Brings instruments, consumables, software, and services into a single proposal priced on the whole agreement, with built-in eligibility checks and discount controls.
Industry overview
For many medical device and diagnostics manufacturers, the razor-and-blade model is long established: instruments are placed with customers at little or no upfront cost, and the investment is recovered through reagents, cartridges, and disposables over multi-year agreements. What has changed is what those agreements contain. Software, connectivity, service commitments, and usage-based fees now sit alongside equipment and consumables, and the agreement itself has become the product.
Customers rarely buy alone. In the US, hospitals and laboratories purchase through group purchasing organizations (GPOs) and integrated delivery networks (IDNs); in Europe, through public tenders, central purchasing bodies, and hospital groups. Manufacturers serve them directly in some markets and through distributors in others, and every deal must satisfy clinical, procurement, and finance stakeholders.
Many commercial landscapes were built to sell products, not to manage agreements. Equipment, subscriptions, service contracts, and contract terms end up spread across ERP, standalone tools, and spreadsheets. In a regulated industry where every price, discount, and invoice must stand up to audit, that fragmentation is where margin leaks and new commercial models slow down.
4 Major Industry Trends
- Software and Services Layered on the Installed Base
Connectivity, data management, clinical decision support, and remote monitoring are increasingly sold as subscriptions on top of installed equipment, alongside tiered service plans. The installed base is turning into a recurring revenue engine.
- Pricing Tied to Usage and Outcomes
Connected devices report their own utilization, making pay-per-test, pay-per-procedure, and pay-per-scan pricing far easier to operate. Some agreements go further, linking payment to uptime or clinical outcomes and shifting risk to the manufacturer.
- Buyers Demanding Proof of Value
US value analysis committees and European quality-weighted tenders expect proposals to quantify cost of ownership and outcomes, not simply offer a lower price. Consolidating health systems only increase that leverage.
- Regulation Reaching the Commercial Process
FDA clearance and CE marking under EU MDR and IVDR determine which products can be offered in each market and for which intended use. In the US, anti-kickback rules shape how placed equipment and bundled discounts are structured and disclosed, while European anti-bribery laws and industry codes set comparable expectations.
CLARITY Delivery Model for Medical Devices & Diagnostics
We support medical device and diagnostics manufacturers from business process consulting through SAP implementation, across the full commercial chain from quote to revenue. For companies moving to subscription and pay-per-use models, we guide the transition from the start: defining offers, pricing metrics, and contract terms, redesigning how sales, service, and finance work together, and assessing the impact on cash flow and revenue recognition before any system is configured.
The delivery model spans the full lifecycle: strategic planning, hands-on implementation, and continuous optimization. Our approach starts from the contract model rather than the module list, so SAP reflects how instruments are placed, consumables are committed, and services are delivered. Implementation follows the documentation, traceability, and audit-trail discipline a regulated industry requires.
This ensures that new business models are designed, launched, and scaled on a foundation that protects margin, enforces contract terms, and remains audit-ready.
SAP Solutions for Cargo & Logistics Companies
These solutions connect quoting, pricing, billing, and finance across the full agreement lifecycle, from placement to renewal.
Automates billing for consumable commitments, usage-based fees, subscriptions, and service plans, including amendments and shortfall charges.
Centralizes list, contract, and tender pricing across markets and channels, so quoting and billing share one price source.
Manages the programs that follow the contract, including GPO and tender agreements, tiered rebates, administration fees, and distributor chargebacks.
The digital core for finance, sales, and operations, supporting consignment and bill-only orders, batch and serial traceability, and e-invoicing.
Models health systems, purchasing groups, and distributors as connected account hierarchies, with tender pipelines and renewal visibility.
Business AI for Medical Devices & Diagnostics
From Tenders and Purchase Orders to SAP
CLARITY’s AI agent platform Graip.AI reads incoming tenders, RFQs, and purchase orders, including bill-only POs, from email, PDF, or Excel in over 100 languages. The agents extract requirements, match items to the catalog, check them against contract pricing and approval status, and post draft quotes or orders to SAP for review, turning days of manual preparation into hours.
Guided Pricing for Placement Deals
AI-driven pricing in Pricefx and SAP CPQ recommends cost-per-test or per-procedure prices and discount levels from comparable contracts, win-loss history, and purchasing-group terms. Lifetime margin is simulated under expected and downside consumption, so approvers judge the full agreement rather than its first-year price.
Contract Health and Renewal Intelligence
AI forecasts consumption for every placed instrument from ordering patterns and connected-device data, flagging agreements heading for shortfall and instruments that would earn more elsewhere. It also surfaces renewal, upgrade, and expansion opportunities across the installed base, with assistants such as Joule summarizing each account’s contract position for sales and finance teams.
Why CLARITY Is the Right Partner for Your Medical Devices & Diagnostics Business
Choosing the right partner is as critical as choosing the right technology. We combine a contract-first approach with proven SAP delivery expertise.
Contract-First Approach
We start from how instruments are placed, consumables are committed, and services are delivered, so SAP reflects the agreement rather than the module list.
Revenue Model Expertise
Our team brings experience with subscription, usage-based, and contract-driven revenue models across North America and Europe.
Certified SAP Experience
Our consultants bring hands-on implementation experience across SAP Cloud ERP, CPQ, BRIM, RAR, and related solutions.
Audit-Ready Delivery
We apply SAP Activate and the documentation, traceability, and audit-trail discipline a regulated industry requires.
Long-Term Partnership
We support clients through upgrades, process evolution, and continuous optimization as their commercial models mature.
