Chris Mancik’s Post

The Art of War & Med Device: Better Prices...Less Pain. Sun Tzu said, "Know the ground, know the weather and your victory will be total". Translated for med device leaders; regardless of the account your targeting you need to know the environment to be successful. At "civilian" accounts the environment is "we want more for less". But... The VA doesn't have the same concerns. The only thing that matters is: better outcomes for patients and safety! So you need to decide which is a better use of your time in 2025... Accounts that negotiate to lower prices (and margins)?? Or...the VA and its $121bn annual healthcare budget where saving money is pointless? If you enjoy pitching on price and lower year over year margins, stick with "civilian" accounts. If you want better prices, with less stress...spend some additional time at the VA in 2025! #medtech #meddevice #sales

Lisa Voronkova dropping clinical validation knowledge. She put this list together for medical device validation studies, but I've seen teams get tripped up on these bullets in the digital health world as well.

Q. What best practices can you share for embedding customer centricity into #medicaldevice platform engineering strategy? This question was asked by an audience member during our recent webinar: Increase Medical Device Productivity, Quality, and Efficiency with Platform Engineering. Have your say - share your thoughts or follow up questions below! Vignesh Shetty, Roshy Francis, Roger Mazzella, Mustafa Poonawala, PhD, Qt Group #medtech #healthtech #digitalhealth

🔬 Bleeding money in your medical device trials? Here's the playbook I used to cut trial costs No bs, just 12 battle-tested tactics from running 50+ device trials. Slide 7 literally saved us $40K last quarter. Most won't share these numbers - but I believe in open knowledge. Save this. Share it. Your CFO will thank you later. #MedicalDevices #ClinicalTrials #MedTech #Innovation

Art of War & Med Device: Start Listening to your Competitors Sun Tzu said, “You can recognize an opportunity, you don’t create it” Translated for med device, stop talking and listen. Let’s face it, people like to complain, so go ahead and let them. More specifically, listen to, and for, the issues and frustrations others are experiencing across procedures, facilities or even across entire networks. For example, one of the biggest, if not THE biggest complaint I hear from surgical reps is the VA's demand for extra instrument sets... Which goes from complaint to legitimate business problem when combined with the VA requirement to provide those sets to sterilization several days before a procedure. But if you take that complaint and reframe it, it turns into a MASSIVE opportunity for both short and long term revenue growth. Instead of following the industry playbook of providing the sets for free...sell them! Unlike its civilian counterparts focused on revenue targets and maximizing ROI, the VA's has an annual budget. More importantly, that means to make life easier for its sterilization teams, VA facilities are often willing to buy the extra sets they require. By listening and recognizing an opportunity, you can change a common complaint...into revenue. #medicaldevice #medtech #sales

We asked a 20+ year medical device veteran what the biggest shift he’s seen over his time in the device world. This was his answer… “Who makes the decision whether a medical device gets used in the OR (physician versus a Value Analysis Committee). It was a lot easier when you just had to convince the physician!" A massive shift I’ve seen is VACs digitizing their process. Reps rarely get invited to pitch VACs, decreasing face time and increasing the emphasis on data. What changes are you seeing in the device world? Sound off in the comments. Lia Winter - Noah Asher - Nishant Varma - Kellen Van Ausdal - Carrie Miller - Joshua Ammerman, MD - Geoffrey Beecher - Zach Disbrow - Dave Martin Shoutout to Brad Shirley for dropping wisdom in the XO Medtech community. #medicaldevice #medtech #sales #growth #valueanalysis

The Art of War & Med Device: Know More...Make More! Sun Tzu said, "You must know your situation." Translated for med device leaders, maximizing revenue only happens if you have the right information to make the right decisions. Deciding to sell to the VA is good, Maximizing your ROI VA sales is great! But it doesn't happen by accident. To get the most out of any VA strategy be sure you: Know who is doing your procedures...don't waste time pitching the wrong people? Where are they doing them...all VA's are NOT created equal. Which VA facilities are your dream accounts partnered with...it's not a question of 'if', but a question of 'which'! Are YOU setting your prices...or falling victim to the contracting lie? (i.e. there's no such thing as "competitive" pricing at the VA). If you don't have the right information, how can you make the right decisions to maximize revenue? #meddevice #medtech #sales

Imagine a day when the operating physician discusses treatment protocols with both the patient and the medical device industry via #AugmentedReality. This technology can revolutionize how we approach disease states, treatment protocols, workflows, and medical device deployment. Interested in learning more? Visit https://lnkd.in/du32TiSG or contact marketing(@)mentice.com #HealthcareInnovation #MedTech #Mentice #Simulation

The future of healthcare is digital. This is a non negotiable across industries. Customers are looking for... - transparency - digital and mobile access - personal connections - loyalty benefits - multiple payment options This can seem like a lot to manage, especially if you're a smaller business. What you need is a simple, intuitive platform that rolls all these features into one program. Welcome to Revique, your one stop shop specifically designed for the aesthetics community. We know what you need to succeed because we've been there, with over 25 years of experience in the asthetics industry. #medical #technology #fintech #new #aesthetics

The Art of War & Med Device: Win More Deals...By Doing LESS! Sun Tzu said, "You must adapt to find an advantage". Translated for med device leaders, if nothing changes, nothing changes. Was 2024 your company’s best year ever? To get better results (aka more sales at better prices) in 2025 consider... doing LESS! Seriously. In 2025 win more sales, at better prices by focusing where you get the best ROI…at the VA. But not just any and all VA facilities… Focus on the facilities where you can grow market share across multiple networks. To do this, identify the dream surgeons you’d do almost anything to convert. Then go the VA facilities nearby where they see patients and meet with them THERE. The VA doesn’t have Contract Status Gatekeepers like everywhere else. The VA doesn't limit what surgeons can use based on contract status, so you're free to talk to ANYONE there. Convert them at the VA, and they’ll be your surgeon champion at their “civilian” facility too! You can't be in two places at once, but if you pick the right VA facilities, you CAN win a multiple conversions with less effort. #medicaldevice #medtech #sales