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Medtech companies urged to evolve business model to survive
Date:9/23/2013

f pre-commercial companies — declined by 11% to the lowest level in at least seven years.
  • Financing: Capital raised remained relatively steady at US$29.5b, but most of the funding went to a few large companies. Debt represents the vast majority of total funding, with debt offerings by a handful of commercial leaders contributing 82% of the industry's total financing. The majority of new debt issuances were used to refinance existing debt.
  • Deal making holds steady. The value of mergers and acquisitions involving US and European medtech companies increased 23% to US$47b. However, after adjusting for a US$15.8b mega-deal, the value of M&A in 2012 fell 19% to US$31.2b.
  • Building new business models

    Continues Glen: "The move to value-based health care is making patients and payers more influential, and medtech companies now find that their business models need to take these new customers into account. However, the need to invest heavily in business model innovation comes at precisely the time when companies' resources are increasingly constrained."

    Companies are beginning to experiment with business models that reflect the needs of new customers in three ways: 

    • Beyond the product: Services and solutions to improve outcomes or lower costs (e.g., a 15-year agreement to provide a US academic medical center with consulting services as well as technology).
    • Beyond treatment: Prevention, remote monitoring, to more efficiently improve outcomes (e.g., a major device company's US$200 million acquisition last month of a telehealth firm focused on remote chronic disease management.) 
    • Beyond the hospital: Enabling patients to manage their conditions at home, without frequent and costly clinical interventions (e.g., a leading medtech company's new program to treat sleep disorders through education and encouragement.)

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