Case Study · Medical devices
Surgical device manufacturer expanded into three new provider networks in six months
A West Coast surgical device manufacturer engaged the firm to open accounts at regional hospital systems where prior reps had stalled.
Provider networks opened
3
Months to first revenue
6
Preferred-supplier conversions
2
Product lines under representation
2
Situation
A surgical device manufacturer had a clinically proven product but slow account penetration outside its home region. Two prior sales hires had failed to break into target hospital systems. Procurement cycles were stalling at value-analysis committee review.
Approach
The firm assigned a senior representative who had prior relationships at the target systems. We rebuilt the clinical evidence packet, ran in-service trainings for surgical teams, and managed the value-analysis submissions through to vote. We also coordinated reimbursement support for billing teams on the provider side.
Outcome
Three new hospital networks approved the device within six months. Two converted to preferred-supplier status by month nine. The manufacturer extended the engagement to a second product line.
Same service line