Vendavo for Healthcare and Medical Devices

Business Criticality

The healthcare and 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 and Medical Devices

Industry Intelligence

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Pricing for medical devices going down and creating selling challenges

KPMG

2^% – 5^%

EBIT improvement for Medtech companies that support richer, more reliable data and adequate tools

Boston Consulting Group

15^%

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

Frost & Sullivan

Business Challenges of Healthcare and Medical Devices

Selling

Complex payor/provider/purchaser relationships
Increasing transparency, price pressure, and commoditization
Rapidly changing commercial and regulatory environments
Lack of relevant customer context for deal negotiation
Lack of an integrated view of the 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