Field notes from
medical device sales.
Stories, hot takes, and tactical breakdowns from the people building RepOps software for surgical sales teams.
You Already Use Software at 9pm. It's Just Called Group Chat.
If you're a medical device rep who says you 'don't really do software,' look at your 9pm. Three group chats, a spreadsheet you can't read on your phone, a note that says 'TUESDAY — CALL TONY.' That's your software stack. The question isn't whether you use software. It's whether the software you already use is on your side.
The Cost of a Missed Case
When a surgical case gets missed, the lost case revenue is the smallest number on the bill. Surgeon trust erosion, ops reconciliation time, rep burnout, and downstream revenue loss are the bigger costs — and they're invisible until you build the calculator. Here's how to do the math.
The Gap Between Your ERP and Your Group Chat
Most surgical sales operations run on two systems that don't talk to each other — an ERP that knows the dollars and a group chat that knows the field. The most important work happens in between. Here's what it costs and how to close it.
RepOps Is a Category. Here's Why It Took This Long.
Every medical device company runs on RepOps — the function that gets the right rep, the right kit, and the right preference card to the right OR. Until now, it has never had its own software category. Here's why that's changing.