
A medical company received positive feedback from physicians regarding their latest clinical evidence. Despite the proven clinical benefits, local purchasers only focused on the product price and did not understand the value of the innovation.
Commercial teams could not successfully translate clinical evidence into a compelling message for purchasers. The company then decided to request the help of ValueConnected to create a value-based approach.
ValueConnected initiated the project with extensive interviews with purchasers and clinicians, uncovering problems that could be directly addressed with the use of the new technology.
Once the major market needs were identified, ValueConnected trained commercial teams on how to approach purchasers and developed a simple-to-use app to clearly demonstrate the value of the product for purchasers and physicians.
The results were immediate: in a few months sales increased significantly and since then the company has requested other Value Apps from ValueConnected.
Do your teams have the right materials to approach decision-makers?
Related Service:
Market Roadmaps
Related Service:
Field Execution
Related Service:
Value Dossiers
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.