In the medical device, equipment and supplies industry, manufacturer and distributor partner selection is one of the most critical components of a successful medical device market strategy. Choosing the right partner will support long-term sustainable growth. Selecting the wrong partner results in wasted effort, time and money on a relationship that doesn’t yield expected revenue.
So how do you choose the right channel partner?
Listen to industry experts as they discuss how to find, evaluate and select the right partner to achieve market growth.
Key Insights:
- If “traditional” methods for sourcing partners still apply in this changing world
- How market-specific channel strategies affect partner selection
- How to shortlist potential partners before beginning outreach
- Tips for effectively vetting partners to ensure strategic alignment
- Why product alignment and call point synergies are critical to drive growth
- Methods to ensure you’re receiving (and giving) your share of selling time and coverage
Adela Vagnerova
Managing Director
Linet Canada
For more than 20 years, Adela has gained a wealth of Healthcare Industry channel creation experience on a global scale. As a senior Director for Linet Group, a major Czech Republic based manufacturer, Adela has established and managed indirect distributor partners throughout Latin America, Middle East, Africa, Central and Eastern Europe, as well as North America where she currently serves as Managing Director of Linet Canada.
Jacques Lafon
Principal
Medtech Key
Jacques is a transformational leader with over 25 years of experience, including including President of Cardinal Health EMEA and Vice President at Hill-Rom International. Jacques has successfully developed medical devices businesses through organic and external growth. Having worked on all continents and multiple areas, he has a diverse cultural and functional background. He has established and led large direct and indirect sales organizations in multiple countries. He now focuses on helping investors (Private Equity Funds) identify, execute, and operate acquisitions in MedTech globally.
Sandi Wright
Founder & CEO
Andau Medical
Sandi has an established track record of over 20 years in sales leadership with some of the largest and most recognized global companies in the medical device industry including Nestlé Healthcare Nutrition, Baxter, Cardinal Health and Philips. As the Founder and CEO of Andau Medical, Sandi is using her decades of experience to build a world-class Medical and Dental Device company with expertise in sales, marketing, regulatory and distribution.
