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What Doctors Want and What Hospitals Will Pay for: The New Rules of MedTech Adoption in a Value-Based Healthcare World
Paperback
Business GeneralManagementMedical Reference
ISBN13: 9783952643310
Publisher: Lambert, Eric
Published: May 26 2026
Pages: 298
Weight: 0.88
Height: 0.62 Width: 6.00 Depth: 9.00
Language: English
THE MEDTECH WORLD HAS CHANGED. MOST COMPANIES HAVE NOT.
For decades, the rule was simple. Build a great device. Win the doctor. The rest will follow. That rule is dead.
Today the doctor still matters, but no longer decides alone. A hospital committee, a procurement team, a payer, and increasingly the patient all sit in the room now. Each one asks a different question. Each one can say no. A device that wins one room and loses the others never reaches the patient.
This is why clinically excellent products still fail. Not because they are weak, but because the people who make and sell them still work as if it were 2018.
What this book gives youWritten in plain language, with no consulting jargon, this book shows how MedTech buying decisions are really made in 2026.
- What doctors now want.
- What hospitals and payers actually pay for.
- Why the cheapest device often becomes the most expensive one.
And it gives you the MedTech Adoption Architecture, a practical framework you can put to work on Monday morning.
Who should read it
Whether you build the device, sell it, prescribe it, pay for it, or speak for the patient who depends on it, the ground has moved under your feet. The companies that can prove value will grow. The ones that cannot will quietly disappear.
Inside you will find:
- 22 chapters across 5 parts, built on more than two decades inside the industry
- The new rules of MedTech buying, explained simply, not in legal terms
- Why proof of real-world results, not promises, now decides which products win
- A dedicated playbook for company leaders, doctors, procurement and payers, and patient advocates
The future does not belong to the best device. It belongs to the company that can prove value.
This book is written for the people who refuse to be in the second group.
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