Excelerant Consulting, LLC

Rare diseases require a different approach to innovation. When patients have limited time and treatment options, traditional clinical trial models aren't always enough. In his latest episode of the Med Tech Gurus podcast, Excelerant Consulting, LLC Partner Thomas Hickey sits down with Dr. Rob Freishtat to discuss how adaptive clinical trial designs, personalized medicine, mRNA therapies, and patient-centered research are transforming the future of rare disease treatment. With nearly 350 episodes, Med Tech Gurus continues to bring healthcare and medical device professionals conversations with industry leaders who are driving meaningful change. Listen to the latest episode below, and be sure to follow the podcast for new episodes each week.

Are You Making the Right Distribution Choice? Customers are harder to reach through one channel alone. McKinsey reports that B2B customers now use an average of 10 channels in their buying journey, and companies with stronger omnichannel models are more likely to gain market share. For MedTech companies, this makes the distribution choice more important, not less. Sell direct? Use a distributor? Move toward national distribution? Explore private label? The choice matters because it can impact revenue, margin, customer access and future growth. Excelerant Consulting helps companies evaluate the right distribution path and structure the model before they commit to a choice that may be hard to change later. This includes: • Direct vs. distributor evaluation • Distribution strategy and channel planning • Supply chain strategy and transition planning • Distributor fee structure and terms • Private label strategy and opportunities • Contract structure across distributors, IDNs and GPOs • Sales support to help maximize growth through distribution partners The value is simple: make the right distribution choice early, structure it correctly and build a path to growth. Excelerant brings the distributor relationships, the healthcare channel experience and the commercial discipline to help make the model work - with Brian Galvin and Todd Reese. Reach out to us today at info@excelerantconsulting.com for a discussion! #MedTech #MedicalDevices #HealthcareDistribution #DistributionStrategy #CommercialStrategy #RevenueGrowth

As we prepare to celebrate Independence Day and America's 250th anniversary, we're also reminded of the evolutionary journey of healthcare in our nation. Over the past 250 years, dedicated physicians, nurses, clinicians, researchers, hospital leaders, and innovators have continually advanced the way we care for patients. Every breakthrough, every improvement in patient safety, and every new medical technology has been built on the commitment of people working to make healthcare better. At Excelerant Consulting, LLC, we're proud to support the organizations and innovators helping shape the next chapter of healthcare. Wishing everyone a safe and happy Independence Day as we celebrate our nation's history and look forward to an even healthier future! #Healthcare #HealthcareInnovation #MedTech #Hospitals #PatientCare

Launching a New MedTech Product Without a Sales Force? Building a full sales force takes time and money. For emerging MedTech companies, hiring Independent Sales Rep network can be a practical way to drive revenue without the cost of building a direct sales force too early. This may apply if you are launching your first product, expanding your product portfolio or need to extend your reach without adding more FTEs. The model works best when the network is structured to sell and generate revenue, not just cover a territory. That means: • Defined territories and coverage plans • Clear performance expectations with quotas • Compensation plans tied to growth • Rep recruiting, onboarding and training • Consistent messaging and field tools • Pipeline visibility and issue tracking • Sales management support to keep the team focused The value is simple: faster access to customers, experienced regional relationships and a more flexible and scalable commercial model. For companies that do not yet have a sales force, or need support around a new product launch, an ISR network can help bridge the gap between early commercialization and real sales growth. Excelerant Consulting brings the structure, the ISR relationships and the sales discipline to make the model work. Reach out to us today at info@excelerantconsulting.com, and we'll introduce you to our team - with David Stone and Thomas Hickey! #MedTech #MedicalDevices #ProductLaunch #IndependentSalesReps #CommercialStrategy #RevenueGrowth

After decades of building relationships, solving problems, and navigating the complexities of healthcare, why let that expertise sit on the sidelines? Many healthcare leaders aren't looking to slow down completely when they retire; they're looking for meaningful ways to stay engaged, share their knowledge, and maintain professional connections without the demands of a full-time role.   In this article from Excelerant Consulting, LLC , Co-Owner and Managing Partner NANCY KAILAS explores how consulting can provide a flexible and rewarding next chapter for experienced healthcare professionals.   Read the full article below and discover what an encore career could look like. #HealthcareLeadership #HealthcareConsulting #HealthcareProfessionals #HealthcareIndustry #Consulting

Intentional Architecture. Most healthcare companies spend significant time developing their product and building their business plan. Then they rush into commercial execution. They hire salespeople, sign distributors, expand territories and add infrastructure. All before determining the best way to reach and influence their target customer. The result? Organizations are often built around personal assumptions, past experience or competitive yardsticks rather than the actual needs of the product and market. Before investing in headcount, territories or channel partners, leadership teams should answer a simple question: What is the best way to reach the target customer and drive adoption? The answer is different for every product. Some require direct clinical engagement, some can scale efficiently through distribution while others benefit from a hybrid model that combines direct sales, independent representatives, channel partners or inside sales resources. There is no universal answer. There is only the answer that best fits your product, your customer and your stage of growth. At Excelerant Consulting, LLC, we help healthcare companies evaluate these options before significant investments are made. Together we assess how the product should be represented, who influences the buying decision and what organizational structure will best support growth. Too often companies default to the structure they've used before or the one they see competitors using. We believe these decisions should be intentional. The strongest organizations are not built by accident. They're intentionally architected. #HealthcareGrowth #GoToMarket #CommercialStrategy #MedTech #MedicalDevices #SalesLeadership #HealthcareInnovation

Behind every successful commercialization strategy is someone who understands that winning a contract is only the beginning. This month, we're highlighting Excelerant Consulting, LLC Partner Mike Sheehan, MBA, a healthcare industry veteran helping medical device companies turn innovative products into lasting market success. Learn more about Mike's background, expertise, and the practical approach he brings to helping clients accelerate growth below: After more than 30 years in healthcare, Mike Sheehan still enjoys helping innovative medical device companies solve one of the industry's toughest challenges: turning a great product into real-world adoption. Known for his practical, relationship-focused approach, Mike helps clients move beyond simply winning contracts to creating meaningful engagement and measurable results. He understands that successful commercialization requires more than a great product; it requires a clear value proposition, strong provider partnerships, and a strategy that delivers results beyond the boardroom. Throughout his career, Mike has helped organizations navigate the complex healthcare marketplace, identify growth opportunities, and build the relationships needed to bring new technologies to providers and patients. Most recently, he spent 11 years at Medcomp as Director of Sales and Corporate Accounts, where he worked closely with health systems, GPOs, IDNs, and regional purchasing coalitions to expand market access and drive commercial success. Mike combines a deep understanding of clinical value with the contracting expertise, market knowledge, and industry relationships needed to help organizations gain traction in today's competitive healthcare environment. Outside of consulting, Mike is active in his Napa Valley community, helping lead charitable initiatives through Saint Helena's historic Odd Fellows Lodge. He is also an avid supporter of the local wine industry and enjoys exploring the rugged backroads of the American West in his Jeep whenever time allows. Whether an organization is seeking sharper market intelligence, a stronger pricing strategy, or a clearer path to growth, Mike and the Excelerant Consulting team are ready to help. Contact us today at info@excelerantconsulting.com!

Behind every successful commercialization strategy is someone who understands that winning a contract is only the beginning. This month, we're highlighting Excelerant Consulting, LLC Partner Mike Sheehan, MBA, a healthcare industry veteran helping medical device companies turn innovative products into lasting market success. Learn more about Mike's background, expertise, and the practical approach he brings to helping clients accelerate growth below: After more than 30 years in healthcare, Mike Sheehan still enjoys helping innovative medical device companies solve one of the industry's toughest challenges: turning a great product into real-world adoption. Known for his practical, relationship-focused approach, Mike helps clients move beyond simply winning contracts to creating meaningful engagement and measurable results. He understands that successful commercialization requires more than a great product; it requires a clear value proposition, strong provider partnerships, and a strategy that delivers results beyond the boardroom. Throughout his career, Mike has helped organizations navigate the complex healthcare marketplace, identify growth opportunities, and build the relationships needed to bring new technologies to providers and patients. Most recently, he spent 11 years at Medcomp as Director of Sales and Corporate Accounts, where he worked closely with health systems, GPOs, IDNs, and regional purchasing coalitions to expand market access and drive commercial success. Mike combines a deep understanding of clinical value with the contracting expertise, market knowledge, and industry relationships needed to help organizations gain traction in today's competitive healthcare environment. Outside of consulting, Mike is active in his Napa Valley community, helping lead charitable initiatives through Saint Helena's historic Odd Fellows Lodge. He is also an avid supporter of the local wine industry and enjoys exploring the rugged backroads of the American West in his Jeep whenever time allows. Whether an organization is seeking sharper market intelligence, a stronger pricing strategy, or a clearer path to growth, Mike and the Excelerant Consulting team are ready to help. Contact us today at info@excelerantconsulting.com!

Bringing a new medical technology to market requires more than innovation. It requires persistence, market understanding, and a clear path to adoption. In the latest episode of his MedTech Gurus podcast, Excelerant Consulting, LLC Partner Thomas Hickey speaks with Bob Cooper, CEO of SMoLTAP, about the journey of commercializing a device designed to improve infant lumbar puncture procedures. Their discussion explores everything from clinician-driven innovation and product development to value analysis, hospital adoption, and the realities of scaling a medical device company. One insight that stood out: even highly effective technologies often require years to achieve meaningful adoption. Success depends not only on clinical outcomes, but also on demonstrating value, navigating hospital processes, and building the right commercialization strategy. Listen to the full conversation below, and email us at info@excelerantconsulting to discuss bringing your medical device or service to market! #medtech #medicaldevices #gposidns