Medical device companies need to build long-term relationships with the patients who rely on their devices instead of just focusing on selling devices to the physicians who prescribe or use them or the hospitals and insurers who pay for them, several industry experts tell Medtech Insight.
"One thing that [is now] painfully clear to me was just how much the hospital is still the center of the medtech world but it's not the center of the health-care world," Brian Chapman, the Zurich-based leader of ZS Associate's Medical Products and Services team told Medtech Insight