Healthcare consolidation and the rise of non-clinical stakeholder influence is limiting physician autonomy and transforming brand purchasing dynamics.
As such, medtech commercial teams are evolving which stakeholders to focus on and how to best engage them. Companies need a more comprehensive account targeting approach, going beyond just procedural volumes to also include affiliations, true patient reach, influence mapping, referral patterns, and more. They must go further than communicating on just product features, and incorporate data-driven value messages highlighting economic and patient outcomes, tailored to a complex mix of stakeholders across multiple communication channels.
Our data and experts make this commercial evolution easier for you, so you can focus on building better relationships with your stakeholders:
“Clarivate’s data has affected sales planning and territory alignment meaningfully in the form of better-informed segmentation, targeting, metrics, and territory sizing … our ability to track market share at a granular level is markedly improved. Data was also able to be integrated with other internal data to maximize its impact and reliability.”
Set up commercial teams for success with the accounts and stakeholders influencing brand uptake
Allocate resources towards accounts based on their opportunity potential
Find the influential KOLs that your peers may be missing
Ensure your sales teams use targeting intel with solutions that fit into their workflow
Win key accounts with effective communication and negotiation
Enhance customer experience and increase engagement with innovative marketing approaches