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Focus More On Patients, Less On Hospitals, Experts Tell Device Companies

 
• By Reed Miller

Devices that collect and communicate patient data present opportunities for device-makers to have a closer relationship with end-users, but most device companies have little experience working directly with patients. Device firms need to close this gap by seeing the patients who use their devices as their primary customers, rather than just focusing on intermediaries like doctors, hospitals, and payers, industry experts tell Medtech Insight.

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• Source: shutterstock.com

Medical device companies need to build long-term relationships with the patients who rely on their devices instead of just focusing on selling devices to the physicians who prescribe or use them or the hospitals and insurers who pay for them, several industry experts tell Medtech Insight.

"One thing that [is now] painfully clear to me was just how much the hospital is still the center of the medtech world but it's not the center of the health-care world," Brian Chapman, the Zurich-based leader of ZS Associate's Medical Products and Services team told Medtech Insight

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