{"id":40139,"date":"2022-04-16T18:02:42","date_gmt":"2022-04-16T18:02:42","guid":{"rendered":"https:\/\/www.sisinternational.com\/?page_id=40139"},"modified":"2026-05-05T16:21:18","modified_gmt":"2026-05-05T20:21:18","slug":"investigacion-de-mercado-sobre-el-cuidado-de-heridas","status":"publish","type":"page","link":"https:\/\/www.sisinternational.com\/es\/soluciones\/investigacion-de-mercado-biotecnologico-y-farmaceutico-de-atencion-medica\/investigacion-de-mercado-sobre-el-cuidado-de-heridas\/","title":{"rendered":"Wound Care Market Research: Clinician-Led Strategy"},"content":{"rendered":"
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Investigaci\u00f3n de mercado sobre el cuidado de heridas<\/h1>\n<\/p>\n
\"Investigaci\u00f3n<\/figure>\n<\/p>\n
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Podemos curar heridas y lesiones menores con un tratamiento de primeros auxilios en casa. Algunas son m\u00e1s grandes o m\u00e1s profundas que otras. Adem\u00e1s, estos cortes necesitan un profesional m\u00e9dico que los ayude a sanar y prevenir infecciones. El centro de atenci\u00f3n de heridas es otro equipo m\u00e9dico para el tratamiento de heridas que no cicatrizan. \u00bfTiene una lesi\u00f3n que ya tiene dos semanas y no muestra signos de curaci\u00f3n? Entonces, ser\u00eda \u00fatil que fuera al centro de atenci\u00f3n de heridas. Una herida de seis semanas que no ha sanado por completo es cr\u00f3nica. Una herida de este tipo necesita m\u00e1s cuidados por parte del centro de atenci\u00f3n de heridas.<\/p>\n

\u00bfPor qu\u00e9 es importante el cuidado de las heridas?<\/h2>\n

Cuando las personas no cuidan sus heridas o llagas, esto puede convertirse en un problema de salud cr\u00edtico. Se sabe que las heridas son agudas o cr\u00f3nicas. Una herida cr\u00f3nica no muestra signos de curaci\u00f3n despu\u00e9s de cuatro a seis semanas. Cuando las heridas no sanan, pueden provocar infecci\u00f3n, dolor, discapacidad e incluso amputaci\u00f3n. No podemos restar importancia a la importancia del cuidado de las heridas. Mientras una herida cr\u00f3nica no se trate, es probable que se infecte.<\/p>\n<\/div>\n

Wound Care Market Research: How Leading Manufacturers Win Clinician Preference<\/h1>\n

Wound care is a clinician-led category. The nurse at the bedside, not the procurement contract, decides which dressing comes off the cart. Manufacturers who understand this win share. Those who optimize for hospital formulary alone leave growth on the table.<\/p>\n

The category rewards specificity. Antimicrobial dressings, negative pressure wound therapy, collagen matrices, and skin substitutes each follow different adoption logics. Wound care market research that treats them as one segment produces generic insight. Research that isolates the decision maker, the wound type, and the care setting produces commercial advantage.<\/p>\n

Why Wound Care Market Research Rewards Clinician-Level Depth<\/h2>\n

The prescriber in wound care is rarely the physician of record. Wound ostomy continence nurses (WOCNs), wound care directors, and nurse practitioners drive product selection in long-term care, home health, and hospital outpatient departments. They build treatment outlines based on exudate level, bioburden, periwound condition, and healing trajectory. They escalate to silver, iodine, or PHMB antimicrobials when stalled wounds show biofilm signatures.<\/p>\n

SIS International’s structured expert interviews with wound care nurses and WOCNs across U.S. acute and post-acute settings indicate that antimicrobial dressing selection is governed less by brand preference than by a two-week trial-and-escalate protocol tied to wound bed appearance.<\/span> Manufacturers who map their value story to that escalation logic enter the consideration set. Those who lead with mechanism-of-action claims disconnected from the clinician’s decision sequence get filtered out before sampling.<\/p>\n

This is why surveys alone underperform in wound care. The decision is tactile and visual. Clinicians evaluate conformability, exudate handling, atraumatic removal, and wear time at the dressing change. Concept tests without product-in-hand evaluation miss the variables that actually drive switching.<\/p>\n

The Four Decision Axes That Shape Wound Care Adoption<\/h2>\n

Effective wound care market research isolates four axes that determine commercial uptake. Each carries different evidence requirements and different KOL mapping needs.<\/p>\n

\n\n\n\n\n\n\n\n\n
Decision Axis<\/th>\nPrimary Decision Maker<\/th>\nEvidence That Moves the Decision<\/th>\n<\/tr>\n<\/thead>\n
Antimicrobial selection<\/td>\nWOCN, wound care director<\/td>\nBiofilm disruption data, wear time, periwound tolerability<\/td>\n<\/tr>\n
Advanced therapy escalation<\/td>\nVascular surgeon, podiatrist<\/td>\nHealing trajectory at four weeks, reimbursement coverage<\/td>\n<\/tr>\n
Formulary inclusion<\/td>\nValue analysis committee<\/td>\nTotal cost per healed wound, nurse time savings<\/td>\n<\/tr>\n
Home health adoption<\/td>\nAgency clinical director, payer<\/td>\nVisit reduction, caregiver simplicity, supply logistics<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n

Source: SIS International Research<\/em><\/p>\n

Manufacturers often build a single launch narrative across all four. The narrative collapses on contact with the value analysis committee, which speaks the language of cost per healed wound, not clinical novelty. It also collapses with the home health agency, which optimizes for nurse visits per episode under PDGM reimbursement.<\/p>\n

What Patient Journey Mapping Reveals in Chronic Wound Categories<\/h2>\n

Diabetic foot ulcers, venous leg ulcers, and pressure injuries each follow distinct referral and reimbursement pathways. A diabetic foot ulcer patient may pass through primary care, podiatry, vascular surgery, and a wound center within a single episode. Each handoff is a product decision point. Each clinician operates under different incentives.<\/p>\n

Patient journey mapping in wound care identifies where products enter, exit, and get switched. It also surfaces the abandonment points. Across SIS International’s qualitative work with U.S. wound care clinicians, a recurring pattern emerges: products selected in the wound center are frequently substituted within seven to fourteen days of home health transition because the home agency stocks a different formulary.<\/span> Manufacturers who fail to model the cross-setting handoff lose volume they assumed they had won.<\/p>\n

This is where real-world evidence and claims-linked analysis complement primary qualitative work. The clinician interview reveals the why. The claims data reveals the where and how often. Together they shape a payer value story that addresses cost per healed wound across the full episode rather than the single dressing change.<\/p>\n

How Leading Manufacturers Build Launch Sequencing for Advanced Modalities<\/h2>\n

Skin substitutes, cellular and tissue-based products, and negative pressure wound therapy operate under reimbursement structures that change adoption math entirely. CMS coverage decisions, the LCD for cellular and tissue products, and the transition of skin substitutes to ASP-based reimbursement reshape which products get used and where. Indication prioritization matters here. A product cleared for diabetic foot ulcers and venous leg ulcers may see ninety percent of its volume in one indication based on reimbursement and KOL endorsement, not clinical breadth.<\/p>\n

Launch sequencing should follow the reimbursement gradient. Hospital outpatient departments and wound centers with established billing infrastructure absorb advanced modalities first. Physician offices follow. Home health is last because payment models lag. Manufacturers who launch broadly and uniformly burn commercial spend on accounts that cannot yet bill the product profitably.<\/p>\n

The SIS Approach to Wound Care Market Research<\/h2>\n

SIS International conducts wound care market research through B2B expert interviews with WOCNs, wound care directors, vascular surgeons, podiatrists, and home health clinical leaders, paired with concept and product evaluation sessions that put the dressing in the clinician’s hands. This combination surfaces the prescription behavior, the escalation triggers, and the tactile evaluation that drive switching. It also tests the payer value story against the value analysis committee logic before launch.<\/p>\n

SIS International’s proprietary research in antimicrobial wound care indicates that clinicians evaluate new dressings against a mental benchmark of their current go-to product, and that benchmark shifts only when the new product demonstrates a clear advantage on either wear time, exudate handling, or atraumatic removal.<\/span> Generic superiority claims do not move the benchmark. Specific, clinician-relevant proof points do.<\/p>\n

The firms that grow share in wound care invest in clinician-level intelligence before committing to launch sequencing, KOL mapping, and formulary positioning. Wound care market research conducted at that depth turns a crowded category into a defensible position.<\/p>\n

Acerca de SIS Internacional<\/h2>\n

SIS Internacional<\/a> ofrece investigaci\u00f3n cuantitativa, cualitativa y estrat\u00e9gica. Proporcionamos datos, herramientas, estrategias, informes y conocimientos para la toma de decisiones. Tambi\u00e9n realizamos entrevistas, encuestas, grupos focales y otros m\u00e9todos y enfoques de investigaci\u00f3n de mercado. P\u00f3ngase en contacto con nosotros<\/a> para su pr\u00f3ximo proyecto de Investigaci\u00f3n de Mercado.<\/p>\n

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Related SIS Resources<\/h3>\n