Join L.E.K. Consulting to understand how organizations are evolving their strategies in response to market conditions.
Presented by L.E.K. Consulting
The State of the MedTech Customer Base
May 7, 2026
1:00 PM – 2:00 PM
The State of the MedTech Customer Base
May 7, 2026
1:00 PM – 2:00 PM
Each year, L.E.K. Consulting surveys hospital and health system executives to analyze financial performance, purchasing behavior, and evolving strategies in response to market conditions. This combined current and longitudinal view helps medtech leaders understand how hospitals are positioning themselves to invest, innovate, and partner.
This year’s findings show hospitals navigating policy and economic pressures, with tariff exposure and federal health policies weighing on financial performance and investment decisions. Demand for new technology and services continues to evolve through tighter constraints and more focused prioritization.
What You’ll Cover
- There is a clear divide in the financial health of U.S. health systems. Approximately 50% report that their organization’s financial position is constrained, and roughly 50% report their financial position as solid or even strong. Meanwhile, expectations for operating margin growth have decreased since 2024.
- Operational and cost efficiency drive strategic priorities. Meanwhile, innovation demand is concentrated among progressive systems with the scale and coordination to adopt new technologies and shape market standards.
- Most hospitals expect medical supply spend to increase by less than 5% annually. This keeps investment relatively stable despite broader market uncertainty and pressures medtechs to absorb tariff driven price increases.
- In order to succeed in this environment, medtechs can focus on four imperatives: lead with efficiency, strengthen supply chain partnerships, expand value added services, and collaborate closely with innovation focused systems.
Date: Thursday, May 7, 2026
Time: 1:00 PM – 2:00 PM ET
Location: Online
RSVP now to stay ahead of the curve and uncover what’s next for medtech in today’s health care landscape.
Meet the Speakers
Nathalie Allan, Managing Director and Partner, L.E.K. Consulting
Nathalie Allan is a Managing Director and Partner in the MedTech practice and the firm’s Medtech Pricing lead, based in L.E.K.’s Atlanta office. With a specific focus on medical devices and dental, Nathalie advises clients across pricing and launch excellence as well as M&A, growth strategy, opportunity assessment, customer segmentation and more.
Ilya Trakhtenberg, Managing Director and Partner, L.E.K. Consulting
Ilya Trakhtenberg is a Managing Director and Partner in L.E.K. Consulting’s Chicago office and leader of the firm’s Healthcare Supply Chain practice. Ilya is a senior member of the MedTech practice and founded L.E.K.’s MedTech Launch Center of Excellence. He serves as a pragmatic, strategic adviser to corporate and private equity clients on accelerating business growth, developing and launching new products, and enabling growth execution (e.g., commercial excellence, supply chain optimization).
Sheila Shah, Managing Director and Partner, L.E.K. Consulting
Sheila Shah is a Managing Director and Partner in L.E.K. Consulting’s Chicago office and serves as leader of the firm’s Digital Healthcare practice. Sheila’s experience covers a range of areas, with a particular focus on healthcare technology, due diligence, commercial strategy, healthcare supply chain, growth opportunity assessment and organizational design.
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