MedTech Business Academy

In this episode of the MedTech Business Academy, Scott Alexander, Barbara Strain, and Mike Sperduti sit down with Frank Jaskulke of Avio Medtech for a practical conversation on what really separates successful medtech startups from the ones that stall. From credibility and execution to commercialization, networking, market fit, and the hidden costs of scaling sales, Frank shares clear, experience-based advice for innovators trying to move from concept to adoption.The discussion also covers common startup blind spots, why solving a real market need matters more than falling in love with a solution, how to think about value analysis and workflow improvement, and where Frank sees some of the most exciting opportunities in medtech today.Whether you're building, launching, investing in, or advising medtech companies, this episode is packed with insight you can put to work right away.#MedTech #MedicalDevice #HealthcareInnovation #StartupStrategy #Commercialization #ValueAnalysis #MedTechBusinessAcademy

Medtech’s New BattlegroundIn this episode of the Medtech Business Academy, Skender Daerti, Barbara Strain, and Scott Alexander discuss the forces shaping the medical device industry today. With strong earnings and renewed M&A activity, capital is flowing back into medtech. At the same time, hospitals continue to face staffing shortages, labor pressures, and operational constraints.The conversation explores why workflow and operational efficiency are becoming critical factors in technology adoption. As providers try to do more with fewer resources, medtech companies that simplify processes and integrate into clinical workflows may have the greatest competitive advantage.This episode examines the intersection of industry consolidation, AI-driven investment trends, and hospital operational realities, and what it means for medtech leaders navigating the next phase of the market.

In Episode 7 of the Value Analysis Expert Series, Skender Daerti sits down with Barbara Strain, Terri Nelson, and Jenell Robinson to unpack indirect spend and why it belongs inside the value analysis conversation. From rentals and courier services to waste, valet, instrument repair, and placement agreements, the panel shows how these choices shape patient flow, compliance, budgets, and outcomes. Learn the questions value analysis teams ask, the metrics that matter, and how to engage supply chain early so departments avoid hidden costs and lost leverage.

In this episode of the Women in Medtech series, host Colleen Patterson is joined by Linda Lybert, founder and executive director of the Healthcare Surfaces Institute, for an eye-opening conversation about the unseen role that materials and cleaning practices play in patient safety.Linda shares how a simple sales visit led to a decade-long mission to improve the way hospitals think about surface disinfection and design. From launching global task forces to breaking down silos between infection prevention, facilities, and manufacturers, she explains how collaboration and persistence are essential to driving change in healthcare environments.Listeners will gain practical insight into how surface selection, training, and communication across departments can reduce healthcare-associated infections (HAIs), extend product life, and protect brand reputation.Key Topics:Why surfaces matter for infection prevention and patient outcomesThe hidden costs of material damage and improper disinfectionHow collaboration between clinicians and manufacturers creates safer environmentsStrategies for overcoming “no” and building momentum for changeThe global effort to standardize cleaning, testing, and education

Our 100th episode is a look back and a look ahead. Skender Daerti is joined by Barbara Strain, Colleen Patterson, Scott Alexander, and Mike Spurduti to reflect on how the show began during the Great Isolation and what four years of industry change have taught us.In this episode you will hear:How inside sales, digital marketing, and virtual education reshaped commercial models in medtechWhy listening to the real world through voice of customer, human factors, and market research beats build it and they will comeProvider side realities from supply shortages to today’s financial pressures and operational efficiency needsThe rise of Women in Medtech and why representation changes how decisions get madeWhat is next for the industry, including data and AI in outcomes and sales, private equity’s growing influence, rural health challenges, and the impact of policy and tariffsTakeaways: change is constant, execution matters, and the companies that adapt with clear value and real customer insight will win the next four years.Featuring Skender Daerti Barbara Strain Colleen Patterson Scott Alexander Mike SpurdutiIf this conversation helps you see the forest and not just the tree, subscribe for the next 100.

In this episode of the Women in Medtech series from the Medtech Business Academy podcast, host Colleen Patterson sits down with Tiffany Wilson, President and CEO of the Science Center in Philadelphia.With over 20 years of experience bringing healthcare technology from bench to bedside, Tiffany shares what it really takes to transform innovation into impact. She breaks down the key risks every startup must overcome, why leadership development is just as critical as funding, and how health systems can create clearer pathways for startups to engage.Topics covered include:The difference between innovation and measurable impactTechnology, regulatory, and commercialization riskWhy there is no consistent “front door” for startups in healthcareThe people factor behind successful companiesGlobal innovators entering the U.S. marketWhy speed is not a strategy in medtechWhether you are a founder, investor, or healthcare leader, Tiffany’s insights provide a clear-eyed look at what drives success in today’s medtech ecosystem.

Medtech is heating up in the second half of 2025—is your company ready?In this episode of the Medtech Business Academy podcast, Skender Daerti is joined by Tom Hickey, Barbara Strain, and Scott Alexander to explore how smart medical device companies are navigating renewed momentum, shifting provider dynamics, and emerging investment opportunities.You’ll learn:✅ What’s driving renewed activity in the medtech and healthcare markets✅ How provider constraints are impacting purchasing decisions✅ Why capital equipment and government accounts are key growth areas✅ What commercial teams must do now to compete and win✅ How rural health, M&A, and investor trends are shaping the landscapeWhether you're in medtech marketing, sales, strategy, or clinical operations, this episode delivers practical insight into how top-performing companies are preparing for a strong finish to 2025.Subscribe for weekly episodes focused on medtech strategy, value analysis, and commercialization.#medtech #medicaldevices #healthcarestrategy #valueanalysis #medicaltechnology #medtechmarketing

In Episode 94 of the Medtech Business Academy, Skender Daerti and Barbara Strain tackle the uncertainty gripping today’s healthcare ecosystem. With macroeconomic signals sending mixed messages and the passage of the so-called “Big Beautiful Bill” creating new Medicaid challenges, both providers and suppliers are frozen in indecision.This episode breaks through the paralysis.Skender and Barbara explore the current “deer in headlights” moment across the industry and outline tangible steps medtech leaders can take now to prepare for either a market boom or a deeper stall. Topics include:How tariffs, Medicaid shifts, and rural hospital strain are shaping the landscapeWhy value propositions must evolve for 2025 and beyondPractical strategies to lean your portfolio, reframe your messaging, and re-engage your customersThe overlooked opportunities in pediatrics and under-resourced marketsWhat it means to "hit them where they ain't" in today’s environmentWhether you're staring at flat sales or waiting for a signal to invest, this conversation will help you act with clarity, mitigate risk, and set the stage for growth.

Market Pressures, Medtech Strategy, and Provider Perspectives In this special two-person episode, Scott Alexander and value analysis leader Barbara Strain discuss the state of medtech commercialization in 2025—from shifting provider priorities to evolving supplier expectations.You’ll hear insight on:Mid-year pressures on provider systems and medtech companiesWhy traditional goals no longer apply—and how to “skate to where the puck is”What manufacturers must do to differentiate in today’s procurement environmentHow KOLs can drive account penetration and peer-based educationThe critical role of supply chain stability, product quality, and ease of trainingWhy full adoption is harder than new logo wins—and what to do about itWhether you’re navigating RFPs, aiming for higher contract win rates, or repositioning your message, this conversation offers timely strategies from both sides of the table.

In this episode of the Value Analysis Expert Series, Terri Nelson is joined by seasoned value analysis leaders Barbara Strain and Jenell Robinson to tackle a critical but often overlooked topic: supplier education.Whether you're a medtech sales rep, clinical liaison, or value analysis professional, this conversation unpacks what suppliers don’t know—and what hospitals must do to ensure better engagement, compliance, and outcomes.

In this episode of the Value Analysis Expert Series, Skender Daerti is joined by Barbara Strain, Jenell Robinson, and Terri Nelson to explore how suppliers and value analysis professionals can move beyond transactional interactions and build true partnerships.They discuss common missteps in supplier engagement—like rigid volume commitments and outdated messaging—and share how to approach contracting conversations with strategy, flexibility, and respect for clinical realities. The panel breaks down the importance of understanding evolving standards of care, the role of physician preference, and how to use risk-sharing and proactive communication to avoid friction.Whether you’re a supplier looking to better navigate the value analysis process or a provider refining your approach to vendor collaboration, this episode offers grounded, practical insight into building stronger, smarter healthcare partnerships.

In Episode 88 of the Medtech Business Academy Podcast, hosts Skender Daerti, Barbara Strain, and Scott Alexander dive into the exciting future of medical technology. Inspired by the growing enthusiasm among healthcare providers for transformative tech innovations, the conversation highlights how medtech companies are uniquely positioned to revolutionize healthcare delivery. The trio discusses how emerging technologies, particularly AI, offer unprecedented opportunities to enhance clinical efficiency, reduce healthcare waste, and ultimately improve patient care.Scott emphasizes the importance of thinking beyond incremental improvements and instead focusing on groundbreaking innovations that redefine healthcare possibilities. Barbara underscores the need for meaningful partnerships between medtech providers and healthcare systems, aiming to streamline operations and maximize value. Skender encourages industry leaders to embrace bold thinking, foster inspiration, and drive significant advancements in medical technology.Tune in to discover how embracing innovation, asking critical questions, and pushing the boundaries can place your company at the forefront of healthcare transformation.

Join top value analysis experts as they discuss strategic methods to influence device adoption, improve clinical outcomes, and navigate healthcare decision-making processes. Learn how value analysis can drive success in the healthcare sector, particularly for medical device sales and marketing professionals aiming for impactful results.