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
