Orthopedics
Robotics is changing more than the operating room
How surgical systems are reshaping value creation in orthopedics.
ENDE
MedTech Knowledge Platform
Perspectives on markets, partnerships and leadership.
A growing collection of personal analysis and perspectives on MedTech, market and customer development, OEM and CDMO partnerships, Sales Excellence and leadership.
Search perspectives
Search only within my perspective articles. When entering multiple keywords, all must occur in the article.
These perspectives are based on my professional experience and personal judgment. AI-supported editorial assistance helps structure and develop the ideas. I remain responsible for their selection, assessment and content. Internal or confidential information concerning current, past or future activities in my professional environment is neither documented nor published here.
Structured collection
Contents
Understanding markets and growth
Market dynamics, business models and new growth perspectives
Read →
Market & Regulatory
Regulatory belongs on the management agenda
Why regulatory decisions increasingly shape commercial outcomes in MedTech.
AI & Digital
When content becomes a commodity, positioning decides
Why artificial intelligence raises the standard for strategy, customer knowledge and editorial leadership in B2B marketing.
Developing strategic customers and partnerships
Key Account Management, buying centers and long-term OEM relationships
Sales Excellence
Revenue reveals only part of a customer’s potential
Why sustainable growth depends on understanding the market behind the account.
Sales Excellence
Complex customers require more than good relationships
Why Miller Heiman can add value in the MedTech CDMO business.
OEM & CDMO
Strategic OEM partnerships require shared governance
Why transparency, shared priorities and dependable decision paths determine the value of a partnership.
Sales Excellence
Great sales organizations don’t sell products. They understand businesses.
Sustainable growth starts with understanding how customers create value — and where you can contribute.
Shaping OEM, CDMO and industrialization
Make-or-buy, early involvement, scale-up and lifecycle responsibility
OEM & CDMO
The most expensive decisions are made before the first production batch
Why involving a CDMO partner early is critical in MedTech.
OEM & CDMO
Make or Buy in MedTech
What OEMs should control in-house—and what they should not.
OEM & CDMO
The true value of a CDMO becomes visible five years after launch
Why New Product Introduction is only the beginning of a partnership.
OEM & CDMO
The era of the extended workbench is coming to an end
Why OEMs are increasingly buying capabilities rather than capacity.
OEM & CDMO
Second sourcing is not a procurement exercise
Why a second source in MedTech is part of product strategy.
OEM & CDMO
From innovation to industrialization
Why the next major MedTech challenge may be the ability to scale.
OEM & CDMO
From sheet steel to a market-ready medical device
Why vertical integration means more to OEMs today than production alone.
Embedding Sales Excellence and Sales Intelligence
CRM, pipeline governance, forecasting and AI-supported decisions
Sales Excellence
The forecast between OEM and CDMO
Why Key Account Managers must do more than pass on customer numbers during an NPI.
Sales Excellence
From CRM to a Sales Intelligence System
Why documentation alone does not create better sales.
Sales Excellence
AI in Opportunity Management: More evidence, less gut feeling
How sales intelligence can help assess opportunities more realistically and make pipeline decisions more robust.
Leading organizations and transformation
Cross-functional responsibility, collaboration and organizational effectiveness
Sales Excellence
Strategic accounts do not belong to sales
Why customer centricity is the responsibility of the entire organization.