About
Commercial Excellence for MedTech
We help MedTech companies achieve Commercial Excellence by bringing our expertise in 3 clear areas:
- Defining commercial strategy (go to market model)Â
- Operationalising commercial model (partnerships, process, people, systems).
- Driving consistent sales performance (direct/ distributor)
Our expertise extends from early-stage companies to established market leaders, enabling us to tailor our solutions to your specific needs.
What we do
Engagement Models
CONSULTING
DEFINE: Define current state gaps & desired outcomes.
SHAPE: Development of solutions & implementation guidelines.
TRANSFORMATION
DEFINE: Define current state gaps & desired outcomes.
SHAPE: Development of solutions & implementation guidelines.
TRANSFORM:Implement solution working closely with client team.
ADVISORY
Support the development of business plan and long term strategic roadmap.
Recommendations on key areas such as commercial strategy, people development, operations & supply chain management, partnership negotiations.
Ajeesh was able to provide us valuable insights and strategic advice for commercialisation of our products. He helped us create a go to market strategy and a pricing model.
Ajeesh has a remarkable understanding of healthcare landscape, displaying clear insights about the needs patients, clinicians, caregivers and payors. He was instrumental in helping position Kinexcs within the context of value based health care and active aging.
3 KEY FOCUS AREAS
1. Commercial Strategy
Defining product/portfolio roadmap, determining appropriate channel strategies and building robust business plans to drive execution
2. Commercial Operations
Implementing clear customer focus, defining pricing and commercial policies and driving performance in every sales channel.
3. Sales Excellence
Maximising the impact of sales force (direct/indirect) with clear operational excellence focus.
Case Study
Distributor Playbook
Designed, Developed and end to end distributor playbook - addressing all key aspects of management that was instrumental in driving exceptional performance from two distributors in Philippines and Vietnam
Case Study
Sales Force - Capability Transformation
When customer surveys showed a lack of differentiation in a sales force ( 100+ sales representative), a clear key competencies model was developed and used to evaluate gaps. This was followed by a comprehensive clinical+business training program along with a robust assessment process to boost performance.
Case Study
CRM
Design and commissioning of a customer relationship management methodology and necessary IT system (Sales Force) for a billion+ dollar medical device company in Europe and Asia.
Case Study
Key Account Management
Developed a comprehensive key account engagement strategy to work with the largest hospital chains in SE asia for a multi-speciality medical devices conglomerate.
Case Study
Product Roadmap
Guided a medical device start-up transform a scientific capability into a robust solutions platform that has led to tremendous uptake of the product and allowed the start-up to win multiple round of funding and key awards.
Case Study
Go to Market
Developed a go to market model for a medical device startup that allowed the company to quickly scale distribution across multiple markets.
