Medical products companies are facing economic and regulatory challenges, and in response, many are implementing new selling models and strategies such as value-based selling, key account management, multichannel marketing, customer relationship management and pricing optimization. But they’re not always getting the best results.
When it comes to master data management (MDM) in the medical device industry, it’s not a matter of “if” but “when.” In a new video, ZS Principal Bret Caldwell talks about how MDM has become essential for implementing new sales strategies. He also tells the story of a medical device client that improved operational performance through rigorous data management. Watch the Video.
Bret Caldwell, Principal
Phadia, now a part of Thermo Fisher Scientific, makes leading medical diagnostic products for allergy, asthma and autoimmune diseases. A couple of years ago, its sales model was helping it grow, but Phadia’s analytics capabilities were not keeping up. This case study examines how ZS and Phadia built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs. Read the case study.
For more information about ZS Associates, contact us.
By Bret Caldwell, Mahmood Majeed and Priyan Patkar
Strategically integrating and processing commercial data has become critical to the success of new selling models.
By Pete Masloski, Bret Caldwell
Medical device companies are taking a hard look at how to save costs and improve efficiency. In order to do so, many are reexamining their sales channels.
By Chad Albrecht
Results from ZS’s Incentive Practices Research (IPR) annual study shows leading incentive compensation practices in the medical products industry.