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The Surgeon Wants the Robot. The CFO Wants to Know Who Pays for It.
MedTech’s Innovation Trap: selling clinical features to surgeons while the Value Analysis Committee kills the deal on economics.
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The Innovation Trap is selling clinical features to surgeons while the Value Analysis Committee and the CFO kill the deal on economics. Clinical precision is the language of the operating room; it is not the language of the committee room.
The translation that saves deals turns “clinical precision” into “operating efficiency” — burnout reduction, readmission penalties avoided, and total cost of care. Sell the surgeon the robot; sell the committee the return.
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