Blog

17Aug 2025 by cesare ferrari

Selling Smarter: Why Expanding Isn’t Always the Answer 

Sales

Let’s be blunt! If you work for a small or medium-sized medical device company and you want to serve the entire market, there is something wrong with your sales strategy.  Let me explain. Expanding your market coverage to increase your sales is not a negative thing in itself.  However, it isn't the most effective way to achieve sustainable and continuous growth. The true source of sales expansion lies in your existing customers.  Why It’s Important to Focus on Existing Customers  As highlighted by the Harvard Business Review, acquiring a new customer can cost 5 to 25 times more than retaining an existing one.  In the medical field, I’m absolutely convinced it’s far more expensive to win a new account—convincing a new doctor, securing a new tender—than it is to sell…

13Jul 2025 by cesare ferrari

Hello, dear readers — Summer is calling!

Other

As the summer holidays approach and the rhythm begins to slow, I want to take a moment to greet you and thank you for being part of this blog. Your feedback, loyalty, and thoughtful presence continue to inspire every post. Before we all take a well-deserved break, I’d like to shine a little light on three posts that deserve a second look—or maybe a first, if you missed them the first time! Posts worth revisiting: Beyond the product life cycle: limitations & insights Where I explored PLC limitations and practical relevance in the medical sector. Despite its flaws, the PLC still offers valuable insights—helping businesses refine strategies, optimize pricing, and plan for product evolution. Key factors to consider for successful medical device pricing In this post, I analyzed the key…

21Jun 2025 by cesare ferrari

The Market Share Components Every Marketer Should Know

Downstream marketing

In my previous post, I covered market share, its importance, and how to calculate it. You can access the content [here]. Market share is not only a sign of how well your product is performing relative to its competitors, but by analyzing its components, you can develop strategies to grow it — either by reaching more potential customers or increasing usage among existing ones, ultimately increasing your profits. Research shows that companies with a high market share are significantly more profitable than their lower-share competitors. So, to help your product thrive, it’s useful to understand the components of market share and how they can influence your marketing tactics. How to Decompose Market Share Market share is determined by two primary factors: brand penetration and coverage. Market Share = Brand Penetration…

09Jun 2025 by cesare ferrari

Understanding Market Share and Its Importance

Downstream marketing

Market share is a critical metric that pharmaceutical and medical device companies use to gauge commercial success and enhance business profitability. Despite its significance, many companies, particularly small and medium-sized medical device firms, do not attempt to calculate it. Additionally, I find it surprising that many marketing professionals overlook the opportunity to leverage this metric and its components for market analysis and strategic planning. What Is Market Share and How Is It Calculated? Market share represents the percentage of total sales within a product category that belongs to your brand. Put simply, it compares your product’s total sales to the overall sales of the category. The formula to calculate this critical metric is straightforward: Market Share = (Brand Sales / Total Market Sales) × 100 How Market Share Is Used …

22May 2025 by cesare ferrari

Understanding the Forces That Shape Medical Products Life Cycle

Downstream marketing

In my opinion, the product life cycle is a valuable model that helps marketers navigate the intricate device and pharma market. I’ve previously outlined the stages a product undergoes in its journey from launch to discontinuation. Like any tool, the product life cycle has its limitations and benefits, which I’ve discussed in this earlier post. Although marketers can make strategic decisions to guide how their product progresses through its life cycle, numerous external factors remain uncontrollable and can still significantly shape its overall trajectory. These elements can shape the life cycle of a medical product, making some products popular for just a few years, while others maintain relevance for much longer. In this blog post, we’ll explore the key elements influencing a product’s lifecycle. Factors Affecting the Product Life Cycle…

10May 2025 by cesare ferrari

Product Life Cycle Management in Pharmaceuticals: The Case of Alendronate (Fosamax)

Downstream marketing

After publishing this post on product life cycle management, a couple of friends asked for examples of effective PLCM. Effective Product Life Cycle Management in pharmaceuticals is particularly crucial for maintaining market relevance and maximizing profitability. One example of successful PLCM that I witnessed first-hand is alendronate, marketed as Fosamax by MSD—a bisphosphonate used to treat osteoporosis. Introduction: The Early Years of Fosamax Upon its approval in the mid-1990s, Fosamax became a leading treatment for osteoporosis, offering a new approach to bone health. Its market success was driven by solid clinical trials, specialists’ adoption, and effective marketing campaigns emphasizing its ability to reduce fragility fractures in patients. Mid-Life Adjustments: Sustaining Market Leadership As Fosamax approached patent expiration, MSD implemented strategic moves to extend its product life cycle. Key approaches included:…

22Apr 2025 by cesare ferrari

Beyond the Product Life Cycle: Limitations & Insights

Downstream marketing

After publishing a post about the product life cycle, I recently discussed the topic with an ex-colleague. His perspective was clear: he views the product life cycle as too theoretical, describing it as more of an academic framework than a practical tool for day-to-day business. This prompted me to revisit the concept, carefully examining its limitations and reflecting on its practical relevance. Limitations of the Product Life Cycle Theory The product life cycle (PLC) is far from a flawless model. While it offers a general framework to explain the patterns of product sales development, only a subset of products adhere to its structured stages. Additionally, the duration of each stage varies significantly. Here are the most evident limitations specific to medical products: 1. Sales Data Dependency The PLC relies solely…

05Apr 2025 by cesare ferrari

Building a Winning Brand Strategy for Medical Device Start-ups

Downstream marketing

Almost two years ago, I shared my thoughts on the importance of a brand strategy in the medical business. That article was very well-received and, even today, continues to spark conversations with professionals working in the pharma and medical device sectors. Today, I want to revisit the topic of medical branding by sharing some essential rules for building a brand strategy. The goal is to outline the baseline requirements for brand-building in the MedTech industry. The list below is applicable to all medical device companies. However, it specifically targets startups looking to establish a strong brand and define a clear and defensible strategy. This list is based on my observations of what works in other markets and how these principles can be applied to the unique challenges of the medical…

23Mar 2025 by cesare ferrari

Mastering the Product Life Cycle: Strategies for Medical Products

Downstream marketing

All medical products, devices, or pharmaceuticals go through their life cycle. The complete product life cycle is the period of time that begins with the development of a product or service to the withdrawal of that product from the market. There are several stages in the product life cycle and by understanding them, we can increase the profitability, demand, and interest for the product. This post covers the various stages involved in a product life cycle. It explains how we can increase profits and generate demand. There's also information on life cycle analysis and understanding the environmental impact of your product throughout the different stages of its lifecycle. Let’s get started. The product life cycle The theory of the product life cycle theory was developed by Raymond Vernon in 1966…

12Mar 2025 by cesare ferrari

Maximizing Profits with Value-Based Pricing in the Medical Devices Sector

Downstream marketing, Upstream marketing

This is the third article on strategic pricing. In the first, I discussed cost pricing and competitive pricing for medical devices. In the second, I examined skimming and penetration pricing. Today, I will cover value-based pricing. Value-based pricing strategy In value-based pricing, you price your product according to the value generated and perceived by the customer. I have already examined the concept of value for medical technologies; please refer to this post. Basically, the perceived value to the customer primarily depends on three dimensions: clinical, economic, and psychological. The use of value pricing brings some complexity related to the various stakeholders involved in the buying process of medical devices, such as the user, the payor, and the provider, who can have divergent value perspectives. To apply value pricing, first, you must…