14th Annual Thomas Fogarty Lecture: Focus on Innovation (Nov 9th, 2012)
Ginger Graham delivered the 14th Annual Thomas Fogarty lecture this year, focusing on changing landscape in healthcare innovation. Ms. Graham is the current President and CEO of Two Trees Consulting, the former President and CEO of Amylin Pharmaceuticals and the past Group Chairman of Guidant Corporation. She also serves on several boards such as Proteus Digital Health, Genomic Health and Walgreens. With her extensive experience in both the pharmaceutical and medical device industries, Ms. Graham gave a thought-provoking talk that challenged conventional views on healthcare innovation. Read more
When Dr. Thomas Fogarty is in the office, he holds meetings all day long. Not unlike the President, he is briefed moments before every meeting. With each new visitor, he brings a fresh enthusiasm to the table, an eagerness to listen and to be impressed. Everybody gets a fair shot, and many are successful—unless, of course, they commit a cardinal sin. Read more
Medtech sales is being turned on its head by policy changes and the growth of Big Medicine. Sales reps and device innovators can pivot their strategy and still be successful if they properly identify stakeholders and adapt their value proposition.
Only a few years ago, a medical device sales representative (“rep”) could establish a relationship with a clinician, convince this provider of a new product’s clinical benefit, and close a sale. These days, throughout the medtech industry, we often hear horror stories of hospital systems taking purchasing decisions away from clinicians, large group purchasing organizations (GPOs) stifling innovation, and physician-owned distributors trying to replace sales reps. What in the heck is going on with medtech sales?
Mike Carusi had a good year. As a general partner at Advanced Technology Ventures (ATV) he saw his investments in Ardian and Plexxikon payoff with acquisitions of $800 million and $805 million respectively (not to mention potential milestone payments). He saw another investment, GI Dynamics, IPO on the Australian stock market, and to top it off he was named on the Forbes 2011 Midas List as a top investor.