2026 Kickoff sets the stage for what’s ahead in medtech. In this episode of the MedTech Business Academy, Skender Daerti is joined by Barbara Strain, Scott Alexander, Mike Sperduti, and Tom Hickey to reflect on the turbulence of 2025 and unpack what it means for selling, marketing, and implementing medical technology in 2026.

The panel discusses why uncertainty stalled decision-making last year, how tariffs and supply chain pressures changed provider behavior, and why conversion fatigue and implementation burden are killing more deals than ever. From educational marketing and smarter prospecting to clearer clinical, financial, and operational value messaging, this conversation focuses on what actually moves opportunities forward in today’s environment.

Looking ahead, the group explores CMS reimbursement changes, evolving provider priorities, investor expectations, and the growing need for adaptability as AI and new ways of working reshape how relationships are built and maintained.

Key themes in this episode:

• What 2025 revealed about the medtech market
• Why adoption friction matters more than price
• How to build pipeline in a slower, noisier market
• CMS changes and their impact on providers and suppliers
• Adaptation as the defining skill for 2026

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