Launch with confidence. Scale with discipline. Execute with clarity.
MedConX helps MedTech leadership teams strengthen pricing, contracting, commercial operations, and revenue performance. Led by Ed Staten, we bring twenty years of medical device operating experience to advisory work, implementation, and embedded leadership.
Every engagement begins with a conversation about your business, commercial priorities, and what you want to achieve. Together, we’ll explore where MedConX’s experience can help and what the right scope of support could look like.
Twenty years of medical device commercial leadership spanning growth, commercial systems, contracting, and organizational change.
Operator experience, not theory. Built inside 3M, Inspire Medical Systems, St. Jude Medical/Abbott, and Johnson & Johnson, then applied through focused advisory engagements.
Where is your business losing value?
The problem is rarely one bad deal. It is the accumulation of inconsistent decisions, disconnected data, and unclear accountability.
Pricing varies without a clear economic rationale
Regional, product, and account-level exceptions accumulate without common guardrails or escalation rules.
Contracts are executed but not actively managed
Utilization, compliance, renewal economics, customer commitments, and performance gaps are not consistently measured.
Deal support is slow or inconsistent
The field waits, escalates, or works around the process because offer development and approvals are not designed for the business.
Profitability is difficult to see and harder to trust
Pricing files, contract terms, financing assumptions, CRM, and ERP data do not reconcile into one decision view.
Market signals do not translate into timely action
Competitive moves, mix shifts, customer behavior, and leading indicators are not converted into pricing or contracting decisions.
Functions optimize their own part of the process
Sales, Marketing, Finance, Legal, IT, Commercial Excellence, and Customer Support lack a shared operating cadence.
Forecasts are missed without a clear root cause
No one can say whether the miss came from process, data quality, rep behavior, or management discipline—so it repeats.
Practical help where you need it.
Pricing. Contracting. Deal execution. Commercial operations. Revenue performance.
Pricing Strategy & Margin Management
Establish the economic logic, analytical discipline, and governance behind pricing decisions.
- Pricing architecture, guardrails, and approval pathways
- Disposable, capital, service, and software portfolio pricing
- New product launch and lifecycle pricing
- Regional and product-level variation
- Profitability analysis and margin-management actions
Business impact: Better price realization with clearer support for growth decisions.
Contracting Strategy & Performance
Manage contracts as commercial assets throughout their full lifecycle.
- Contract strategy, term architecture, and negotiation support
- GPO, IDN, ASC, health-system, distributor, and government agreements
- Contract economics, utilization, compliance, and renewal analysis
- Performance reporting and corrective-action cadence
- Commercial risk and escalation management
Business impact: Stronger economics, cleaner execution, and more value from awarded agreements.
Deal Desk & Commercial Finance
Improve the quality, speed, and consistency of complex commercial decisions.
- Offer development, deal structuring, and sales support
- Financial models, profitability scenarios, and business cases
- Approval logic and decision facilitation
- Negotiation preparation and stakeholder alignment
- Financing scenarios and third-party partner models, where relevant
- Quote-to-revenue workflow: CPQ governance, approval cycle time, and sales-to-finance handoffs
Business impact: Faster, better-supported decisions on deals worth pursuing.
Commercial Operations & Performance
Translate strategy into repeatable processes, useful metrics, and visible accountability.
- Sales processes, national accounts, retention, and share-gain support
- KPI development, dashboards, and executive reporting
- CRM, CLM, ERP, pricing-data, and contract handoffs
- Cross-functional operating models and decision rights
- Change implementation, team enablement, and performance cadence
Business impact: A commercial system leadership can see, trust, and operate.
Revenue Operations & Forecasting
Build a sales engine that performs predictably—from lead qualification through a forecast leadership can defend.
- Sales process design, pipeline stage gates, and deal review cadence
- Forecasting methodology and pipeline health management
- Territory and coverage models, quota mechanics, and incentive alignment
- Sales onboarding programs, ramp measurement, and win/loss analysis
- Lead qualification standards and marketing-to-sales handoff protocols
- S&OP processes connecting pipeline and forecast to the revenue plan
- CRM strategy, data standards, and commercial technology stack governance
Business impact: A pipeline that behaves predictably and a forecast finance can plan against.
Advisory work supported by an operator’s track record.
Client engagements and corporate operating results are presented separately to keep the record clear.
Launch pricing and commercial governance for an implantable device
A commercialization-stage medical device company needed pricing, contracting, ASC strategy, approval pathways, and field-readiness infrastructure before launch.
Developed pricing models, commercial guardrails, approval logic, contract tools, profitability analysis, KPI structure, and role-based enablement.
Improved governance, reduced legal-review friction, and gave leadership a clearer path from pricing strategy to field execution.
Specific client and company details may be limited by confidentiality. Published metrics should remain aligned with supporting résumé and engagement records.
Explore articles by Ed Staten and related reading on MedTech commercial strategy, pricing, contracting, and operations.
Read articles & related insights →Commercial infrastructure as a value-creation lever.
Support for investment teams and portfolio company leadership—before the deal, during the first hundred days, and across the hold period.
Assess sales process maturity, forecasting accuracy, quota design, pipeline health, and pricing and contracting discipline—translated into findings a deal team can underwrite.
Convert diligence findings into a sequenced post-close plan with clear owners, milestones, and the metrics that prove progress.
Executive dashboards and board reporting built on a consistent commercial metric set—real-time visibility into where revenue is created, lost, and delayed.
Reusable playbooks for sales process, CRM data standards, quote-to-revenue, and S&OP—deployed across companies with company-specific adaptation.
Available as an embedded operator during a critical build period, as leader of a defined program, or as an ongoing advisor to portfolio commercial teams.
Support matched to the business need.
MedConX can diagnose a specific issue, build the required infrastructure, or provide embedded leadership while capability is established internally.
Assess
Establish the current-state economics, risks, and operating priorities.
- Fixed-scope review
- Executive findings
- Prioritized roadmap
Build
Design and implement the required pricing, contracting, deal, reporting, and governance infrastructure.
- Operating-model design
- Tools and playbooks
- Implementation and enablement
Lead
Provide interim or fractional commercial leadership while strengthening internal capability and accountability.
- Cross-functional leadership
- Team coaching and development
- Performance cadence and follow-through
For MedTech businesses at a commercial inflection point.
Organizations
- Pre-commercial or newly FDA-cleared device companies preparing to launch
- Growth-stage companies formalizing pricing, contracting, and deal governance
- Established businesses addressing margin pressure or regional pricing variation
- Companies managing complex disposable, capital, service, or software portfolios
- PE-backed businesses pursuing commercial value-creation initiatives
Leadership teams
- CEO, President, or Chief Commercial Officer
- Commercial Operations or Commercial Excellence leadership
- Sales, National Accounts, or Strategic Accounts leadership
- Finance, Pricing, Legal, Marketing, or Customer Support leaders
- Launch, transformation, or program-management leaders
Ed Staten
Founder & Principal Advisor, MedConX
Ed Staten brings more than twenty years of experience building, leading, and strengthening commercial operations in medical device and healthcare businesses. His background includes leadership roles at 3M and Inspire Medical Systems, with earlier experience at St. Jude Medical/Abbott and KCI. His experience also includes work for Johnson & Johnson (J&J). His work spans capital equipment, implantable therapies, advanced wound care, durable medical equipment, and recurring-revenue business models.
Ed’s experience connects commercial strategy with the people, processes, and systems required to execute it. He has led sales operations, pricing, contracting, national and strategic accounts, government channels, and commercial systems transformation. His work includes building teams, negotiating enterprise agreements, integrating acquired commercial operations, and establishing the governance and performance visibility needed to support growth.
That operating experience shapes his approach to client work. Ed works directly with leadership and functional teams to clarify priorities, understand the economics, strengthen decision-making, and carry improvements through implementation. He aligns Sales, Finance, Marketing, Legal, IT, and customer-facing teams around practical workflows, clear ownership, and measurable business outcomes.
MedConX extends that leadership through experienced specialists and implementation resources selected for each engagement. Ed leads the work directly, with additional analytical, systems, and execution support brought in as needed. Clients gain continuity of leadership and the capacity to address a focused commercial priority or a broader transformation.