What We Do

A rigorous pursuit of customer insights.

Whether considering funding R&D for an internal program, positioning a product for launch, quantifying an evolving market’s size, seeking to accelerate sales by expanding to new market segments, or evaluating an acquisition, understanding customers’ clinical needs and economic incentives and constraints is critical. That’s where Health Advances excels.

Healthcare is our sole focus; therefore, Health Advances quickly and objectively integrates knowledge from a clinical, technical, and business perspective to create strategies that guide our clients’ most important decisions.

Health Advances expertise in medtech spans the range of product types and the breadth of settings in which devices are utilized.

How We Help Your Business

Pragmatic strategies for optimal positioning and realistic forecasts.

Our MedTech team has a deep working knowledge of the healthcare industry, customer, and market trends. This enables us to:

  • Efficiently evaluate market opportunities by developing a thorough understanding of a product’s most compelling value proposition(s) and its sales impact.
  • Provide insights into how the changing landscape of delivery, reimbursement, and regulatory issues affect market potential.
  • Determine which clinical applications to target with potent platform technologies.
  • Segment customers and understand adoption drivers by customer segment to optimize positioning and salesforce deployment.
  • Understand the role of economics in hospital and physician decision-making to build compelling economic arguments for products and develop persuasive selling tools.
  • Develop realistic sales forecasts based upon a rigorous understanding of unmet needs, patient referral patterns, various decision-makers and often dysfunctional economic incentives.
  • Identify the most promising international markets for rapid adoption of new technologies.
Examples

Susan Posner: “In response to changing decision-making dynamics in hospital product purchasing, Health Advances established our own OR Supervisor panel of experts. These professionals are often the ultimate drivers of purchase decisions, and they are extremely busy people so it is difficult for our competitors to reach them. This new 200-person panel adds to our existing group of hospital decision-makers and allows us to efficiently gain insights for our clients from this important group .”

Mark Speers: “Many of our clients are technically very strong and have developed core technology that can be directed at numerous clinical applications. This can be a burden more than a blessing. Working closely with these clients, our teams can quickly assess the alternative applications with a comprehensive view of clinical needs, provider economics, future competition, and regulatory hurdles. Somewhat counterintuitively, vertically integrating to pursue one application completely is often far more lucrative than developing several applications with various partners.”

Susan Posner: “Our client was facing changing market dynamics and needed to anticipate how growth and share for its product would evolve over the next three years. In addition, the Company was considering launching a next generation premium-priced product with the hope of gaining additional share. Ultimately, Health Advances developed of a rich understanding of the products’ revenue potentials and management optimized the cadence and pricing of the next generation product.”

Featured Areas

We have well-established methodologies for:

Medical devices
Market assessment and forecasting
Product strategy
Portfolio and platform prioritization
Customer segmentation
Business and corporate development
Pricing and reimbursement
Diligence and M&A

View our medtech case examples

Practice Leaders

Contact the Medtech Team

Recent News, Events & Publications

03.16: Value in Health Journal

A Multidimensional Analysis of Prostate Surgery Costs in the United States: Robotic-Assisted versus Retropubic Radical Prostatectomy

Mike Davitian, Associate; Holly May, Consultant; and Mark Speers, Partner

Intuitive Surgical’s da Vinci® surgical robot has often been accused of adding unnecessary costs to the healthcare system. The Company enlisted Health Advances to perform a rigorous and comprehensive study of the robot’s long-term economic impact to hospitals, payers and society when deployed to perform radical prostatectomies for prostate cancer patients. The resulting study, “A Multidimensional Analysis of Prostate Surgery Costs in the United States: Robotic-Assisted versus Retropubic Radical Prostatectomy,” was written in collaboration with leading researchers and clinicians at Mount Sinai Hospital in NYC and has been published in the well-respected Value in Health Journal. The study estimates that, when factoring in all the costs of a surgery, the robot usually saves hospitals money. In addition, payers and society benefit from treating fewer downstream complications and less lost days of employment.

03.18.16

Health Advances Co-Authors Groundbreaking Study Documenting the da Vinci® Robot’s Positive Economic Value

Intuitive Surgical’s da Vinci® surgical robot has often been accused of adding unnecessary costs to the healthcare system.

The Company enlisted Health Advances to perform a rigorous and comprehensive study of the robot’s long-term economic impact to hospitals, payers and society when deployed to perform radical prostatectomies for prostate cancer patients. The resulting study, “A Multidimensional Analysis of Prostate Surgery Costs in the United States: Robotic-Assisted versus Retropubic Radical Prostatectomy,” was written in collaboration with leading researchers and clinicians at Mount Sinai Hospital in NYC and has been published in the well-respected Value in Health Journal. The study estimates that, when factoring in all the costs of a surgery, the robot usually saves hospitals money. In addition, payers and society benefit from treating fewer downstream complications and less lost days of employment. The Health Advances authors are Mike Davitian, Holly May, and Mark Speers.
Click here to read the article.

08.15: MedTech Strategist

Market Outlook: Simple Infusers: Unlocking the Potential of Insulin in Type 2 Diabetes

Marie Schiller, Arushi Agarwal, and Sheela Hegde

Simple insulin infusers are emerging as an important new tool to help people with type 2 diabetes gain better control of their disease. Although only one simple infuser product has been approved in the US to date, more are on the way and interest among physicians and payors is on the rise—all of which suggests a budding new market opportunity in the years ahead. Also Included: CeQur: Overcoming Barriers with PaQ Simple Insulin Infuser.

07.15.15

Insights from the 2015 WSGR Medical Device Conference

Read the latest blog post

With a mix of investors, industry veterans, and entrepreneurs, WSGR’s Medical Device Conference in San Francisco underscored several forces shaping the future of the medical device industry, from evolving corporate investment strategies to innovative collaboration models and the growing influence of tech in medtech. The panel discussions reinforced several themes that have been redefining the industry.

By Nick Haluck

05.06.15

Susan Posner Moderates Panel at MassMEDIC’s 19th Annual Conference

Boston, MA

Health Advances Partner, Susan Posner, will moderate What’s Ahead in MedTech Purchasing? – A Discussion with the Hospital C-Suite.

The distinguished panel includes two local Hospital CEOs, Bruce S. Auerbach, MD, FACEP, President & CEO of Sturdy Memorial Hospital and Trish Hannon, President & CEO, New England Baptist Hospital in a discussion about the changing dynamics in hospitals and the impact on medical device manufacturers.

MassMEDIC is teaming up with UBM Canon and holding its 19th Annual Conference in conjunction with the Boston BIOMEDevice Show, May 6-7 at the Boston Convention and Exhibition Center.


“Health Advances has an in-depth understanding of how the healthcare arena works; they know many of the players in the industry. They can really peel back the onion, offering insights, differentiators, new ideas and angles of how to look at things: how that marketplace might work; how this new product/system might apply. They have such a broad range of knowledge, they’ll even help you find acquisition candidates you hadn’t thought of.”

Lawrence Kinet
Former CEO, Investor, and Director