MedTech

Simon-Kucher’s MedTech practice focuses on devices, equipment, services, diagnostics, and digital health. Our experience and proven strategies enable our clients to sustainably increase their top line and generate profitable growth. While we count 40 out of the top 50 MedTech and Diagnostics companies among our clients, we also work with small- and mid-sized companies, including OEM suppliers and service companies for the healthcare industry.

MedTech consulting in complex markets

The global healthcare environment is as complex as it has ever been. Decisions are being made jointly by clinical and economic stakeholders, who are requiring companies to demonstrate the true value, both clinical and health economic, of their products and services and reflect this in the price of the offer. This means companies must choose the right markets and segments, sell through effective channels, and convince the relevant stakeholders with a compelling value proposition that justifies their offer is worth the money. To achieve this, companies have to both identify the true value of their offer and have the right commercial and sales processes in place to extract this value from the market.

This is where Simon-Kucher excels. Our significant experience in Diagnostics and MedTech consulting empowers companies to achieve their revenue and profit targets. Our approach is one of working alongside our clients; we are results oriented and hands on, rolling up our sleeves to fully engage and understand the specific challenge. We analyze the products, markets, competitive landscape, and company sales and transaction data in order to gain a comprehensive view and make informed, intelligent decisions. We both develop the strategy and assist with implementation to ensure its longevity and results.

Our experience

• Our partners each have over 10 years of experience as trusted MedTech advisors, often combined with practical industry experience, e.g. in business development, marketing and sales, healthcare procurement
• Our consultants have a mix of business, medical, bioscientific, and commercial backgrounds
• Our team is truly global, located in the Americas, Europe, and Asia

Our focus

Our multidisciplinary team advises our clients on strategy, marketing, pricing, and sales topics. Our projects cover a variety of areas, including: 

Strategy

• Growth strategies
• Market landscaping
• Business models
• Commercial due diligence
• Competitive strategies

Marketing

• Customer segmentation and targeting
• Brand positioning
• New product and service development
• Digital solutions monetization
• Value story creation

Pricing

• Pricing strategy
• Price setting at launch and post-launch
• Contracting, discounts, and rebates
• Pricing organization and processes
• Pricing excellence programs

Sales

• Go-to-market strategy
• Field force size, structure, and roles/responsibilities
• Key account management
• Hiring and training excellence
• Sales excellence programs