MedTech

Customer Engagement

Breaking the purchasing value barrier.

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Medtech eBook

  

Understanding the new healthcare ecosystem pressures and developments affecting medical device decision makers.

 

Find out what successful commercial teams know about today's healthcare customer ecosystems including 3 critical insights that cannot be ignored!

 

Download our e-book now! 

 

 

 

The healthcare landscape has changed. The accounts and stakeholders your teams are calling on are now part of a connected "ecosystem."

 

What does this mean for MedTech account management? Influence on decision making patterns is coming from all directions. Top performing account teams have their "eyes wide open" when conducting due diligence on accounts, opportunities and stakeholders with careful consideration for who's influencing who in the ecosystem.

 

 

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Medtech ecosystem

 

3 Trends Driving Change for MedTech Customer-facing Teams:

The global healthcare landscape has morphed into something unrecognizable only a few short years ago. And while many changes are regional in nature, there are a few key trends shared by administrative and clinical decision makers worldwide:

 

Medtech data and analytics
 
 
 

Technology & Data

From wearables to smart pills to the role of big data and AI in commercial marketing and sales decisions, it's a digital healthcare world we're moving into. 

 Healthcare Consumerism

Patients are more empowered than ever before and it's affecting how account stakeholders are driving strategies around it.

 Consolidation

The pace of M & A activity is quickening. The lines between payer and providers are blurring and account strategies need a fresh perspective.

 

 

The tug of war between administrators and clinicians. Intense focus on total cost of ownership. Customers wanting more for less.

 

What can a MedTech organization do?


Plenty as it turns out.
 
Behind all the complexity and challenges is great opportunity for those organizations ready to embrace new approaches designed to stay ahead of customer and patient needs. It requires:
 
 -  Customer-facing teams with upgraded skills and a strategic account mindset
 -  Competitively differentiated solutions and responses to customer needs
-   Process, coaching and tools to operationalize new ways of approaching stakeholders

                             

 

"Purchasers are becoming more insistent on real-world evidence that premium medical devices create value by improving patient outcomes and reducing the total cost of care."  

                                                                                                                                                                                                                                   -  BCG

 

 

Clarity can help.

With deep vertical market expertise, a comprehensive approach towards customer engagement and a global reach, Clarity can help your field teams develop competitively differentiated account strategies that bring them into alignment with today's MedTech stakeholders.

 

Strategy Consulting & Change Management

  • Senior Leadership Exchange Sessions
  • Account Archetype Profiling & Segmentation
  • Healthcare Landscape Education
  • Pre-launch Planning
  • Change Management Programs

 

 

Customized Models & Content

  • Locally Tailored, Organizationally Consistent
  • Account and scenario-specific Case Studies
  • Account Management Models and Content for:
    • Account Managers, Reps, Managers
    • Marketing, Support 
    • SAMA-aligned Content & Modules

 

 

Multiple Training Delivery Options

  • Instructor-Led Live Workshops
  • Blended Learning
  • SCORM/xAPI eLearnng
  • Cloud-based Micro Learning