PERFORM Toolkits
The PERFORM toolkits are designed to achieve growth by systematically improving core business & innovation processes.
B2B Product & Portfolio
It's important to understand where the opportunity lies and the health of the product portfolio. Over time a MedTech product portfolio becomes complex and costly to support given longer lifetimes and requires refocus. This toolkit will deliver visibility into portfolio health relative to a clients' business objectives, examines new product adoption success, and designs up-sell and cross sell strategies. In particular it brings focus on integrating services and consumables and designing for re-occurring revenues.
Sales Mobilization
It is crucial that a sales organization can get your products customers. The route-to-market must be efficient, and the sales teams effectively mobilized. This toolkit ensures appropriate channel design & sales role mix for the MedTech industry. It will focus on the customer decision units, the sales cycle stage (including post sale upselling), the product or service, and the sales capabilities (specialist / generalist) required. It will also bring focus on the sales enablement content and playbooks.
B2B Pricing Optimization
Pricing is a key value driver and a major determinant of profitability. This toolkit examines price strategy, price setting, price realization & leakage, upsell-cross sell, bundling opportunities and degree of price protection using different price points. It includes strategies to upsell optimization services and consumables. We also have deep experience in MedTech "as a service" pricing and can help design portfolio pricing strategies to grow reoccurring revenue.
B2B Marketing
Marketing has a key responsibility to execute business strategy. It is no longer about marketing communication or product awareness but driving real commercial impact. This toolkit ensures direct translation of business strategy to marketing operations. It synchronizes sales and marketing through integrated plaining and campaign execution. It brings the necessary focus to move the needle on the client's biggest opportunities. This toolkit is often used as a precursor to the Go-to-Market transformation toolkit
TRANSFORM Toolkits
The TRANSFORM toolkits are designed to implement a growth "step change" in one or more key business or innovation processes. Often used in conjunction with PERFORM toolkits to focus on a particular performance transformation
Go-to-Market Transformation
This toolkit will deliver a step change in go-to-market performance. We work together with product management, business development, sales and marketing to develop an integrated go-to-market attack plan that executes business strategy. With focus on a specific segment or competitor we leverage MedTech domain experience to design and execute a targeted "attack plan" with clear commercial objectives and KPIs. By integrating offer design, pricing, promotion and channel deployment and aligning the customer facing teams on a common goal the power of the organization is harnessed to deliver real commercial impact.
Solution Transformation
This toolkit will transform the organization towards "solutions" and develop a portfolio strategy to maximize customer lifetime value. Leveraging deep MedTech industry experience to combine devices, consumables, and services we will design your solution framework to lead with medical devices/technology, upsell technology optimization services and then continue to expand the technology installed base with add-on's. This toolkit increases customer lifetime value, improves customer retention and generates more stable revenue streams by adding "post sale" and "as-a-service" reoccurring revenue.
Budget Transformation
Every organization is budget constrained and needs to ensure every dollar is effective in executing strategy. This toolkit applies a "ground up" approach to budgeting to ensure funding is based on necessity rather than budget history. Starting from zero each program or department creates budget packages (reduce, sustain, accelerate), justifying expenses and outlining what can be achieved with major KPIs and milestones. Based on management review budget is then allocated. This toolkit helps improve resource efficiency and drives stronger alignment with strategy
ACCELERATE Toolkits
The ACCELERATE toolkits leverage a venture-based approach to manage risk and drive growth by capturing adjacent market opportunities. A major challenge for new business ventures is premature organizational pressure to grow revenue. This often results in pre-mature offers that fail before they have been refined, or demand generated before the organization can support it, often resulting with significant costs as the organization struggles to scale, and frequently frustrated customers.
Pre-Market Assessment
This toolkit in the first step and will help the team understand if there is a significant problem worth solving, does the proposition solve it, and can the client successfully compete and make money
Market Validation
This toolkit builds on the "pre-market assessment" and confirms client can create a proposition that a customer will pay for and that client has the capabilities to support the business model.
Scaling
This toolkit is the last stage and is applied in two steps to ensure successful business scaling. The first step involves scaling the proposition to a limited number of customers to ensure it actually meets their needs and remove cost. The second stage moves the venture to full scale, determines sales channels and quality systems, and finalizes the landing organization.
PEOPLE Toolkits
The PEOPLE toolkits are designed to ensure the organization has the capability to deliver the unlocked growth.
Organizational Design
The organizational design is the foundation of how a company functions and how work is accomplished. For a marketing or innovation team the product portfolio will be directly shaped by the internal organizational design and communications structures. This toolkit ensures the appropriate organization design to execute the desired commercial and product strategy
Operating Model
This toolkit examines the operating model of the organization. It looks at structure, governance, and accountability. It looks at the strategic, operational and administrative processes and examines the intersection points to other parts of the organization and the meeting structures and cadence that underpin the operating model. This toolkit is often used in conjunction with organizational design and/or budget transformation.
Leadership & Talent
One of the most important determinants of business success is how effectively talent development pipelines are nurtured. This toolkit is designed to further develop key "high potentials" in your organization using one-on-one specialist coaching and mentoring to develop "experience based" learning.