CLIENT IMPACT STORIES
Market Intelligence
Supporting essential sales & marketing strategies
HOW WE HELP CLIENTS
Company Overview
The Company is a large medical device manufacturer and global provider of cardiac, diabetes, restorative therapies and minimally invasive medical device technologies.
The Business Challenge
The Company wanted to better understand the opportunities in the EHR market but lacked industry familiarity. They asked us to provide insights into the technology platform, individual software modules, selling & contracting strategies, pricing information and potential partnership opportunities.
This project posed two considerable challenges. First, while there is some publicly available information on the EHR market, there was little (if any) publicly available information regarding the privately-owned EHR industry leader, its solutions or selling strategies.
Second, information on pricing strategies is often proprietary in nature and while we had access to then current and former EHR employees, we did not feel comfortable breaching confidentiality to obtain the information requested by the Company.
Client
Impact
Quickly identify where to focus your investments to accelerate revenue
Our Solution
We developed a research plan that included both primary and secondary sources of information. Additionally, we structured our interview questions so as to avoid inadvertent disclosures of confidential information.
Finally, our experience taught us that although pricing information is confidential, the nature of providing products or services to public institutions (such as State or County Hospitals) allowed us to leverage the Freedom of Information Act. While the information that was collected was not always very informative, the collation of information across multiple contracts combined with basic assumptions, allowed us to collect the information the Company was searching for while ensuring that we maintained our ethical standards.
Our Approach
FEATURED CAPABILITIES
> Sales & Marketing
> Brand Transformation
> Business Strategy
> Operational Expertise
> Project Management
> Professional Development
CLIENTS
> Small & Mid-size Firms
> Overseas Firms
> Corporations
Related Client Impact Stories
Data Analytics
Helping a medical device manufacturer compile and analyze the dynamics and pricing scenarios for electronic health records
