Summary
A medical device company specializing in sleep apnea treatment approached me with stagnant sales and no clear marketing strategy. They faced the challenge of targeting multiple stakeholders and needed direction to boost exposure and sales. Through detailed stakeholder profiling, crafting a value-based product story, website transformation, and implementing a sales funnel, we honed in on the ideal customer, the patient. This shift in focus led to remarkable growth, and they are now partnering with a major digital marketing agency to scale their success further.
Summary
A well-established orthopedic bracing company with a history and brand identity of selling on price approached me for help in transforming their sales effectiveness. With a direct sales force of over 150 representatives but struggling to sell innovative, high-margin products, they faced a critical problem. Through coaching and a needs-based approach, we revolutionized their sales process and achieved remarkable outcomes, leading to rapid growth and an eventual acquisition.
Summary
In this case study, I recount how I helped a struggling MedTech company facing imminent failure due to a lack of product-market fit. They approached me with a groundbreaking VoIP solution but couldn't gain any traction in their original market. Through targeted coaching, we identified the root issues, discovered a new market opportunity, and orchestrated a partnership with a major Home Medical Equipment (HME) manufacturer. The result? A remarkable transformation from zero customers to over 200, and zero patients to over 800,000, ultimately leading to a multimillion-dollar exit.
Summary
When an orthopedic implant company approached me for help, their shoulder product line was stagnating, and they faced the tough decision of exiting the market. Through careful analysis and strategic coaching, we identified a unique opportunity, repositioned their product, and achieved remarkable growth by targeting an unexpected customer base.