New Trends in Value Analysis | Ep. 112

Value Analysis Committees strike fear into medtech commercial teams, but hospital rejections are rarely about product quality. Instead, they reflect a flawed commercial strategy.In this episode of the Medtech Business Academy, Barbara Strain, Scott Alexander, and Tom Hickey break down modern hospital purchasing. They discuss the rise of triad leadership structures, the shift toward operational nurse leads, and why pitching only physicians guarantees a stalled committee review.The panel explains how winning medtech brands target all four healthcare decision-makers (Clinical, Financial, Operational, and IT) and how reps can effectively frame clinical trials without overwhelming buyers with raw data.A successful committee review is a major competitive moat. Learn how to equip your internal clinical champions with the exact evidence health systems need to reach a decision.