Effective after-sales support is where the real value of advanced medical technology is delivered. In many organizations, the acquisition of a complex medical technology is treated as a milestone—the culmination of months of evaluation, negotiation, and capital planning. In reality, it is only the starting point. The true value of…
Medical device compliance is not a constraint on market entry — it is the strategy that makes market entry sustainable. In highly regulated industries, expansion into complex markets is often framed as a trade-off between growth and compliance. In reality, the opposite is true. The manufacturers that succeed in challenging…
The adoption of surgical robotics in general abdominal and thoracic procedures is no longer a question of if, but how. For hospitals, the challenge lies in launching a program that delivers measurable clinical benefits while ensuring a clear and sustainable return on investment (ROI). A successful robotics program is not…
Advanced medical technologies rarely fail because of what they can do — they fail because of how they are adopted. Over the past two decades, we have seen the same pattern repeat itself across hospitals of all sizes and geographies. A new technology is acquired with enthusiasm, often backed by…
The clinical specialist may be the most undervalued role in the modern operating room. Spend enough time in complex operating rooms, whether in endovascular suites, hybrid theatres, or advanced minimally invasive surgery, and a pattern becomes clear. The visible success of a procedure is often attributed to the surgeon and…
Hearing the words “you have an abdominal aortic aneurysm” can be unsettling, particularly for patients who have never heard of the condition before. In many cases, an aneurysm causes no symptoms at all and is discovered unexpectedly during a scan performed for another reason. Despite this, it is a condition…
