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MedTech Case Studies

A leading MedTech company was planning the launch of a highly anticipated, novel self-monitoring device; however, it needed an analytically sophisticated approach to sales planning to ensure appropriate, targeted account coverage and ensure as good as possible a launch. L.E.K. developed a sales operations and sales force allocation model tailored to the Client’s business to support its successful product launch.

L.E.K. helped a leading contract manufacturer develop a growth strategy that increased their focus on two large and attractive medical market segments, where the client’s value proposition was strongest. To “win” in these targeted segments, we recommended steps to strengthen a more differentiated and full solution from pre-production through final assembly to better align with medical OEMs customers’ needs.

Our client, an $8B global medical device company, faced stalled revenue growth due largely to organizational dysfunction. The company partnered with L.E.K. Consulting to diagnose, design and implement an organizational transformation focused on sales & marketing and critical supporting functions (e.g., finance).

In December 2008, then U.K. Secretary of State for Defence (Rt. Hon. John Hutton MP) announced to the House of Commons that he had appointed Bernard Gray to lead a wide ranging and independent review of defence acquisition with the intention of making “recommendations to secure better value for money in the identification, commissioning, procurement and whole-life delivery of major acquisition programs.

A global leader in cardiac-related medical devices was under growing competitive pressure in a key product category, and senior executives felt that the company needed to enhance its product capabilities and change its sales strategy to recapture share. Company executives asked for L.E.K. Consulting’s assistance in developing a launch plan.

A global medical device manufacturer realized that it could only reach its aggressive sales goals in China by ensuring consistent product and service delivery and by creating a unique service experience for healthcare professionals. The medtech manufacturer called upon L.E.K. Consulting to differentiate itself while servicing the many sales models and go-to-market routes required to serve different customer requirements across China’s diverse customer base.

L.E.K. Consulting was approached by a leading provider of diagnostic and pathology lab equipment to support the development of an innovative telehealth solution focused on digital pathology health IT. These types of services are at the introduction stage in the U.S. and are well-accepted by the market, but there are questions over its readiness in China.

A medical, dental and veterinary supplies distributor engaged L.E.K. Consulting to help grow its medical group quickly.