Medical Device Success - Your Success is Our Mission!

100 episodes! Wow! Hard to believe. Over 64,000 cumulative downloads. Thank you for all your support. And…..you will have to keep listening because there is a lot more to share with you.

Today we go back to value-based care from the providers viewpoint.  Joseph Schulman is back for the second time.  Joe is the Senior Vice President Enterprise Data and Chief of Information Intelligence at Northwell Health.

Yes, we talk a bit about how Value Based Care is influencing a large healthcare system.  And, we discuss whether it is sustainable. However, I want you to listen carefully to what Joe talks about.  Its is about data and scale.  Would you ever think that a healthcare system executive would talk in terms as if he was from Google or Microsoft.  This is where our large healthcare systems are investing strategically so they can succeed in a rapidly changing environment. Joe likes Peter Drucker’s quote, “You can’t improve what you don’t measure.”

Point is, if you are going to truly know your customer, you need to know this.  Whether you sell one item to the operating room or dozens of items to every floor in the hospital….you need to know this.

A quick aside, I really enjoyed my visit to BIOMEDevice Boston.  It was an impressive trade show.  I recorded two podcasts from the stage there.  It was informative and fun. For those of you out west, there is BIOMEDevice Silicone Valley taking place November 29 and 30 at the Santa Clara Convention Center.  I highly recommend it and will put a link in the show notes.

If you like the podcast, please share it with a friend via the share link of you podcast player of choice.  Thank you!

Joseph Schulman’s LinkedIn link

Northwell Health website link

BIOMEDevice Silicon Valley link

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page

Fact is, women have more challenges in pursuing their careers than men. In the show notes you will find a link to the McKinsey 2021 report on Women in the Workplace that clearly spells this out. To address these challenges, Shelly O’Donovan, CEO, Authentic Influence Group is creating a Life Science Women’s Mastermind group in the MedTech Leaders community.  In this podcast, Shelly and I discuss the goals of this mastermind group and how masterminds are different from masterclasses.  And, we talk about how this particular group will help the professional women that participate with their career challenges.  Now guys, this is not your que to turn off the podcast because the elements of a successful mastermind group could pertain to you.  Perhaps you would like to start one.  If after listening to this podcast you want to learn more about Shelly’s group, go to Medtechleaders.net.  There you will find a plan page that is specific to the Life Science Women’s Mastermind group.   There will also be links in the show notes to Shelly’s LI profile and her business website.

I recorded the interview with Shelly several weeks ago.  In the interview, we talk about starting the group in late September.  It is already late September.  The group will start in October once we have a few members on board.

Shelley O’Donovan LinkedIn profile link

Authentic Influence Group website link

Lifescience Women’s Mastermind Group landing page link

McKinsey’s Women In The Workplace 2021 report – https://www.mckinsey.com/featured-insights/diversity-and-inclusion/women-in-the-workplace

Medical Device Success Podcast Survey link

Promo code for free BIOMEDevice Boston Expo Pass – MDS22

BIOMEDevice Boston website link

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

2023 is right around the corner. Let’s break that habit of last minute planning for shows and events. To help us start planning for 2023, Lauren and Kimberly are back for part 2 of this two part series.  Lauren Dustman is Senior Manager, Global Events at Hyperfine and Kimberly Stanséll is a Meeting, Trade Show and Event Strategy Consultant. In this episode we cover the phases of planning, forecast for attendance in 2023, where trade shows and events are in the marketing mix, site visits, trade show technologies and what doesn’t work.  This is another episode that is fun and full of good advice.

A quick bit of housekeeping.

First, in the show notes you will see a link to a podcast survey. Please please take the survey.  It will help me provide a better podcast for you.  The most important questions are at the end of the survey.  Thank you in advance!!

Second, I have accepted BIOMEDevice Boston and BIOMEDevice Silicone Valley as a sponsor for several episodes.  So, you will hear a couple of ads in my voice during these episodes. They are short, to the point and of great value for many listeners.

Lauren Dustman LinkedIn Profile link

Kimberly Stanséll LinkedIn Profile link

Links to websites with holograms for trade show exhibits:

Medical Device Success Podcast Survey link

Promo code for free BIOMEDevice Boston Expo Pass – MDS22

BIOMEDevice Boston website link

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

I am honored to have two event planning experts, Lauren Dustman, Senior Manager, Global Events at Hyperfine and Kimberly Stanséll, Meeting, Trade Show and Event Strategy Consultant to guide us today in this conversation. Combined, these ladies manage about 100 shows and events annually. Today’s episode is the first of two episodes about medical trade shows.  Last week we talked about industry trade shows. Today, we cover the 2022 trade show and event experience year to date and what we think will happen this fall. How have trade shows changed and what should you consider doing differently this fall to optimize them?  Of course, we talk about alternatives to traditional trade show activity. This is a great conversation full of pointed advice. The second episode focuses on trade shows in 2023.  Yes, it is August and 2023 will come sooner than you think.

A quick bit of housekeeping.

First, I have changed the podcast art.  This is what you see when you go to the library of your podcast player of choice and look for the MDS podcast.  I felt like the original art was dated and needed to be refreshed.  So, don’t freak out when you don’t see the old art.

Second, in the show notes you will see a link to a podcast survey. Please please take the survey.  It will help me provide a better podcast for you.  The most important questions are at the end of the survey.  Thank you in advance!!

Finally, I have accepted a sponsor for several episodes.  So, you will hear a couple of ads in my voice during these episodes. They are short, to the point and of value for many listeners

Lauren Dustman LinkedIn Profile link

Kimberly Stanséll LinkedIn Profile link

Medical Device Success Podcast Survey link

Promo code for free BIOMEDevice Boston Expo Pass – MDS22

BIOMEDevice Boston website link

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

Have you ever heard of BIOMEDevice Boston or BIOMEDevice Silicone Valley? These are two of several MedTech Industry shows that are known as hubs of new technologies, startup guidance and networking opportunities.  Do you know what goes on at these meetings?  I can tell you that they are organized to give MedTech leaders and startups a view into the technologies and best practices that will shape our devices and services for years to come. Today you are going to learn more about that with the help of our guest, Adrienne Zepeda, Group Event Director, Informa Markets.  Adrienne will talk about who attends these shows, the technical emphasis of the shows, the exhibitors, the very informative events that take place, the keynote speakers, the wide variety of other subject matter experts and how to get the most out of these shows.  BIOMEDevice Boston takes place Sept. 28th and 29th.  BIOMEDevice Silicone Valley takes place Nov. 29th and 30th.

For readers and podcast listeners that want to attend the Expo portion of the BIOMEDevice Boston for free, use the promo code – MDS22 in the registration form found at the BIOMEDevice Boston website link below in the show notes.  It is a $50 value.

Adrienne Zepeda’s LinkedIn profile link

Promo code for free BIOMEDevice Boston Expo Pass – MDS22

BIOMEDevice Boston website link 

BIOMEDevice Silicone Valley website link

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

Do you know the 6 pillars of Digital Surgery? Many pre-surgical, surgical and post-surgical technologies that have been developed individually are now being brought together under the banner of Digital Surgery.  What does this mean and what are these pillars? To help us with this is Jawad Ali, MD, a surgeon and community builder. Dr. Ali is working with SAGES to write an article to better define and classify this important subject.  We will also talk about how MedTech intersects with this area and how MedTech companies can be sure they are not left behind.  As usual, the big companies have already invested in this concept. Let’s be sure the small and medium sized companies get invested too.

Jawad Ali, MD LinkedIn profile link

Vality Partners link

Austin MedTech Connect link

Eric Topol, MD, book Deep Medicine link

SAGES link

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

You can’t talk about Value Based Care without including CMS and the Center for Medicare in the conversation.  In many of the past episodes on VBC we repeatedly refer to Medicare.  Today we get their input with the help of Douglas Jacobs, MD, Chief Transformation Officer, Center for Medicare at the CMS.  I really appreciate CMS allowing this conversation to happen. Doug is going to help us understand what CMS is, more specifically what the Center for Medicare is, bundled payments, VBC, ACOs, The Center for Medicare and Medicaid Innovation, The council for technology and innovation, the importance of health equity and more.  We frequently relate these issues to MedTech. For anyone that wants to better understand the CMS and the Center for Medicare specifically, you will want to listen to this episode.

Doug’s LinkedIn link

CMS website link

Medicare Website link

The overall Medicare vision link

Medicare & Health Equity link

Medicare and Accountable Care link

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

Great insights and advice on Corporate Accounts in MedTech.

Multiple factors have impacted the relationships between MedTech companies and their customers over the past 2 years.  The pandemic started a cascade of events influencing elective surgeries, budgets, HCP shortages, HCP costs, supply chains and so on. One area these factors have come together to create change is in the management of corporate accounts.  To help us understand these changes and what we can do about them is Frank Ripullo, II, Managing Partner at Excelerant Consulting.  Frank and his team are well known across the MedTech industry as the go to firm to help companies of all sizes tackle the strategic issues related to corporate accounts.

By the way, I do not take compensation for interviews like this. I have known Frank now for a couple years and participated in numerous webinars with him.  It was through that exposure that I came to know how knowledgeable he and his team are in this area.  Frank’s LinkedIn link and website link are in the show notes.  Check out the blog at their website.  It is excellent.

Frank’s LinkedIn Profile link

Excelerant Consulting website link

Be sure to check out their blog. It is excellent!

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

How does MedTech be part of the Win, Win, Win with providers, payers and patients as hospital systems move toward Value Based Care models?

The challenge of crossing the chasm between Fee For Service and Value Based Care intrigued Wael Barsoum, MD.  He wanted to play a more significant role in finding solutions to this challenge.  He started his career as an orthopedic surgeon.  With the guidance of mentors like Joseph Iannotti, MD, PhD (currently Chief of Staff, Cleveland Clinic); Joe Hahn, MD (retired Chief of Staff, Cleveland Clinic); Marc Harrison, MD (now President & CEO Intermountain Health) and others he became an operational leader at the Cleveland Clinic.  He ultimately became the President and CEO of the Cleveland Clinic in Florida.  He “retired” from the Cleveland Clinic and became the President and Chief Transformation officer at Healthcare Outcomes Performance Company…also known as HOPCo.

We dig into Wael’s very interesting career, HOPCo’s 3 verticals, Value-Based Care, how MedTech companies can be part of the win-win-win, Stryker as an example of a company with the right culture, who is MedTech’s real customer and more.  There is a lot of great guidance in this episode.

Now Go Win Your Week!

Wael Barsoum, MD LinkedIn Profile link

HOPCo website link

Transforming Healthcare Podcast  – Search for it on your favorite podcast site. I found it easily on Apple podcasts.

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page 

You would not want this to happen to your company. The motivation for this episode came to me as I read a post in a medically oriented private Facebook group where a doctor very professionally took a MedTech company to task for poor service.  When I share more of the details in a moment, you will be as shocked as I was.  And, more important, you would not want this to happen to your company.  The billion-dollar companies have reputation management covered.  But I believe many of the small to medium sized companies in MedTech do not.

This presentation does have slides that I will explain clearly so you shouldn’t miss anything by listening.  If you want the slides, send me an email or watch the video in few days on the Medical Device Success YouTube channel.

If you think this podcast could be of value to a colleague, simply use the share button on your podcast listening platform.  They will appreciate it.   See the show notes for links.

Ted Newill’s LinkedIn Profile link 

More Medical Device Success podcasts link

Medical Device Success website link 

MedTech Leaders Community link

Link to Ted’s contact page