Sales Analytics - Episode 7: Top Go-to-Customer Trends in the Medical Device Industry

Craig Ackerman, principal of the Alexander Group, shares his perspective on how medical device companies are changing their go-to-customer models to grow revenue streams and market share in a constrained investment environment. To maximize growth, companies have been diversifying their product portfolios and adding wider new roles. They've also continued to segment opportunities by revenue motion to effectively sell new, innovative solutions while maintaining their core legacy revenue streams.