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Hospitals and health systems have been under tremendous financial stress for years, but Medicare and Medicaid cuts coming in 2026 are adding a new level of pressure. As Doug Watson, executive vice president and CFO of Allina Health explains, “The ability to maintain current healthcare services and infrastructure in our area will be seriously challenged.”
While clinical benefits and patient outcomes will always be a critical factor in evaluating technology, decision makers from CFOs to value analysis committee members to supply chain executives are now demanding proof of financial impact.
This isn’t a short-term shift. MedTech companies need to reorient their strategies around the financial realities of their buyers. The wow factor of a new technology or relationship selling alone won’t suffice. Understanding reimbursement impact at the site of care level is an absolute must.
Reimbursement data falls into one of three categories: charged, allowed, or paid. While charged data details what a site of care requests for its services, allowed and paid data provide the most strategic insight to MedTech commercial teams as they reflect what the facility actually receives after payer adjustments and denials.
With AcuityMD’s MedTech reimbursement analytics, sales leaders can pinpoint where their technology drives margin and develop data-backed ROI cases that resonate with finance and supply chain decision makers.
AcuityMD’s site of care reimbursement data provides two complementary reimbursement views that help build the strongest possible financial case for a potential buyer.
The allowed amount captures the total payment from both payer and patient, a true reflection of what’s reimbursed per procedure. Most data providers rely on static menu or contracted price data to provide an approximate value averaged across procedures. But AcuityMD’s allowed data is dynamic and accounts for changing incentives, usage rates, and payer adjustments.
This finer data enables reps to have detailed discussions on value, make a competitive reimbursement differentiation, and prioritize sites of care with more favorable reimbursement rates. Now the conversation shifts from a VAC member asking “Can we afford this device?" to a rep explaining "Here's how this aligns with your financial model."
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Paid amount - exclusive to AcuityMD - allows for even deeper discussion between MedTech reps and decision makers, such as whether patient assistance or co-pay support may be needed from the supplier or the reality of collections. This information also allows MedTech companies to prioritize sites of care with the right patient and procedure mix to drive value.
With AcuityMD reimbursement data in hand, MedTech commercial teams can go beyond surface level to drive substantive conversations on the financial impact of their technology. In a market where every dollar is scrutinized, MedTech leaders who can clearly quantify value will win. AcuityMD’s reimbursement data gives your team that edge.
Ready to see how AcuityMD’s site of care reimbursement analytics can help your MedTech team target high-value sites and prove ROI? Request a demo today.
