, they reflect a flawed commercial strategy. In this episode of the Medtech Business Academy, Barbara Strain, Scott Alexander, and Tom Hickey break down modern hospital purchasing. They discuss the rise of triad leadership structures, the shift toward operational nurse leads, and why pitching only physicians guarantees a stalled committee review. The panel expla

Trade shows are expensive, time-consuming, and frequently disappointing. Yet medtech companies continue attending them because exhibiting is treated as a cost of doing business rather than an investment that must produce a measurable return. In this episode of the Medtech Business Academy, Skender Daerti, Barbara Strain, and Mike Sperduti examine why 86% of companies rate their conference ROI as poor or fair and what the successful 14% do differently. They discuss how shrinking provider travel

In this episode of the Medtech Business Academy, Mike Sperduti is joined by Skender Daerti, Tom Hickey, and Scott Alexander for a conversation about what winning medtech companies are doing differently in today’s market. The group breaks down why the old medtech sales playbook is no longer enough. Physician employment, value analysis, longer sales cycles, tighter budgets, and workflow pressure have changed how hospitals evaluate new technology. A strong clinical claim still matters, but success

Education is often treated as something that happens after a medtech product is sold. In this episode of the Medtech Business Academy, Eric Poirier, CEO of Atmosphere Apps, joins Scott Alexander, Barbara Strain, and Skender Daerti to explain why education should be viewed as a core part of adoption, customer satisfaction, and long-term account protection. The conversation centers on a simple but important idea: education can become a moat. When clinicians, sales teams, educators, and hospital s