MedTech Business Academy

Hosted by MedTeXperts

Management Health Fitness Education

Website RSS feed

Episodes

115

Latest episode

Jun 2026

Language

About the show

Attention MedTech executives: Are you looking to grow exponentially and remain competitive in the MedTech Industry? Our renowned professors, the MedTeXperts, have launched a new podcast, the "Medtech Business Academy," where you can earn your MEDTECH MBA! We will be sharing our insights related to all aspects of Medtech commercialization including strategies for engaging with distributors, digital marketing, inside sales, clinical experience marketing, and healthcare economics. Download your episode on Spotify, Apple iTunes, or wherever you listen to your favorite podcasts.

Listen to episodes

60 recent

June 11, 202635 min

Educate First, Sell Later | Ep 108

The way medtech buyers learn, evaluate, and engage has changed, but many commercial teams are still working from an older playbook.In this episode of Medtech Business Academy, Scott Alexander is joined by Skender Daerti, Barbara Strain, and Mike Sperduti for a conversation on how medical device companies need to rethink their approach to sales, marketing, and customer education. The panel discusses why buyers are no longer waiting for a rep to bring them information, how hospitals are looking inward to identify their own gaps, and why medtech companies need to show up with education before the buying cycle begins.The conversation explores the shift from transactional selling to relationship-driven education, the growing role of digital and social channels, and why companies that understand their customers’ problems better than anyone else will be positioned to win.At the center of the discussion is a simple but urgent idea: medtech selling is at an inflection point. The companies that continue to control information will struggle. The companies that educate, build trust, and meet buyers where they are will create the advantage.

June 4, 202639 min

The Inflection Point Medtech Can't Ignore | Ep 107

The Inflection Point Medtech Can't IgnoreFor years, medtech commercialization has largely been driven by product expertise, relationships, and the efforts of individual sales representatives. But healthcare buying decisions have changed.In this episode of the MedTech Business Academy, Skender Daerti, Barbara Strain, and Scott Alexander discuss what they believe is a major inflection point for the industry: the shift from transactional selling to strategic commercialization.The conversation begins with a discussion about personas and quickly expands into a broader examination of how hospitals and health systems evaluate new technologies today. The panel explores why clinical champions alone are rarely enough to drive adoption and why successful companies must understand the priorities of financial, operational, IT, and value analysis stakeholders as well.Along the way, they share real-world examples of products that struggled because key decision-makers were overlooked, discuss how organizational structures continue to evolve through mergers and consolidation, and examine why many sales teams are being asked to navigate increasingly complex buying environments without sufficient strategic support.Key topics include:• Identifying the stakeholders who truly influence adoption• Understanding clinical, financial, operational, and technology personas• Common commercialization mistakes that slow adoption• The growing role of value analysis in healthcare purchasing• How marketing can provide strategic support to the field• Why medtech may be entering a new era of commercializationWhether you're a marketer, salesperson, product manager, clinical leader, or executive, this episode provides a thoughtful discussion on how healthcare purchasing is changing and what medtech organizations must do to adapt.

March 19, 202636 min

Building Medtech That Gets Adopted with Guest Frank Jaskulke | Ep 106

In this episode of the MedTech Business Academy, Scott Alexander, Barbara Strain, and Mike Sperduti sit down with Frank Jaskulke of Avio Medtech for a practical conversation on what really separates successful medtech startups from the ones that stall. From credibility and execution to commercialization, networking, market fit, and the hidden costs of scaling sales, Frank shares clear, experience-based advice for innovators trying to move from concept to adoption.The discussion also covers common startup blind spots, why solving a real market need matters more than falling in love with a solution, how to think about value analysis and workflow improvement, and where Frank sees some of the most exciting opportunities in medtech today.Whether you're building, launching, investing in, or advising medtech companies, this episode is packed with insight you can put to work right away.#MedTech #MedicalDevice #HealthcareInnovation #StartupStrategy #Commercialization #ValueAnalysis #MedTechBusinessAcademy

March 12, 202633 min

The New Rules of Value Analysis | VAES Ep 8

Healthcare value is changing fast in 2026. Cost pressure, CMS policy shifts, and the move toward value-based care are forcing hospitals, suppliers, and value analysis teams to rethink how value is defined and measured.In this kickoff episode of the Creating Value Series, host Skender Daerti is joined by value analysis experts Barbara Strain, Jenell Robinson, and Terri Nelson to break down the evolving value equation in healthcare.They discuss the classic formula Value = Quality ÷ Cost, why that equation is becoming more complex, and how hospitals are increasingly evaluating outcomes, efficiency, patient experience, and operational impact when making purchasing decisions.This episode explores:• How value analysis teams actually evaluate clinical products• Why the lowest cost product is not always the highest value• How CMS changes influence hospital purchasing decisions• The role suppliers play in demonstrating meaningful value• Why future value decisions may become more theoretical and outcomes-drivenIf you work in medtech, hospital supply chain, clinical leadership, or healthcare strategy, this episode provides a practical look at how value analysis is evolving and what it means for product adoption.This episode launches our new Creating Value series, where we will explore conversion compliance, supplier collaboration, value analysis processes across different healthcare systems, and more.Subscribe for more conversations on healthcare value analysis, medtech strategy, and hospital decision-making.

March 4, 202622 min

Medtech’s New Battleground | Ep 105

Medtech’s New BattlegroundIn this episode of the Medtech Business Academy, Skender Daerti, Barbara Strain, and Scott Alexander discuss the forces shaping the medical device industry today. With strong earnings and renewed M&A activity, capital is flowing back into medtech. At the same time, hospitals continue to face staffing shortages, labor pressures, and operational constraints.The conversation explores why workflow and operational efficiency are becoming critical factors in technology adoption. As providers try to do more with fewer resources, medtech companies that simplify processes and integrate into clinical workflows may have the greatest competitive advantage.This episode examines the intersection of industry consolidation, AI-driven investment trends, and hospital operational realities, and what it means for medtech leaders navigating the next phase of the market.

November 20, 2025

Advisory Boards That Actually Move the Needle | Ep 103

How do you build advisory boards that actually change your commercialization trajectory instead of checking a box? The panel breaks down who to invite, what to ask, and how to turn insight into action.In this episode of the Medtech Business Academy, host Scott Alexander sits down with Skender Daerti, Barbara Strain, and Mike Sperduti to go deeper on voice of customer by focusing on one of the most underused tools in medtech: advisory boards.They unpack what a modern advisory board really is, how it differs from one-off focus groups, and why the best boards are “snowflakes” that look different for each product, market, and objective. Skender introduces the idea of “closing the circuit” across all personas who touch a product, from physicians and nurses to EVS, biomed, IT, and quality leaders.The group explores how to avoid the trap of getting “say” data that never turns into “do,” why you should pay advisors to tell you what you do not want to hear, and how to balance gray-bearded experts with emerging clinicians who understand today’s channels and behaviors. They wrap with practical steps for building your first advisory board, setting objectives, holding advisors accountable, and knowing when the right move is to kill a project.If you are in medtech leadership, product management, marketing, or sales, this episode will give you a concrete playbook to design advisory boards that create a real unfair advantage in your market.

November 6, 202537 min

Indirect Spend, Direct Value | VAES Ep 7

In Episode 7 of the Value Analysis Expert Series, Skender Daerti sits down with Barbara Strain, Terri Nelson, and Jenell Robinson to unpack indirect spend and why it belongs inside the value analysis conversation. From rentals and courier services to waste, valet, instrument repair, and placement agreements, the panel shows how these choices shape patient flow, compliance, budgets, and outcomes. Learn the questions value analysis teams ask, the metrics that matter, and how to engage supply chain early so departments avoid hidden costs and lost leverage.

October 23, 202539 min

From Say to Do: Real Voice of Customer for Medtech | Ep 102

The team unpacks a practical playbook for voice of customer in medtech. Learn how to recruit across the real buying committee, ask intent questions that forecast adoption, and focus on operational ease so your product clears the bandwidth barrier inside hospitals. Walk away with first steps to build buyer personas, create an internal champion, and keep a non-sales conversation running in the market.Key takeaways:Do not generalize one cohort’s feedback across the committeeTest intent with do oriented questions instead of nice to hear statementsOperational simplicity is a decision driver when staffing is thinBuild a champion and arm them to speak for finance and operationsKeep VOC continuous to prevent point in time blind spotsUse associations and local chapters to reach hard to access roles

October 16, 202540 min

Surfaces to Safety: Linda Lybert on Collaboration and Patient Protection | Ep 101

In this episode of the Women in Medtech series, host Colleen Patterson is joined by Linda Lybert, founder and executive director of the Healthcare Surfaces Institute, for an eye-opening conversation about the unseen role that materials and cleaning practices play in patient safety.Linda shares how a simple sales visit led to a decade-long mission to improve the way hospitals think about surface disinfection and design. From launching global task forces to breaking down silos between infection prevention, facilities, and manufacturers, she explains how collaboration and persistence are essential to driving change in healthcare environments.Listeners will gain practical insight into how surface selection, training, and communication across departments can reduce healthcare-associated infections (HAIs), extend product life, and protect brand reputation.Key Topics:Why surfaces matter for infection prevention and patient outcomesThe hidden costs of material damage and improper disinfectionHow collaboration between clinicians and manufacturers creates safer environmentsStrategies for overcoming “no” and building momentum for changeThe global effort to standardize cleaning, testing, and education

October 3, 202530 min

Making UDIs Work in Value Analysis: Clean Data, Better Decisions | VAES Ep 6

In this episode of the Value Analysis Expert Series, Jenell Robinson, Terri Nelson, and Barbara Strain discuss how Unique Device Identifiers (UDIs) are transforming value analysis. From recall management to data-driven product evaluations, UDIs provide a common language that helps hospitals and suppliers align on outcomes, cost, and operational impact.Learn how UDIs:Improve traceability and safety during recallsEnable more accurate product comparisons and evaluationsConnect clinical, financial, and operational data for better decisionsSupport retrospective reviews and continuous improvementWhether you are a medtech supplier preparing for product evaluations or a healthcare leader working to streamline decisions, this episode shows why UDIs are more than codes — they are a foundation for credible, patient-centered decision making.???? Subscribe to stay updated on future Value Analysis Expert Series episodes.