Facing lower reimbursements and growing demands for price transparency, hospitals are demanding more evidence of differentiated value as they select medical device products.  Moreover, hospitals are seeking performance guarantees and other risk-sharing arrangements in the hopes that they can offset the financial risks they are assuming by adopting population health management and new payment models.

At the same time, physicians are no longer driving hospital system decisions on product use.  While they are still consulted, decision-making processes have become more complex.  Consistent with their organizations’ strategic goals, C-suite executives and administrators are playing a greater role in selecting products.