Market Pressures, Medtech Strategy, and Provider Perspectives

In this special two-person episode, Scott Alexander and value analysis leader Barbara Strain discuss the state of medtech commercialization in 2025—from shifting provider priorities to evolving supplier expectations.

You’ll hear insight on:

• Mid-year pressures on provider systems and medtech companies
• Why traditional goals no longer apply—and how to “skate to where the puck is”
• What manufacturers must do to differentiate in today’s procurement environment
• How KOLs can drive account penetration and peer-based education
• The critical role of supply chain stability, product quality, and ease of training
• Why full adoption is harder than new logo wins—and what to do about it

Whether you’re navigating RFPs, aiming for higher contract win rates, or repositioning your message, this conversation offers timely strategies from both sides of the table.