David Potenza

SMG employs over 30 years of senior management experience and relationships in healthcare, marketing and finance into ever project. We provide the necessary guidance , support, direction and hard work needed in moving an innovative product or service into a formal company ready to take on investors and properly manage accelerated growth. Our primary focus is on emerging, early/mid-phase MedTech companies looking for accelerated growth strategies and those seeking help in establishing corporate governance, investor strategies, business development and capital. What we have found, is more often than not, these companies find themselves ill prepared to attract investors, or even cornerstone customers, due to their lack of internal structuring, market presence and poorly developed financials and business planning. Most often, they also lack the appropriate funding needed to hire talented, full-time senior leadership yet desperately need the help and guidance in establishing a well-defined corporate governance along with sound strategic planning. In addition to leadership, much of our focus is on business development and strategy. Being part of several public and private companies helps us lead our clients in structuring their organization for rapid growth and market adoption. In addition, we can also provide access to capital, budgeting and through our partners we offer guidance on legal compliance, payer contracting, revenue cycle and hospital credentialing. Our clients have spanned a diverse range including devices, diagnostics, laboratory sciences, advanced imaging diagnostics, remote patient monitoring, Telehealth and several ancillary medical services like CBD and opioid avoidance technologies and strategies in pain management.

Aperture Bio is an in vitro diagnostic company focused on improving outcomes in patients suspected of having bacterial infections. Aimed to disrupt a nearly $10 billion global market its proprietary, automated platform, RAPID-B, takes laboratory sample assessment from days down to hours. Through quantitative microbiology the RAPID-B platform provides treating physicians with actionable data that can improve therapeutic decision making currently done through empiric prescribing of antibiotics...improving outcomes and decreasing antibiotic resistance pressure in our communities.

In my role as VP of Healthcare Economics I lead our organization’s transformation from a transcriptional sales process to a value based or “eco-clinical” model. The need for transformation was driven by the new demands of healthcare reform and the rapid migration to a committee-centric decision making process. Products and services needed to not only improve patient outcomes, but also serve the demands for lower costs. Compounding to the shift in demand patterns and buying influences was the introduction of shifting reimbursement metrics shadowed by value based purchasing and new pay-for-performance models, i.e. ACOs, Bundled Payments and Insurance Exchanges. Certified in Six-Sigma and a national presenter helped me innovate and author a hospital based, nationally recognized program using predictive analytics called “Take Action.” This process driven, consultative program employed economic modeling metrics that lead institutions through a proprietary CQI process that identified high-risk patient populations for poor outcomes and higher healthcare costs. Through process mapping and algorithmic decision making we helped guide clinical decision making through pathways of care aimed at the pillars of reform – Improved Outcomes, Increased Safety, Increased Satisfaction and Lower episodic costs. Prior to this appointment, I held the position of Zone VP of Sales and helped architect a sales transformation that propelled this pain-management infusion therapy company from $7M to $98M in 6 years. This rapid growth lead to its sale to Kimberly-Clark Healthcare where I was retained to continue to help leaded the sales, training and development of our field sales organization, which crested over 350 representatives.

Zone Vice President of Sales