The health sector has experienced a significant increase in Medical Loss Ratio (MLR) following the pandemic, which has impacted the flow of capital throughout the system and affected MedTech companies that are struggling to grow and sustain prices. MLR also increases impact profitability. Among multiple operational levers, direct sales have grown in priority on the C-level agenda, as MedTech companies see the opportunity to streamline operations and capture margin across the value chain, all while increasing competitiveness and compliance.
The direct sales opportunity, though promising, is not new, and has proven to be more complicated given the operational and financial dimensions often disregarded by sector professionals.
Structuring a proper go-to-market approach that delivers results and reduces risks in the medium and long term is key for MedTech professionals looking to drive value. Download our full analysis to gain valuable insights on the direct sales opportunity in Brazil.
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