Hospital Purchasing & Value Analysis Evolve:
Implications for Suppliers


Based on a survey of 175 hospital decision makers and influencers serving on value analysis committees (aka VACs, or VATs), this year’s study delves into areas of particular interest to suppliers, including:

  • How VACs manage supplier input into the decision process;
  • How VACs’ are increasingly trying to hold suppliers accountable for clinical results;
  • Which specific clinical metrics are currently driving VAC decision making most.

Following up on last year’s study, we look at the year-over-year evolution of hospital  value-analysis goals, challenges, and strategies.

Findings are broken down by variables such as hospital size, type, and respondent job role.

Hospitals told us their top 3 priorities for suppliers are 1) credibility; 2) accountability; and 3) compliance.

For details, download the Executive Summary, Table of Contents and List of Figures (pdf)

Each chapter’s findings highlight key takeaways, presenting recommended actions for supplier sales and marketing teams. 

If you have any questions, feel free to email tkotler@kotlermarketing.com


Title: The Evolving State of Hospital Value Analysis

Publication Date: December 2018

Length: 57 pages

Geographic Coverage: United States

Research Partner: MedtechAnalysis



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