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MedTech

MedTech continues to transform patient lives in a way that is longer lasting, less invasive, and more connected than ever before.

The Medical Devices and MedTech industries are harnessing the latest engineering advancements, technological innovations, and connected data to treat, monitor, and sustain patient health throughout their lifetimes.  Leaders in this space are integrating tools and strategies to address patient, provider, and payer needs beyond the point of treatment, demonstrating their commitment to increased solution access, improved outcomes, and reduced cost to the healthcare system.

 

However, navigating traditional business challenges in addition to fueling the solutions of the future becomes vastly more complex in a market where the regulatory and clinical landscapes are continually evolving both domestically and internationally, non-traditional players such as technology firms are becoming more competitive, and customers are becoming more cost sensitive. The question is how MedTech players can use the data they generate and collect to deliver the most value to stakeholders in the healthcare system in a scalable and sustainable manner. Using this data can be expanded from improving outcomes in a single patient procedure, to informing the next generation of solutions, to delivering leading value through partnerships across the industry.

Device manufacturers, technology developers, and other industry participants need objective, validated, and expert research and analysis to navigate this rapidly shifting landscape.  Pointe Health supports investment strategies at MedTech clients specializing  in implantable devices, connected devices, robotics, and SaaS solutions meet the challenges and opportunities of market disruption. As innovation and technology upend old rules, real-time assessment of market dynamics is critical to moving ahead with conviction.

How Pointe can help

Pointe Health’s team of MedTech industry veterans combines practical experience with robust global networks across the value chain. We leverage original primary research, advanced and structured analysis, and industry expertise to bring evidence-based assessments and strategic advisory services that inform strategies and mitigate decision risk. For over two decades we have partnered with Medical Device and MedTech innovators, investors, and care providers to optimize creative growth strategies, deliver full market potential, and mitigate risk, including:

  • Medical Devices & Equipment Manufacturers

  • Healthcare IT & Tech Enabled Services

  • Internet of Medical Things (IOMT) Providers

  • Wearable Consumer Products

  • Diagnostics

  • Consumables

Pointe’s Solutions:

Pointe Health’s services support client strategic decisions including:

  • Product improvement, differentiation, marketing and sales strategies

  • Use case analysis and selection

  • Market segmentation, size, and landscape analysis

  • Sourcing and supply chain evaluation, research and benchmarking

  • R&D investments, prioritization, and opportunity evaluation

  • New market entry, including international geographic expansion

  • Market access, coverage, and pricing strategy

Success Stories

  • Go-to-Market (G2M) Strategy Development: A MedTech client’s competitor launched a new multiparameter vitals sign monitoring device with superior features and at a lower price than our client’s device, threatening the client’s installed base in the UK and Germany. Pointe developed a revamped G2M strategy based on surveys of a customized panel of 240 hospital purchasing decision-makers, a drivers analysis to uncover messaging factors that drove each stakeholder type to purchase the device, and benchmarking key competitor commercial success factors that the client could emulate. To date, the client’s installed base has remained protected while its new product progresses through R&D.

 

  • Growth Strategy: A MedTech client wanted to accelerate growth by entering the clinical collaboration and communication (CC&C) space in the US. Pointe identified three CC&C segments that were near adjacencies to the client’s portfolio. Pointe assessed the market size and growth, competitive landscape, and attractiveness of each segment, and screened leading players for potential M&A and/or partnership opportunities. The client used the findings to augment its own burgeoning product in the provider communication space and successfully increased penetration organically.

 

  • M&A Diligence: A MedTech client wanted to diligence an investment in the US Hospital at Home (H@H) market, which was experiencing explosive growth after CMS passed the Acute Hospital Care At Home program in response to the Covid-19 pandemic. To assess the attractiveness of a potential investment, Pointe sized the US H@H market, projected its future growth, benchmarked leading competitors, and surveyed hospitals with the largest active programs.  The client decided to move forward with its investment in a H@H vendor.

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