Publications

April 2004 (Revised June 2004)
Case

Entrepreneurship Goes Global: ResMed's Gamble

By: Christopher A. Bartlett, Andrew N. McLean and Meg Glinska

On the basis of its innovative medical device for treating sleep apnea, CEO Peter Farrell has made Australian-born ResMed a successful global company. But the company is struggling to implement a strategy to expand the device from its focused core market to a much... View Details

Keywords: Business Model; Globalization; Innovation and Management; Management; Marketing Channels; Production; Expansion; Medical Devices and Supplies Industry

December 2003 (Revised August 2004)
Case

Circon (A) (Abridged)

By: Brian J. Hall, Christopher Rose and Guhan Subramanian

In 1996, U.S. Surgical launched a hostile takeover bid against Circon Corp. CEO Richard Auhll recruited an old HBS friend, George Cloutier, to the Circon board to help him defend the company. Circon's primary defenses include a "poison pill" and a staggered board and... View Details

Keywords: Motivation and Incentives; Governing and Advisory Boards; Executive Compensation; Trust; Relationships; Acquisition; Business and Shareholder Relations; Medical Devices and Supplies Industry; United States

November 2003 (Revised September 2008)
Case

Circle Gastroenterology Products (A)

By: Regina E. Herzlinger and James Weber

A new, minimally invasive medical device has achieved only one-third of its budget. Was the problem one of marketing strategy, sales, reimbursement, and/or clinical trials? View Details

Keywords: Health Testing and Trials; Marketing Strategy; Product Marketing; Sales; Medical Devices and Supplies Industry

November 2003 (Revised December 2007)
Supplement

Circle Gastroenterology Products (B)

By: Regina E. Herzlinger and James Weber

Supplements the (A) case. View Details

Keywords: Product Development; Marketing Strategy; Medical Devices and Supplies Industry

August 2003
Teaching Note

Pharmacyclics: Financing Research and Development (TN)

By: Malcolm P. Baker and Richard S. Ruback

Teaching Note for (9-201-056). View Details

Keywords: Medical Devices and Supplies Industry; Medical Devices and Supplies Industry

August 2003 (Revised August 2006)
Case

I've Got Rhythm: Selling Cardiac Rhythm Management Devices

By: Regina E. Herzlinger, William Lagor, Christopher Perry and Scott St. Germain

The head of sales and marketing in a large medical devices firm must decide how to assign his sales force. He compares selling in the pharma, specialty pharma, and device industries and analyzes the reasons for the differences. View Details

Keywords: Health Care and Treatment; Marketing Strategy; Industry Structures; Sales; Salesforce Management; Medical Devices and Supplies Industry

June 2003 (Revised November 2003)
Case

Siemens Medical Solutions: Strategic Turnaround

By: D. Quinn Mills and Julian Kurz

Describes how Siemens Medical Solutions (MED) accomplished a remarkable turnaround from a money-losing operation to one of Siemens' most profitable divisions. By late 1996, a challenging market environment in the health care industry as well as inefficiencies in the... View Details

Keywords: Opportunities; Globalized Firms and Management; Health Care and Treatment; Transformation; Problems and Challenges; Medical Devices and Supplies Industry

January 2003 (Revised October 2003)
Case

Satera Team at Imatron Systems, Inc. (A), The

By: Teresa M. Amabile and Elizabeth Schatzel

Escalating conflict has erupted within the Satera product development team, resulting from the conflicting cognitive styles of the two senior mechanical engineers. The conflict has taken a toll on both project progress and team morale, endangering one of the most... View Details

Keywords: Decision Making; Entrepreneurship; Human Resources; Management; Business or Company Management; Groups and Teams; Medical Devices and Supplies Industry

January 2003 (Revised June 2007)
Case

Satera Team at Imatron Systems, Inc. The, (B)

By: Teresa M. Amabile and Elizabeth Schatzel

Supplements the (A) case. View Details

Keywords: Medical Devices and Supplies Industry

November 2002 (Revised August 2003)
Case

MedSource Technologies

By: Robert S. Huckman

Considers the issues facing Richard Effress, MedSource's chairman and CEO, as the firm approaches the Precision Cut project--the first test of MedSource's capabilities as an integrated, contract manufacturer in the medical device industry. MedSource Technologies was... View Details

Keywords: Product Development; Production; Mergers and Acquisitions; Product Design; Supply Chain Management; Management Teams; Medical Devices and Supplies Industry; United States

August 2002 (Revised June 2003)
Teaching Note

General Electric Medical Systems (TN)

By: Tarun Khanna

Teaching Note for (9-702-428). View Details

Keywords: Medical Devices and Supplies Industry; China

January 2002 (Revised October 2005)
Case

General Electric Medical Systems 2002

By: Tarun Khanna and James Weber

Discusses one of General Electric's flagship divisions--the world's leading provider of medical diagnostic imaging equipment. Provides an opportunity to examine a multinational confronting massive technological and demographic changes around the world. Genomics has... View Details

Keywords: Information Technology; Business Model; Change Management; Multinational Firms and Management; Genetics; Customer Value and Value Chain; Age; Medical Devices and Supplies Industry; China; United States

November 2001
Teaching Note

Catalyst Medical Solutions (TN)

By: Richard M.J. Bohmer, Amy C. Edmondson and Laura Feldman

Teaching Note for (9-601-014). View Details

Keywords: Medical Devices and Supplies Industry

September 2001 (Revised April 2005)
Case

ePhysician

By: Regina E. Herzlinger, Grady Clouse and Gayathri Koundinya

Keywords: Marketing Strategy; Medical Devices and Supplies Industry

Find at Harvard

July 2001 (Revised March 2020)
Case

Medtronic: Patient Management Initiative (A)

By: Regina E. Herzlinger and Mark P. Allyn

Keywords: Health Care and Treatment; Medical Devices and Supplies Industry

March 2001 (Revised December 2003)
Case

Circon (A)

By: Brian J. Hall, Guhan Subramanian and Christopher A Rose

In 1996, U.S. Surgical launched a hostile takeover bid against Circon Corp. After building the company for 20 years, CEO Richard Auhll takes a defensive stand that includes inviting an old HBS friend (George Cloutier) to join the fight as a director of Circon. A... View Details

Keywords: Motivation and Incentives; Corporate Governance; Medical Devices and Supplies Industry; United States

March 2001 (Revised May 2002)
Supplement

Circon (B)

By: Brian J. Hall, Guhan Subramanian and Christopher A Rose

Supplements the (A) case. View Details

Keywords: Motivation and Incentives; Corporate Governance; Medical Devices and Supplies Industry; United States

March 2001 (Revised December 2001)
Supplement

Circon (C)

By: Brian J. Hall, Guhan Subramanian and Christopher A Rose

Supplements the (A) case. View Details

Keywords: Motivation and Incentives; Corporate Governance; Medical Devices and Supplies Industry; United States

January 2001 (Revised July 2003)
Case

Pharmacyclics: Financing Research & Development

By: Malcolm P. Baker, Richard S. Ruback and Aldo Sesia

Pharmacyclics (NASDAQ: PCYC), a pharmaceutical company that manufactures products that will improve existing therapeutic treatments for cancer, arteriosclerosis, and retinal disease, was considering a $60 million private placement in February 2000. The company had more... View Details

Keywords: Valuation; Cash Flow; Financing and Loans; Business Startups; Financial Strategy; Medical Devices and Supplies Industry; Medical Devices and Supplies Industry; Medical Devices and Supplies Industry