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  • About
  • Capabilities
    • Growth Strategies
    • Define New Products
    • Go-to-Market Plans
    • Innovation Capabilities >
      • Innovative Leader
    • AI Strategy Consulting
  • Industries
    • Consumer Industries
    • Financial Services
    • Healthcare & Life Sciences
    • Technology
  • Methodologies
    • Jobs to be Done
    • FutureCasting
    • Costovation
    • Go-to-Market Path
  • Results
  • Thinking
  • Contact
CASE STUDY

MedTech Giant Updates Sales Model via Go-To-Market Plan

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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.
GO-TO-MARKET PLANS
additional case studies
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New Markets Advisors is a boutique consulting firm that helps companies determine what to bring to market and how to do it successfully

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