Addressing hemodynamic instability: Forging a sales and marketing strategy in the Middle East for hemodynamic and tissue oximetry monitors producer.

This project empowered the client to strategically target high-value healthcare segments, refine product positioning, and engage key stakeholders, driving competitive advantage and unlocking new growth opportunities in the aHDM market.

Outcome

  • Clear understanding of healthcare systems, enabling precise targeting of high-potential hospitals and surgical clusters for aHDM, optimizing resource allocation and market entry strategies.
  • Aligning value proposition with key purchasing criteria and benchmarking against competitors to differentiate the offerings and better meet market demands and decision-maker needs.
  • Tailoring outreach to key influencers and prioritizing high-growth segments, enhancing engagement and uncovering new expansion opportunities.

KEY INTELLIGENCE OBJECTIVES

  • Understand the structure of the hospital landscape, financing, and hospital purchasing behaviors within each healthcare system.
  • Estimate Total Addressable Market (TAM) by surgical cluster, including segmented analysis of procedure volumes to identify high-potential clusters for aHDM.
  • Profile hospitals, including beds, ICU/OR capacities, and surgical clusters, for targeted aHDM solutions.
  • Assess aHDM adoption in high-risk surgeries (HRS) and beyond and pinpoint country-specific barriers.
  • Identify key influences on the aHDM market, including regulatory changes, technology advancements, and future needs.
  • Map stakeholders in the purchasing process, including identification of decision-makers and influencers with insights into their roles and preferred communication channels.
  • Analyze decision-making factors like equipment quality, support, and cost, focusing on unmet needs.
  • Benchmark client offerings against competitors to identify differentiation opportunities.
  • Indicate targeted strategies for key stakeholders in priority segments with specific messaging (stakeholder, unmet need, country, sponsor) and pricing.
  • Evaluate penetration potential in top segments, considering the client’s current and planned product portfolio, sales team structure, competition, and market entry barriers.

Geography

  • Western Europe
  • Central & Eastern Europe
  • Middle East
  • Africa
  • North America
  • South America
  • Other

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