Go-To-Market Revamp

The Market

Healthcare Software / Pharmaceuticals - Injectables

Our Services

Pricing Strategy
Value Proposition
Go-To-Market Strategy
Metrics Systems
Customer Segmentation

The Challenge

A healthcare interest acquired a software product that was still relatively new to the market, and adoption was slower than expected.

The business was struggling to meet expectations, and the leadership team was losing credibility. There was a lot of fingers pointed, but the team was having trouble zeroing in the factors that were truly impeding success.

The Solution

Using our knowledge of the the hospital pharmacy space, we quickly zeroed in on the key limiting factor hindering product adoption. After a few quick customer discussions, we recommended three approaches for revamping the go-to- market.

The program structure aligned the pricing of the product with how the customers behave and are incentivized. Additionally we were able to clearly articulate the return on investments so customers could secure the buy in required for the upfront investment requried. This new go-to-market approach was integrated with sales team incentives which quickly accelerated adoption, make them number one in the market.

In addition, we used this product re-introduction as a catalyst to drive growth across the entire portfolio resulting in increased sales and profit for adjacent business units.