MedTech Business Academy

MedTeXperts
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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.

  1. 3d ago

    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.

    36 min

  2. Jun 4

    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 commercialization Whether 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.

    39 min

  3. Mar 19

    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

    36 min

  4. Mar 12

    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-driven If 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.

    34 min

  5. Mar 4

    Medtech’s New Battleground | Ep 105

    Medtech’s New Battleground In 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.

    23 min

  6. Jan 22 ·  Video

    2026 Kickoff | Ep 104

    2026 Kickoff sets the stage for what’s ahead in medtech. In this episode of the MedTech Business Academy, Skender Daerti is joined by Barbara Strain, Scott Alexander, Mike Sperduti, and Tom Hickey to reflect on the turbulence of 2025 and unpack what it means for selling, marketing, and implementing medical technology in 2026. The panel discusses why uncertainty stalled decision-making last year, how tariffs and supply chain pressures changed provider behavior, and why conversion fatigue and implementation burden are killing more deals than ever. From educational marketing and smarter prospecting to clearer clinical, financial, and operational value messaging, this conversation focuses on what actually moves opportunities forward in today’s environment. Looking ahead, the group explores CMS reimbursement changes, evolving provider priorities, investor expectations, and the growing need for adaptability as AI and new ways of working reshape how relationships are built and maintained. Key themes in this episode: What 2025 revealed about the medtech marketWhy adoption friction matters more than priceHow to build pipeline in a slower, noisier marketCMS changes and their impact on providers and suppliersAdaptation as the defining skill for 2026???? Like, subscribe, and share this episode with someone planning their 2026 medtech strategy.

    42 min

  7. 11/20/2025

    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.

  8. 11/06/2025

    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.

    37 min
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About

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.

Information

  • Creator
    MedTeXperts
  • Years Active
    2023 - 2026
  • Episodes
    113
  • Rating
    Clean
  • Copyright
    © Copyright 2026 MedTech Business Academy
  • Show Website
    MedTech Business Academy