In the new U.S. healthcare system, every state is different. Some have state-based Affordable Care Act exchanges, while others use the federal website. Different states also have varying levels of hospital consolidation and rules about factors like price transparency. These differences have implications for the optimal sales model, writes med tech consultant Pete Masloski of ZS Associates. "Segment your geographies based on the evolution of the healthcare ecosystem. In some regions, the needs of providers will look much more like Maryland, where many are pursuing new ACO-type models. In other markets, provider consolidation may be the dominating characteristic. In others, it might be that providers are competing mostly in the old fee-for-service (FFS) model," he writes. More