Customer Stories

Despite the heavy investment needed to find and bring on top sales reps, Jeremy Laynor, Senior VP Sales, Providence Medical Technology knew they would be critical to growth. Not only do the best reps have the ability to get in front of high-impact surgeons, Providence had a novel technology, totally different from other products. These reps wouldn’t just be selling a device, they’d need to have a deep understanding of its functionality and capabilities to train surgeons on how to perform a common procedure in a new way.

It can be a struggle to get a team to adopt a new technology or process, even when it can drive revenue. If your team doesn’t adopt it, you can be left scrambling to justify ROI and resort to incentivizing them to use it, or even penalizing them when they don’t. How do you get started and convince people to see the benefits just as you do, and how do you keep the momentum going?

This global MedTech company specializes in the development and sales of surgical and patient monitoring products. Their endoscopic division was a small but growing business with a sizable market. Many sales reps covered large geographies and had significant growth opportunities they needed to prioritize.

Sales leaders at Intellijoint knew that for their growth-stage company, effective contract management isn’t just a part of sales operations. Instead, it is the fundamental center of sales velocity. It was critical to put a contracts strategy in place that would accelerate revenue growth, but with a lean sales team, they didn’t have the luxury of delegating improving that process to another team.

Pristine Surgical was launching the world's first single-use arthroscope, a product that had success in a limited market release. The only potential challenge was that shifting market dynamics continued to drive Pristine’s potential procedures toward ASCs, making it crucial for the team to access data that would keep them up-to-date with procedure trends in their markets.

Olympus leadership had already been thinking about ways to use more focused data to prioritize the best sales targets and expand their market share. Olympus decided to deploy an omnichannel strategy: identifying the right customer with the right message at the right time via the right channels.

Discover how Embody, Inc. leveraged AcuityMD to streamline their commercial strategy, accurately size the market, and empower their sales team to hit quota within 12 months. With AcuityMD, Embody was able to identify over 500 physicians who could use their product, generating over $3M in new sales, ultimately leading to their acquisition by Zimmer Biomet.

Learn how Anika Therapeutics overcame challenges in launching a new product with AcuityMD, a commercial platform that helped them easily identify and prioritize top conversion and new user targets. With AcuityMD, Anika was able to deploy more effective call plans and custom sales strategies that identified over 500 surgeons and more than $20 million in pipeline opportunities.