Market Segmentation

We will teach you best practices for identifying value propositions, driving competitive wedges, measuring progression, developing winning strategies, and keeping sales teams on track with accountable action plans.

We will guide you to create effective, accepted, high-margin contracting solutions that grow in value over time so you can focus on delivering results and less on legal negotiations.

We have experts with direct experience selling and marketing in the following segments and can provide insights in these categories:

In vitro Diagnostics & Clinical Pathology

• Clinical Chemistry

• Immunoassay

• Hematology

• Urinalysis

• Microbiology

• Digital Pathology

• Digital Morphology

• Clinical Informatics

• Clinical Laboratory Automation

• Coagulation/Hemostasis

• Point of Care

In vivo Diagnostics & Medical Imaging

• Angiography

• Computed Tomography

• Fluoroscopy

• Magnetic Resonance Imaging

• Mammography

• Ultrasound

Orthopedics and Implants

• Spine

• CMF

• Sports Medicine

• Foot and Ankle

• Joint Replacement

• Trauma and Extremities

Neurotechnology

• Cranial

• Neurovascular

• Spine

• Power Tools and Aspirators

Surgical Equipment and Patient Handling

• ENT

• Power Tools and Accessories

• Waste Management

• Smoke Evacuation

• Sponge Management

• Advanced Skin Closure

• PPE

• VCF

• Endoscopy

• OR Integration

• Patient Beds and Stretchers

• Navigation

• Robotic Assisted Surgery

• Defibrillation and AEDs

The incumbency advantage is estimated to be higher than 80% in healthcare. Understanding opportunity timing, customer budget cycles, and how to get business done in healthcare is critical to winning new competitive business and retaining the business you have. We’ll show you strategies to accomplish both.

When opportunities have the correct staging it allows the entire commercial organization to be more effective, actionable, and efficient. Sales team members will know what types of activities they and the customer need to be engaged in, marketers will know what resources are needed, and leaders will be able to communicate seamlessly across the organization. We are experts in sales staging and will show you how to be, too.

If sales is the lifeblood of an organization, an accurate forecast is the heart that moves the blood through the organization. We’ll teach you how to instill the importance of this critical sales operation function across your team and demonstrate what accurate, effective forecasting can look like.