healthcare-distribution-header_bkgd Claim Your Commercial Edge Vendavo for Healthcare / Medical Devices

Business Criticality

The Medical Devices industry must balance strong demand growth with increasing complexity in healthcare business models to ensure sustainable profitability. Vendavo is the market leader in working with Healthcare and Medical Device companies to modernize their quote-to cash processes and deliver a superior customer experience while optimizing profitability.

Healthcare / Medical Devices

Industry Insights

1

Selling Challenges

Pricing for medical devices is “…going in one direction only – down.”

Data Source:
KPMG

2% to 5%

EBIT improvement

Medtech companies that have fixed the basics—supported by richer, more reliable data and adequate tools—have improved their EBIT by 2 to 5 percentage points.

Data Source:
Boston Consulting Group

00%

Growth rate in healthcare ecommerce

As tech-savvy millennials come to expect improved user experience (UX), the healthcare industry has begun to digitize products, services, and commerce models. … the eCommerce channel will grow at 15 percent.

Data Source:
Frost & Sullivan

Business Challenges of Healthcare / Medical Devices

Selling

• Complex payor/provider/ purchaser relationships

• Increasing transparency, price pressure, and commoditization

• Rapidly changing commercial and regulatory environments

• Your sales team struggles with relevant customer context for negotiation

• Your sales team struggles to find a single integrated view of your customer

C-Suite

• Preserve the value created in offers being brought to market

• Demonstrate ongoing sustainability of business model

• Limited understanding of how to appropriately treat customers to match value offered to customer willingness to pay

• Limited ability to adjust to or meet changes in the market

• Sales teams are struggling with executing deals appropriately to acquire and retain customers

• Lack of integrated eCommerce and direct sales commercial processes

Pricing

• Value delivered to consumer/ customer is difficult to measure and translate to pricing guidance

• Managing pricing across complex contractual arrangements is cumbersome

• Proliferating regulatory requirements

• Dynamic changes in healthcare market require dynamic pricing capabilities

• Complex pricing mechanisms like capitated pricing models add complexity to price-setting and analytics

Vendavo Solutions

Commercial Excellence for Healthcare / Medical Devices

Sale Solutions

• Improved Win Rates

• Fast Accurate Quotation

• B2B Ecommerce

• Product Availability

• Guided Selling

• Deal Profitability

• Price Agreements

• Product/Offering Configuration

• Automated Proposal Generation

Commercial Intelligence Solutions

• Artificial Intelligence

• ERP and CRM Integration

• Margin Optimization

• Deal Negotiation Insights

• Price Volume Mix Analysis

• Advanced Segmentation Modeling

• Predictive Business Alerts

• Configurable Dashboards

• Advanced Commercial Visualization

Pricing Solutions

• Automated Intelligent Pricing

• Price Optimization

• Dynamic Pricing

• Centralized Price Management

• Market Data Management

• Transfer Price Management

• List Price Management

• Pricing Guidance

• Pricing Analytics

• Incentive Management

SUCCESS STORIES

Global Medical Device Manufacturer

Case Study: Manufacturing
Vendavo solutions are driving price list management, price levels, and margin negotiations via Profit Analyzer™, Price Manager™, and Deal Manager™.

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Global Commercial Excellence in Healthcare / Medical Devices

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Vendavo Healthcare / Medical Devices News and Highlights

Report

Hospitals gain leverage on medical device pricing

Read more >

Article

Pricing: Distributors’ most powerful value-creation lever

Read Article >

Article

Banks pressure health care firms to raise prices for coronavirus

Read more >

Trending Resources for Healthcare / Medical Devices

Reality Check

Choosing And Deploying The Right Price

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Infographic

Value Outcome Manufacturing

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5 Key Pricing Challenges:

Best Practices Manufacturing Sector

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