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Too often we define the Medtech sector by the number of dollars raised, IPOs helped or companies sold. But the focus neglects the very foundation of the sector - the People. Join the Medtech Talk Podcast each week to hear from entrepreneurs, investors and executives who spend their days developing the tools that make sick people well and health care more efficient.

Securing Coverage and Payment for Your Innovative Medical Device: Advice from the Experts

July 19, 2021


Navigating the ever-changing sea of medtech reimbursement is never easy, particularly with the recent swings in policies pertaining to breakthrough devices. As part of the continued Medtech Talk Digital Discussion Series, host Geoff Pardo moderates a panel interview with three medtech reimbursement experts to look at strategies for obtaining reimbursement coding, coverage, and payment: Mary Hailey, CCM, CDMS, Vice President Health Economics and Reimbursement, Relievant Medsystems, Inc.; DeChane Dorsey, JD, Executive Director of AdvaMed Accel, AdvaMed; and David Gregory, Principal, Healthcare & Life Sciences Consulting Leader, Baker Tilly. The panel discusses coding and payment issues that are particularly pertinent to small/mid-sized companies; the impact of recent changes to accommodate breakthrough devices, including MCIT, Add-On payment, NTAP, and TPT; CMS’s approach to handling issues/questions and how to best work with the agency; thinking wholistically about bringing your product to market (more than just FDA approval); and the influence of advocacy efforts by physician specialty societies on coding and payments. Listen now to catch these valuable insights!


Mary Hailey
Mary is an accomplished leader in the Medical Device Reimbursement and Health Economics sector with over 30 years of experience developing and executing strategic reimbursement plans for medical technologies from regulatory approval through commercialization. She has a comprehensive understanding of the U.S. healthcare environment with demonstrated success supporting new medical technologies across various clinical applications. In addition, she has extensive experience developing and managing reimbursement and patient access strategies to secure coverage and payment from government and third-party payers. Mary has also worked closely with institutional investors conducting due diligence to evaluate various private equity medical technology investment opportunities.

DeChane Dorsey
DeChane L. Dorsey is the Executive Director of AdvaMed Accel, a division within the Advanced Medical Technology Association (AdvaMed). AdvaMed Accel represents small and mid-sized companies and works to address concerns specific to this group of companies that comprise more than 70% of AdvaMed’s overall membership. Prior to assuming her current role, Ms. Dorsey was a Vice President in the Payment and Health Care Delivery Department at AdvaMed where her responsibilities included policy development and analysis of regulatory issues affecting the medical technology industry, including the Hospital Outpatient Prospective Payment System (OPPS), reimbursement for Ambulatory Surgical Centers (ASCs), advanced wound healing and tissue regeneration, coding, and physician payment issues. Prior to joining AdvaMed’s staff in June 2006, Ms. Dorsey was the Director of Health Policy for the American Academy of Ophthalmology (AAO) where she managed issues affecting coverage and reimbursement for ophthalmology procedures. Before joining the AAO, Ms. Dorsey was a Senior Counsel with the U.S. Department of Health and Human Services’ Office of Counsel to the Inspector General, where she worked as a litigator on a variety of fraud and abuse issues including enforcement of exclusion authorities, the Emergency Medical Treatment and Active Labor Act (EMTALA) statute, civil monetary penalties, and compliance monitoring. She holds a B.A. in Political Science from Syracuse University and a J.D. from the Georgetown University Law Center.

David Gregory
David Gregory has a varied healthcare economics background, ranging from hospital operations management to managed care underwriting/pricing to reimbursement optimization. As the leader of Baker Tilly’s healthcare consulting practice, he directs projects for life sciences companies, hospitals, senior living providers and health plans. His specialties include financial analysis and reimbursement modeling, strategic planning and marketing, new technology value analysis and reimbursement assessments, hospital revenue cycle reengineering, health plan medical expense reviews and value-added managed care program development and contract negotiations. David has directed numerous projects for life sciences and technology companies that have resulted in widespread market access, peer-reviewed publications and posters, as well as reimbursement optimization tools. He is regular speaker on strategic and operational topics at healthcare and life sciences industry events, including previous breakout sessions at the Medtech Conference. David has also been published as a co-author in numerous peer-reviewed publications, including Journal of Managed Care Medicine, Expert Review of Pharmacoeconomics & Outcomes Research and American Health & Drug Benefits.

Meet Our Host, Geoff Pardo

Geoff has been in medtech for over two decades in both operational and investment roles. He is passionate about the industry potential and sharing stories from the front lines of innovation.