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Hospital & ASC Strategy

Hospital & ASC Strategy

Care is shifting from hospitals to ambulatory surgery centers and other outpatient settings, reshaping where procedures happen and how products get bought. This collection covers facility-level strategy: finding and prioritizing ASCs, navigating hospital value analysis committees, and understanding organizational hierarchies and affiliations. Learn how to win in a decentralized, committee-driven buying environment using facility and procedure data.

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Frequently asked questions about Hospital & ASC Strategy

Why is care shifting to ambulatory surgery centers (ASCs)? +

ASCs offer lower costs, convenience, and efficiency for many procedures. As reimbursement and technology make outpatient surgery safer and more economical, more cases move out of hospitals — changing where commercial teams must focus.

How do value analysis committees (VACs) affect MedTech sales? +

VACs evaluate the clinical and economic value of products before facilities adopt them. Winning requires evidence-based value arguments and engaging multiple stakeholders, not just clinicians — making committee navigation a core MedTech skill.

How do you find and prioritize ASCs to sell to? +

Use facility and procedure data to identify ASCs performing relevant case volumes, map their affiliations and ownership, and prioritize centers with the strongest fit and growth potential for your product.

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