Explorez tous les épisodes du podcast MedTech Business Academy

In this episode of the Medtech Business Academy, Skender Daerti, Scott Alexander, Mike Sperduti, and Barbara Strain explore the evolution of medtech buying decisions and the growing influence of centralized purchasing. The discussion covers how value analysis committees and supply chain teams are reshaping the decision-making process, the critical role of marketing in driving strategy, and how sales teams can adapt to this new reality.

From leveraging digital tools to leveling the playing field for smaller companies, the panel shares practical insights on connecting with key stakeholders, cutting through generic content, and creating a strong implementation strategy. Whether you’re a startup or an industry leader, you’ll gain actionable strategies to thrive in today’s competitive medtech market.

Medtech is heating up in the second half of 2025—is your company ready?

In this episode of the Medtech Business Academy podcast, Skender Daerti is joined by Tom Hickey, Barbara Strain, and Scott Alexander to explore how smart medical device companies are navigating renewed momentum, shifting provider dynamics, and emerging investment opportunities.

You’ll learn:

✅ What’s driving renewed activity in the medtech and healthcare markets

✅ How provider constraints are impacting purchasing decisions

✅ Why capital equipment and government accounts are key growth areas

✅ What commercial teams must do now to compete and win

✅ How rural health, M&A, and investor trends are shaping the landscape

Whether you're in medtech marketing, sales, strategy, or clinical operations, this episode delivers practical insight into how top-performing companies are preparing for a strong finish to 2025.

Subscribe for weekly episodes focused on medtech strategy, value analysis, and commercialization.

#medtech #medicaldevices #healthcarestrategy #valueanalysis #medicaltechnology #medtechmarketing

In this episode of the Women in Medtech series, host Colleen Patterson is joined by Abby Norfleet, Barbara Strain, and special guest Jennifer O’Reilly, Vice President of National Accounts at B. Braun’s Outpatient Division and Board Chair for Corporate Partners at Professional Women in Healthcare (PWH).

Together, they unpack the myths of leadership, the invisible labor holding professionals back, and the real steps to building a fulfilling career in medtech. Jennifer shares candid insights from her 25-year journey—from being recruited out of college to leading national accounts and mentoring women through PWH.

Key takeaways include:

• Why stating your career intentions matters
• How to spot (and stop doing) non-promotable work
• What effective mentorship really looks like
• Why career progression isn’t always a straight line

If you’ve ever been told you’re “too valuable” to promote or feel stuck in your current role, this episode is a must-listen.

In Episode 94 of the Medtech Business Academy, Skender Daerti and Barbara Strain tackle the uncertainty gripping today’s healthcare ecosystem. With macroeconomic signals sending mixed messages and the passage of the so-called “Big Beautiful Bill” creating new Medicaid challenges, both providers and suppliers are frozen in indecision.

This episode breaks through the paralysis.

Skender and Barbara explore the current “deer in headlights” moment across the industry and outline tangible steps medtech leaders can take now to prepare for either a market boom or a deeper stall. Topics include:

• How tariffs, Medicaid shifts, and rural hospital strain are shaping the landscape

• Why value propositions must evolve for 2025 and beyond

• Practical strategies to lean your portfolio, reframe your messaging, and re-engage your customers

• The overlooked opportunities in pediatrics and under-resourced markets

• What it means to "hit them where they ain't" in today’s environment

Whether you're staring at flat sales or waiting for a signal to invest, this conversation will help you act with clarity, mitigate risk, and set the stage for growth.

Why do so many promising medical technologies stall in the value analysis process?

In this episode of the Value Analysis Expert Series, Skender Daerti is joined by three of the most respected leaders in the field: Terri Nelson, Jenell Robinson, and Barbara Strain. Together, they explore the real-world barriers medtech suppliers face when navigating hospital Value Analysis Committees (VACs)—and what it takes to overcome them.

✅ What happens behind the scenes in a VAC

✅ How suppliers can better prepare and align

✅ Why timelines shift—and how to anticipate it

✅ What the best-performing teams do differently

Whether you're in clinical, marketing, or sales, this conversation offers unfiltered insights from the people who actually run the process.

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.

Chait Razdan, CEO of Care+Wear, joins the Medtech Business Academy to discuss innovation in patient-centered design, navigating tariffs, and building trust with hospitals. Learn how transparency, community, and iteration drive success in today’s complex medtech landscape.

In this episode of the Value Analysis Expert Series, Terri Nelson is joined by seasoned value analysis leaders Barbara Strain and Jenell Robinson to tackle a critical but often overlooked topic: supplier education.

Whether you're a medtech sales rep, clinical liaison, or value analysis professional, this conversation unpacks what suppliers don’t know—and what hospitals must do to ensure better engagement, compliance, and outcomes.

In this episode of the Women in Medtech podcast, we welcome back Emily Levy, CEO and co-founder of Mighty Well, for an inspiring update on her entrepreneurial journey. Emily shares how Mighty Well secured an Innovation Voucher from the state of Rhode Island, expanded its partnership with Prism Medical, and is leading a new conversation about recovery, wellness, and patient-centered design in medtech.

Emily also opens up about her own healing journey, her work with the Cartier Women’s Initiative, and how her company is evolving to support patients beyond vascular access. Whether you’re a medtech founder, clinician, innovator, or patient advocate, this episode is filled with insights on funding, leadership, and whole-person care.

In this episode of the Value Analysis Expert Series, Skender Daerti is joined by Barbara Strain, Jenell Robinson, and Terri Nelson to explore how suppliers and value analysis professionals can move beyond transactional interactions and build true partnerships.

They discuss common missteps in supplier engagement—like rigid volume commitments and outdated messaging—and share how to approach contracting conversations with strategy, flexibility, and respect for clinical realities. The panel breaks down the importance of understanding evolving standards of care, the role of physician preference, and how to use risk-sharing and proactive communication to avoid friction.

Whether you’re a supplier looking to better navigate the value analysis process or a provider refining your approach to vendor collaboration, this episode offers grounded, practical insight into building stronger, smarter healthcare partnerships.

In this episode of the Women in Medtech Podcast, nurse entrepreneur Tamara Al-Yassin, CEO of The Nursing Beat, shares how she went from trauma nurse to founder of a fast-growing digital media company built by nurses, for nurses.

With insights into burnout, nurse-led startups, and the power of clinical voices in medtech, Tamara discusses how The Nursing Beat is reshaping how nurses access news, resources, and mentorship. We explore the rise of Gen Z nurses, the role of AI in healthcare, and what it means to lead with authenticity in a changing system.

Whether you're in medtech, nursing leadership, or digital health, this conversation will resonate with anyone passionate about clinician-driven innovation and the future of care.

In Episode 88 of the Medtech Business Academy Podcast, hosts Skender Daerti, Barbara Strain, and Scott Alexander dive into the exciting future of medical technology. Inspired by the growing enthusiasm among healthcare providers for transformative tech innovations, the conversation highlights how medtech companies are uniquely positioned to revolutionize healthcare delivery. The trio discusses how emerging technologies, particularly AI, offer unprecedented opportunities to enhance clinical efficiency, reduce healthcare waste, and ultimately improve patient care.

Scott emphasizes the importance of thinking beyond incremental improvements and instead focusing on groundbreaking innovations that redefine healthcare possibilities. Barbara underscores the need for meaningful partnerships between medtech providers and healthcare systems, aiming to streamline operations and maximize value. Skender encourages industry leaders to embrace bold thinking, foster inspiration, and drive significant advancements in medical technology.

Tune in to discover how embracing innovation, asking critical questions, and pushing the boundaries can place your company at the forefront of healthcare transformation.

Did you know medical device surfaces could be contributing significantly to hospital-acquired infections? On Episode 87 of the MedTech Business Academy Podcast, our guest Linda Lybert from the Healthcare Surfaces Institute (HSI) and ISSA reveals why surfaces in healthcare settings are critical—yet dangerously overlooked.

Join top value analysis experts as they discuss strategic methods to influence device adoption, improve clinical outcomes, and navigate healthcare decision-making processes. Learn how value analysis can drive success in the healthcare sector, particularly for medical device sales and marketing professionals aiming for impactful results.

The Women in MedTech podcast discusses 2025 healthcare trends, including AI, personalized medicine, and the impact of CMS Teams.

In this episode of The Medtech Business Academy, experts Mike Sperduti, Barbara Strain, and Scott Alexander share actionable strategies to make 2025 a successful year for medtech professionals. They highlight the importance of focusing on the right audience, investing in effective digital marketing, and mastering meaningful sales conversations. The episode emphasizes collaboration, customization, and treating every interaction with clients as a human-first approach to drive results.

Medtech 2025, innovation, AI, automation, healthcare disruption – In this episode of the Medtech Business Academy, Skender Daerti, Barbara Strain, Tom Hickey, and Mike Sperduti dive into the transformative forces shaping the medtech industry as we approach 2025. From the integration of AI and robotics in healthcare operations to navigating tariff changes, evolving supply chains, and fractionalized sales models, our experts discuss how companies can adapt and lead. Explore strategies for embracing innovation, enhancing adoption, and addressing workforce challenges in a rapidly changing landscape. Stay ahead with actionable insights to thrive in the year ahead. Happy New Year!

Skender Daerti, Barbara Strain, and Scott Alexander share 2024 trends, insights, and key takeaways to shape 2025 strategies. Learn how medtech leaders are adapting to industry shifts and creating value for clients.

Key Highlights:

• Rising importance of educational marketing and direct-to-consumer strategies.
• Shift towards fractional staffing and flexible resource management in medtech.
• Building stronger provider-supplier partnerships to navigate workforce challenges.

 Skender and Barbara explore the reasons behind the fast-paced fall in medtech, focusing on staffing shortages, value, and the in-source vs. outsource debate.

In episode 80 of the Medtech Business Academy, Mike Sperduti, Scott Alexander, and Thomas Hickey discuss the evolving relationship between sales and marketing in medtech. They explore lead quality, digital campaigns, and the role of thought leadership in driving sales.

In this episode of the Medtech Business Academy, Skender Daerti, Barbara Strain, and Tom Hickey discuss innovation in infant care with Bob Cooper, CEO of Smoltap. Cooper shares how his company's groundbreaking device enhances the success of infant spinal taps by providing a safer, more efficient experience, benefiting patients, parents, and clinicians alike.

In this episode of the Women in Medtech Podcast, host Colleen Patterson, guest Deena Brecher (Chief Nursing Officer at Mednition), and co-hosts Abby Norfleet, Barbara Strain, and Stephanie Pitts explore the role of AI in nursing. They discuss how AI tools like Mednition’s Kate support, not replace, nurses by reducing administrative burdens and enhancing decision-making in emergency care. The episode highlights the importance of nurse-first AI and the integration of technology in healthcare.

Join us as Morris Miller, CEO of Xenex, shares how the LightStrike+ Microbial Reduction Robot is transforming patient safety through innovative technology and evidence-based research. Learn about the challenges Xenex overcame to achieve FDA approval and how they’re making a significant impact in healthcare facilities worldwide.

In the "Leads Open, Leads Closed" episode of the Medtech Business Academy Podcast, hosts Skender Daerti, Mike Sperduti, and Barbara Strain dive into the nuances of nurturing and closing sales leads in the medical technology sector. They discuss the importance of a structured sales process, the critical role of understanding customer needs, and the art of converting initial interest into successful sales. This episode offers a blend of expert advice and actionable strategies, making it a must-listen for anyone looking to enhance their sales effectiveness in the medtech industry.

Join Scott Alexander, Barbara Strain, and Mike Sperduti in Episode 75 as they uncover top lead generation strategies for medtech success!

In this insightful episode of the Medtech Business Academy's Women in Medtech series, host Stephanie Pitts and co-hosts Colleen Patterson and Barbara Strain dive deep into the themes of innovation and failure in the medical technology field. Drawing inspiration from the book "The Heart of Innovation," they explore the essential balance between embracing failure as a stepping stone and driving genuine innovation to meet authentic demands. The discussion candidly addresses the particular challenges women face in the industry, highlighting the importance of diverse perspectives and the courage to face setbacks head-on. This episode is a must-listen for anyone interested in the intricate dance of success and failure in the pursuit of groundbreaking medical technology advancements.

In this episode of the Med Tech Business Academy, we delve into the pivotal role of Key Opinion Leaders (KOLs) in driving authentic demand within the medtech industry. Skender Daerti, Barbara Strain, and Scott Alexander discuss how influencer marketing has evolved in healthcare, highlighting the importance of managing expectations and effectively utilizing KOLs. Discover strategies for leveraging KOLs to enhance patient outcomes, gain market share, and establish thought leadership. Join us for an insightful conversation on why KOLs are the unsung heroes of medtech innovation.

In this episode of the Medtech Business Academy, hosts Mike Sperduti and Thomas Hickey dive into the world of value analysis with industry expert Barbara Strain. Often hailed as the "godmother" of value analysis, Barbara shares her extensive knowledge on this critical aspect of the medtech industry. The discussion covers the evolution of value analysis, its importance in today’s market, and the distinction between value and price. Listeners will gain insights into how value analysis impacts product implementation, the role of persona-driven value statements, and the significance of thorough market understanding. This episode is packed with practical advice for medtech professionals aiming to enhance their market strategies and better serve their clients.

Join the Med-TeXperts and guest Rob Ferguson from Excelerant Consulting as they dive into the crucial process of landscape assessments. Discover why this often-overlooked step is essential for med tech, pharma, and biotech companies, and learn practical tips to navigate market complexities and drive business success.

Join Colleen Patterson as she hosts an inspiring episode of the Women in Medtech podcast with special guest Emily Levy, co-founder of Mighty Well. Emily shares her journey from patient to entrepreneur, discussing the creation of innovative medical products and the power of patient-centered design. This episode dives into the importance of community, the challenges of raising capital, and the unique insights patients can offer to medtech innovation.

Tune in to another engaging episode of the Medtech Business Academy Podcast, where our Med-TeXperts discuss with Chaitenya "Chat" Razdan, CEO of Care+Wear, his journey from investment banking to med tech innovation. Chat shares how personal experiences inspired him to enhance patient care by blending functionality with fashion in patient wear. This episode provides insights from industry leaders and explores advancements in med tech, offering valuable perspectives for healthcare professionals, patient advocates, and tech enthusiasts on improving patient and clinician experiences through innovative design.

Tune in to this episode of the Women in Med Tech Podcast, where host Colleen Patterson talks with Tiffany Wilson, CEO of the University City Science Center. Tiffany shares her career trajectory in med tech, emphasizing leadership and innovation.

Key Points:

• Tiffany discusses her journey from analyst to CEO, highlighting key career shifts.
• Insights into challenges for women in med tech and support for female innovators.
• The significance of academic collaborations and patient-centered innovations.

This episode offers valuable perspectives for anyone interested in med tech's evolving landscape, emphasizing women's roles in shaping the future of healthcare technology.

Join us as the Women in Medtech Podcast dives deep into three new articles on the exodus of nurse leaders in 2024.

#ancc, #aonl #ana #magnet #medtech #caredelivery #beckers

Articles Discussed:

https://www.nursingworld.org/news/news-releases/2024/ana-enterprise-institute-for-nursing-research-and-quality-management-launches-magnet-model-review/

https://www.beckershospitalreview.com/nursing/nearly-1-in-3-nurse-leaders-planning-to-exit-their-hospital-roles-in-24.html

AONL Turnover Study: https://www.aonl.org/foundation/cno-turnover-study

ANA's Project Echo: https://www.nursingworld.org/practice-policy/workforce/racism-in-nursing/national-commission-to-address-racism-in-nursing/project-echo/

In Episode 63, the Med-TeXperts analyze Q1 2024's Medtech landscape, focusing on economic trends, virtual and fractional employment's rise, and strategic adjustments needed for relevance and competitiveness. Learn the importance of clear value propositions, pricing adjustments, and the role of partnerships with healthcare providers in overcoming industry challenges and seizing opportunities.

Hosts: Skender Daerti, Barbara Strain, Scott Alexander

Key Topics Covered:

Economic Activity and Trends in Med Tech

The Shift Toward Virtualization and Fractional Employment

Importance of Value Propositions and Pricing Strategies

Building Genuine Partnerships in Healthcare

Hashtags: #MedtechNavigators #HealthcareInnovation #BusinessStrategy #Partnerships #EconomicTrends

Recognized as one of the world’s leading consultants in innovation and strategy, Langdon has written more than 15 highly respected books on innovation, now organized as the Innovation Mastery Library. He devised the Innovation Master Plan framework, which is used by major corporations and governments around the world.

Recent clients include Airbus (UK, France), UNICEF (US, Pakistan, Nigeria), Tata Group (India), Reliance (India), US Navy, US Coast Guard, Total Energie (France), Ingersol Rand (US), Gemalto (France), and many others.

He is co-author of the breakthrough book Net Zero City, which offers a detailed transformation roadmap to net zero for cities worldwide. He is also creator of the world-renowned Innovation Mastery online training program, the world’s most comprehensive online training course in innovation, with more than 25 hours of exceptional content.

His next book is "Hello Future: The Next Ten Years," a strategic guidebook for leaders.

Health Equity isn't just a catchphrase - it's a revenue opportunity. Listen in as the Women in Medtech Podcast takes on this topic and more in the latest episode of the MBA Podcast presented by the Med-TeXperts.

Do you have a #MedtechInnovation that is going to require the IT department's buy in? Learn how to have the conversation with Healthcare IT Expert Pat Zinno on today's episode of the #MedtechBusinessAcademy!

Today’s episode is going to be the first in the book club series. Our team read Invisible Women by Caroline Criado Perez. This was the McKinsey and Company Business Book of the Year in 2019 and examines the data bias in a world design for me.

Join the Med-TeXperts as they dissect the 2024 #healthcarelandscape with #data. #MedtechBusinessAcademy #MBAPodcast

What do you know about Med-TeXperts Colleen Patterson and Abbi Norfleet? Hear about the #medtechjourneys of these incredible #FemaleLeaders and their #inspirations along the way. 

Trying to get your #medtech product into @ClevelandClinic? Don't miss this episode as Chris Schnee of Orion Innovations unlocks the secret formula. Tune in and subscribe!

Today’s episode of the #WomenInMedtechPodcast features Julia Jacobson; CEO of NEXT Medical Products and BLOXR Solutions. Bouncing between factories in New Jersey and Utah, Julia has a passion for domestic sourcing, #WomenOwnedBusinesses, and #innovating new products geared towards #femalepatients and #femaleclinicians.Listen in and subscribe so you'll never miss an episode!

Join the Women in Medtech as they interview Ilsa Webeck. Through her experiences working on many product types, business models and planning processes both in start-ups and multi-nationals, she knows how to see the forest AND the trees. This experience has contributed to the success of emerging ventures and market leaders by uncovering value for new technologies. Welcome Ilsa, thank you for joining us!

In this episode we explore the stories of our team, starting with Barbara Strain and Stephanie Pitts, and hosted by Colleen Patterson. Listen in and subscribe!

Join the Med-TeXperts as they review the Pulse of the Industry report 2023 published by Ernst & Young. Don't forget to subscribe!