Medical Device Success

The Medical Device Success Podcast and Videocast is a combination of interviews with Subject Matter Experts (SMEs) and MedTech leaders along with some solo podcasts aimed at improving the ability of the audience to better understand and compete in today’s rapidly changing healthcare ecosystem. We seek out SMEs in areas that can assist MedTech companies in:
• Marketing strategies, tactics and technologies
• Sales strategies, tactics and technologies
• The future of MedTech – technology trends and implementation
• Health research & economics
• Provider issues (hospital systems, ambulatory surgical care, etc.)
In our “In the C-Suite” series we like to get leadership perspectives from MedTech leaders.

Episode 71 Strategic Planning Part 1 for Companies and Individuals

Only 23% of companies follow a formal strategic planning process.  Companies with strategic plans are 12% more profitable.  The big MedTech companies are in the final phases of the 2022 strategic plans. What about the small to medium sized companies?  What about you as an individual?  Imagine how much more productive and profitable you might be with your own personal plan.  This is part 1 of a 2 part series to offer some guidance on creating a strategic plan whether it is for a company, a function and/or you as an individual.  Today we will cover Assumptions, the SWOT analysis, Opportunities and Gaps and finally Key Goals and Objectives. In part 2, I will cover strategies and tactics and executing the plan.  This is important because only 13% of companies successfully execute their annual plan.

I will be using slides.  For podcast listeners, I will try to clearly explain my progress through the slides. There is a way you can get copies of the slides. You have heard me talk about the MedTech Leaders community.  This is where Medtech professionals get together to help each other out with best practices, problems, solutions and ideas.  You can learn more at medtechleaders.net.  Members of the MTL community can request a free copy of the slides. There is a very low annual fee and there is a free trial.  It costs less than 4 Starbuck’s coffees.  Why charge anything you ask?  To keep the spammers out and cover basic community costs.  I guarantee you I am not making money from the community.  It is more of a passion project than a profit project at this point.

Now Go Win Your Week!

Ted Newill’s LinkedIn Profile link

More Medical Device Success podcasts link

Medical Device Success website link

MedTech Leaders Community link

Link to Ted’s contact page

Episode 70 – In the C-Suite with Patricia Zilliox, CEO, Eyevensys

Today’s guest is Patricia Zilliox, CEO of Eyevensys, a clinical stage biotechnology company based in Paris, France and Dallas, Texas. Patricia is running a very exciting startup that combines a medical device and gene-therapy that is targeting some of the biggest causes of blindness. The idea behind this biotechnology is the brainchild of Founder Francine Behar-Cohen, MD, PhD.  What I find fascinating is the fact that they do not use a virus to transport the therapy.  Instead, they turn a little muscle in the eye into a protein factory.  There are advantages to this approach that you will learn about in a few minutes.   We will talk about the technology, Patricia’s career and some of the early challenges in being in her first CEO role.

If you like this podcast, be sure to recommend it to a friend and or subscribe. An easy way to share the podcast is by using the share button on your podcast provider.  Links to Patricia’s LinkedIn profile and the Eyevensys website will be in the show notes.

For those of you looking for a community of like-minded MedTech professionals, consider looking at the MedTech Leaders Community.  I am the host of this community.  You can learn more at medtechleaders.net.  One advantage of being in the community is that most of these podcasts/video casts start out as live events.  Members can attend and ask questions.  And I am working on events related to AI in MedTech, Value Based Care, Telehealth, marketing and sales and of course more C-Suite interviews.

Now Go Win Your Week!!

Patricia Zilliox’s LinkedIn Profile link

Eyevensys Website link

Ted Newill’s LinkedIn Profile link

More Medical Device Success podcasts link

Medical Device Success website link

MedTech Leaders Community link

Link to Ted’s contact page

Episode 69 – Back to the Front Line of MedTech Sales with Chip Helm

Today we head back to the front line of sales with my guest Chip Helm, Account Executive, Government Accounts for Cook Medical.  This is a great conversation. Chip is passionate about sales as a career and very enthusiastic about his career with Cook Medical. We are going to talk about the foundation of his career, the differences between government sales and community hospital sales, how Cook Medical helped field sales reps throughout Covid and how the sales environment has changed with the pandemic.  Chip will confirm that sales is harder work in this pandemic environment.  

Chip is also the author of two books on sales.  In the show notes below you will find links to Chip’s LinkedIn profile, his books and his personal website.

Now Go Win Your Week!

Chip Helm’s LinkedIn Profile link

Chip Helm’s personal website link

Books by Chip Helm

  • Everyday Sales Wisdom for Your Life and Career
  • BIGGER THAN SALES: How Humility and Relationships Build Career Success

Ted Newill’s LinkedIn Profile link

More Medical Device Success podcasts link

Medical Device Success website link

MedTech Leaders Community link

Link to Ted’s contact page

Episode 68 – Building Success Models in MedTech

One of the most common pieces of advice I give to those asking for help on a variety of challenges is to “build a Success Model”.  This advice has been given to a wide variety of MedTech Executives from CEOs to sales representatives.  In this episode we explore what a Success Model is and how to implement one.  This is a podcast and video cast.  There are slides.  For listeners, I spell everything out pretty clearly.  Viewers of the video cast will see the slides. If you want a copy just let me know and I can send out a PDF of the slides.

Here is what we will be covering today:

  • The Sayings
  • Common Sense Yet….
  • What Is a Success Model?
  • Where Are They Most Effective?
  • Why Are They Important?
  • The Success Model Process
  • Success Model Examples – Turnaround, Territory, Disruptive Technology and Distribution Channel

Now Go Win Your Week!

Ted Newill’s LinkedIn Profile link

More Medical Device Success podcasts link

Medical Device Success website link

MedTech Leaders Community link

Link to Ted’s contact page

Episode 67 – Mastering Influence and Authenticity In The New Normal with Shelly O’Donovan, CEO, Authentic Influence Group

“The worst thing is not that someone has a bad impression of you. The worse thing is that someone has no impression of you!”

This is my favorite quote in my conversation with today’s guest, Shelly O’Donovan, Founder and CEO of Authentic Influence Group.  You will definitely pick up a couple pearls on communication in this program.  Many of the changes in communication that have been imposed on us during the pandemic are here to stay. With Shelly’s help, we discuss:

  • authenticity
  • some of the bigger challenges in communication today
  • leaders and communication
  • some tips for having impact
  • and detecting lies.

If you want to meet some other like-minded MedTech professionals, consider looking into the non-LinkedIn community MedTech Leaders. I am the host of this community.  You can learn more about it at medtechleaders.net.  It has a lot of great leadership, sales and marketing resources.

Do not hesitate to contact me with questions, suggestions and ideas.

Now Go Win Your Week!

Shelly O’Donovan’s LinkedIn profile link

Authentic Influence Group website link

Books Shelly recommended:

Captivate by Vanessa Van Edwards

Louder Than Words by Joe Navarro

Ted Newill’s LinkedIn Profile link

More Medical Device Success podcasts link

Medical Device Success website link

MedTech Leaders Community link

Link to Ted’s contact page

Episode 66 – Game Changing Subcategories and Storytelling in MedTech with David Aaker, PhD

“It is a big fallacy that your audience is rational”

Our guest today is David Aaker, PhD, considered by some to be the Father of Modern Branding.  In this episode we are talking about creating game changing subcategories and storytelling in high tech and medtech. Dave is Professor Emeritus at Stanford University and is the Vice Chairman of the consulting firm Prophet.  He has written numerous best-selling books on branding, marketing, leadership and now story telling.  A couple weeks ago we talked to Geoffrey Moore about moving through the Technology Adoption Life Cycle.  Today we add another layer of sophistication to this with the concept of creating a game changing subcategory for your product to help separate it from the competition and thrive.  To support this effort, we also spend some time on story telling as a tactic to support your brand.  Think about it, as an individual, when you share a story about yourself with friends or colleagues, you are probably hoping to enhance your personal brand.  How you do this and what you include or leave out may make all the difference.  The same can work for the products you make or represent.

As always, you will find links to Dave, Prophet and some of his books in the show notes.  And, again, you will hear me refer to a couple attendees from the MedTech Leaders community.  You can learn more about this community at MedTechleaders.net.

By the way, I recorded Dave while on the road in a hotel room. Yes…I have to do some field work too.  So, the audio and video may not up to my usual quality level.  I appreciate your patience with this.

Now Go Win Your Week!

David Aaker LinkedIn profile link

Prophet website link

Some Books by David Aaker

  • Building Strong Brands Link
  • Brand Portfolio Strategy: Creating Relevance, Differentiation, Energy, Leverage, and Clarity Link
  • Owning Game-Changing Subcategories: Uncommon Growth in the Digital Age – Link
  • Creating Signature Stories: Strategic Messaging that Energizes, Persuades and Inspires – Link

Ted Newill’s LinkedIn Profile link

More Medical Device Success podcasts link

Medical Device Success website link

MedTech Leaders Community link

Link to Ted’s contact page

Responses

About Instructor

Ted Newill

Currently, Ted is the President and CEO of Medical Device Success. Medical Device Success is a consultancy that works with small to medium sized MedTech companies in the areas of strategic and tactical planning primarily in marketing and sales. He is also the host of the Medical Device Success Podcast and Video Cast.  The podcast was recently ranked as #2 of the top 20 medical device podcasts by FeedSpot.   And, he recently created a community called MedTech Leaders. Ted has over 35 years of experience as a successful medical device marketing, sales and operations executive. Many of the companies he worked for were start-ups and/or emerging growth companies with new concept technologies. He began his career as a sales representative for a division of the AHSC. He progressed through positions of greater responsibility at several medical device companies including marketing management, international sales management, VP of Sales, VP of Sales & Marketing and President US operations.

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