CASE STUDY
How a medtech giant used Costovation to sell digital services more effectively
included services:
Related industry:
Objective
One of the world’s leading medtech companies sought to sell digital services to hospitals more effectively, yielding both lower costs as well as better customer success with the offerings. How should it re-organize its salesforce and implement its offerings differently? It asked New Markets.
Approach
Determined the theoretical and actual ways the company was going to market with digital, which ended up differing among sales managers but not varying according to customer type
Evaluated how customers’ needs for product education and implementation support ranged, and how these needs could be identified during the sales process
Created concrete plans for what aspects of the sales process would change in which sequence, and for which customer types this would be a particular priority
Impact
Our recommendations were moved into detailed action planning, with client teams formed to take specific changes forward. The changes focused on a single large country, with colleagues from other countries closely following progress and charting how they could replicate these cost innovations globally. Broad rollout and scaling up has now commenced.
