Tony Anzalones is a visionary and inventive Global Executive in Medical Devices and Medical Technology who is dedicated to improving the world of medicine via the development and commercialization of ground-breaking innovations. He adds value to shareholders by developing and leading great organizations that link all aspects of a business and align them toward overcoming complex, tough, and often insurmountable hurdles to fulfill the organization's objectives. Currently, he is the Vice President of Global Sales at Integer Holdings Corp., where he is in charge of a $650 million business in the Cardiovascular and Vascular medical device category.
Tony's expertise lies in the creation of commercial business strategies and new worldwide markets, as well as the development and leadership of high-performing global teams that regularly meet and exceed organizational objectives. He has led the development of new technologies in Fortune 500, private equity, and venture capital-backed companies and is recognized for his start-up and marketing expertise, as well as his ability to turn around underperforming commercial teams. I've been in charge of several significant product launches in a variety of businesses and categories.
In an interaction with MedTech Outlook Magazine, Jacquelin Mejia focuses on developing new global markets and leading high-performing teams to accomplish organizational goals and enhance the lives of patients worldwide with innovative medical technologies and services.
What are some of the major challenges that have been impacting the respiratory devices space lately?
The most concerning issue in the respiratory device industry right now is a concept known as competitive bidding. It is a process that aids in the consolidation of respiratory therapy suppliers in the field, primarily large regional suppliers or DME organizations capable of bidding and winning large regional contracts at low costs. So, from a technological standpoint, the consumer base is diminishing. The second point of contention is pricing. Price is being pushed to the point where it is suffocating or limiting the ability to innovate or produce new ideas. As a result, numerous low-cost treatments are extensively used to meet the majority of respiratory needs in the domain of oxygen therapy. There are, however, a number of procedural-based alternatives in the works. This approach will help to alleviate cost pressures brought on by competitive bidding for services performed through hospitals that follow a different reimbursement structure and method.
What, according to you, are some of the recent developments that have happened in this space?
On the interventional side, Harmonics has a leading technology in the capacity to build interventional implants, Val specifically for COPD patients, that help manage the, uh, breathing of, of COPD patients in the release of trapped air, essentially in the lungs of COPD patients. Another intriguing technology is called Numerics, which unfortunately did not gain FDA approval but took a different approach to the problem by using coils to restrict the unhealthy area of the lung and optimize the good part of the lung for improved respiratory function. Many different vacuuming techniques are employed to remove pulmonary embolisms or clots. And, especially with COVID-19 and the symptoms linked with COVID-19, they are gaining a lot of momentum in the market. So, from a business standpoint, the opportunity to promote innovation and the potential to have a profitability platform or pricing platform are all things that may make business appealing.
What are some of the recent projects you are working on?
A number of standard methods that are used in other fields are now being effectively used in the respiratory sector and are getting a lot of momentum. For example, in the field of pain management and epilepsy, there's the usage of neuromodulation treatment, which is an electrical therapy that stimulates nerves, and it's been generally recognized for patients who are resistant to drugs and don't react to medications. Furthermore, the use of technologies that have been proved to be beneficial in cardiovascular or normal vascular situations to pulmonary or respiratory applications is demonstrating genuine therapeutic effectiveness in the patient's prognosis.
How do you envision the future of this space?
Numerous new technologies are gaining traction, but the user base that actually performs these procedures is limited. As a result, it is critical for these firms to have a pool of physicians capable of conducting these operations. In addition, firms must provide referrals that are appropriate for patients who have failed regular therapy or who are ideal candidates for these procedures. So market research is required to obtain that referral and flow, as well as to continue to train physicians and surgeons who are capable of doing the treatment. However lastly, over the next 24 to 36 months as some of these technologies will be approved and made accessible for usage, while others strive to build a user base, referral pattern, and awareness in order to get acceptability.
Is there any advice you have for new and growing businesses out there?
It is critical for any developing firm to have a solid financial sponsor as well as a desire to spend in the growth of technology. Furthermore, a sound development strategy should be in place to aid growth or support a genuine medical plan that can be built and expanded.
When a small company approaches us, we seldom work with them until they have at least those two or three elements in place because the odds of those firms getting financed or prospering are slim to none. As anyone who is a young entrepreneur with a great business concept and wants to transform it into sophisticated medical equipment that can be tested in animals and eventually in humans, it takes a long time to develop, and that's quite expensive. And in order to achieve that, one needs a strategic sponsor or another investor who's willing to invest in the company and promote the idea. After that, if one got a viable device that's been tested in animals, maybe even assessed in people in modest clinical studies, and a platform is established that can be developed into next-generation technology.
Amanda Reed, Director of Operations for Mednow, Spectrum Health There’s tremendous opportunity for mobile health to provide increased support and connections for patients in between doctor appointments, as well as to help them improve their health-related behaviors and health outcomes overall
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