Saturday, September 20, 2014

The Advisory Board Company: Devicemakers now try to sell hospitals, not doctors, on their wares

The Advisory Board Company: Oct. 23, 2013

Philips_Signing_0131 (1)Writing in Modern Healthcare, Jaimy Lee explains how medical devicemakers are altering their product strategies to better meet the needs of hospitals, which increasingly determine supply and device procurement for surgeries.

In June, Georgia Regents Medical Center and devicemaker Royal Philips launched a partnership in which the system will pay $300 million over the next 15 years to the devicemaker in return for new technology, maintenance, and other services. The partnership includes the system’s Children’s Hospital of Georgia, Georgia Regents University Cancer Center, and other outpatient clinics. Read more about the changing dynamics of device marketing.

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