CASE STUDY
How a medtech giant adapted its sales model to its evolving product portfolio
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Objective
With more advanced devices and software coming up their pipeline, a multinational medtech company was struggling to move from focusing on selling hardware to a more solution-centric strategy.
Approach
We analyzed and compared each country’s operating model and sales performance
Together with the client, we held workshops to brainstorm new sales approaches
We designed a future strategy and modeled the assumptions and resources needed to move from the client’s current state to its end-state
Impact
This project helped Roche define which customer segments to target, where to deploy in-person vs. virtual sales teams, and the resources needed to make it happen. We balanced the organization’s overall aims with the specificities of each regional market and laid out a process for the client to follow when devising cross-country strategies in the future.
