Custom Outsourced Sales Solutions
Custom Outsourced Sales Solutions Vision Growth Accountability Integrity
Launching a Disruptive Technology into the Global Life Science Research Market
The Sales Prototyping® and Sales Accelerator® systems were used for sales process design and implementation on this project. These exclusive systems are employed on behalf of our clients, for all markets we sell into, including Medical Device, Diagnostic, Life Science and Healthcare. The Project First, we conducted a detailed market analysis, prioritized the opportunities by risk/return rankings and strategically positioned the technology and company to “speak to the marketplace.” Then, we identified the key symposia and trade-‐shows in which to participate and detailed the resources and budgetary requirements necessary to launch the technology and capture strategic customers. Within four weeks and, upon their board of directors’ review and approval, we were retained to execute the strategic launch plan. Next, within the first 60 days of engagement, we recruited, trained, and deployed a team of 10 field sales professionals and two-‐customer support associates. Simultaneously, the team instituted formal customer support procedures that aligned with our client’s total quality system. We also installed a customer relationship management platform, as well as an entire communications infrastructure (toll free numbers, voicemail, email addresses, updated website). During this process, we discovered that our client’s technology had potential applications across eight distinct disciplines within the life sciences space. To prioritize sales activity, we developed a decision matrix that weighed and compared a series of issues that affect adoption rates and general market acceptance and traction.
Launching a Disruptive Technology into the Global Life Science Research Market
Case Study
We determined that the best “go to market” strategy was a tiered launch approach, beginning with the institutional research marketplace. Focusing on this segment first would provide several applicable leverage points for the company moving forward. The field sales team focused exclusively on this segment for the first 90 days of their deployment, resulting in more than 40 research-‐use-‐only licenses from leading universities and institutions throughout the US, Asia, and Europe.
This presented a unique challenge in that it required the creation of licenses and legal language necessary to support the positioning of our client’s value proposition while leveraging a unique differentiator related to our client’s platform. Within 60 days of focus on this second market segment, the SF4H sales team had placed the technology with 7 of the top 10 global pharmaceutical companies for scientific evaluation and licensing discussions. The final priority market segment (yet to be approached) is the biotechnology regenerative medicine arena. It will also require a very detailed approach to the negotiation of licensing terms for the use of the client’s technology in the development of cellular therapies. The Results
Proven Success
SalesForce4Hire® provides custom, outsourced sales solutions for leading Medical Device and Diagnostic companies. Our proven track record of success assembling and d eploying teams will get your products and technologies into the right market and in front of the right prospects quickly and efficiently. Being Fast, Flexible and Focused has made SalesForce4Hire the leader in accelerating sales and cash flow while reducing investment and infrastructure risk. Our customized teams are hired, trained, supported, and deployed within 30-‐60 days. What sets us apart from other CSOs are our proprietary and proven Sales Model Design and Rapid Implementation Process Sales Prototyping® and the Sales Accelerator™ System. Sales Prototyping® enables our clients to design and build a targeted, scalable sales team and support system to cost-‐effectively optimize sales and p roduct strategies while minimizing business risk. Sales Accelerator™ System implements the strategic analysis and best practice customer and sales management processes that create highly structured and interactive sales team environments to promote optimal success. We focus on n ew p roduct launches, channel and market expansion, remediation of under-‐performing products, and creating value from non-‐core / non-‐strategic products.
Sales Team Design – Onboarding – Deployment – Management – Mobile Sales Solutions – Operations – Reporting – Centralized Data – Training -‐ Compliance
To learn more, visit www.salesforce4hire.com. SalesForce4Hire is headquartered in Raleigh, North Carolina and is a wholly owned subsidiary of McGeever®, LLC.
Launching a Disruptive Technology into the Global Life Science Research Market
The Sales Prototyping® and Sales Accelerator® systems were used for sales process design and implementation on this project. These exclusive systems are employed on behalf of our clients, for all markets we sell into, including Medical Device, Diagnostic, Life Science and Healthcare. The Project First, we conducted a detailed market analysis, prioritized the opportunities by risk/return rankings and strategically positioned the technology and company to “speak to the marketplace.” Then, we identified the key symposia and trade-‐shows in which to participate and detailed the resources and budgetary requirements necessary to launch the technology and capture strategic customers. Within four weeks and, upon their board of directors’ review and approval, we were retained to execute the strategic launch plan. Next, within the first 60 days of engagement, we recruited, trained, and deployed a team of 10 field sales professionals and two-‐customer support associates. Simultaneously, the team instituted formal customer support procedures that aligned with our client’s total quality system. We also installed a customer relationship management platform, as well as an entire communications infrastructure (toll free numbers, voicemail, email addresses, updated website). During this process, we discovered that our client’s technology had potential applications across eight distinct disciplines within the life sciences space. To prioritize sales activity, we developed a decision matrix that weighed and compared a series of issues that affect adoption rates and general market acceptance and traction.
Launching a Disruptive Technology into the Global Life Science Research Market
Case Study
We determined that the best “go to market” strategy was a tiered launch approach, beginning with the institutional research marketplace. Focusing on this segment first would provide several applicable leverage points for the company moving forward. The field sales team focused exclusively on this segment for the first 90 days of their deployment, resulting in more than 40 research-‐use-‐only licenses from leading universities and institutions throughout the US, Asia, and Europe.
This presented a unique challenge in that it required the creation of licenses and legal language necessary to support the positioning of our client’s value proposition while leveraging a unique differentiator related to our client’s platform. Within 60 days of focus on this second market segment, the SF4H sales team had placed the technology with 7 of the top 10 global pharmaceutical companies for scientific evaluation and licensing discussions. The final priority market segment (yet to be approached) is the biotechnology regenerative medicine arena. It will also require a very detailed approach to the negotiation of licensing terms for the use of the client’s technology in the development of cellular therapies. The Results
Proven Success
SalesForce4Hire® provides custom, outsourced sales solutions for leading Medical Device and Diagnostic companies. Our proven track record of success assembling and d eploying teams will get your products and technologies into the right market and in front of the right prospects quickly and efficiently. Being Fast, Flexible and Focused has made SalesForce4Hire the leader in accelerating sales and cash flow while reducing investment and infrastructure risk. Our customized teams are hired, trained, supported, and deployed within 30-‐60 days. What sets us apart from other CSOs are our proprietary and proven Sales Model Design and Rapid Implementation Process Sales Prototyping® and the Sales Accelerator™ System. Sales Prototyping® enables our clients to design and build a targeted, scalable sales team and support system to cost-‐effectively optimize sales and p roduct strategies while minimizing business risk. Sales Accelerator™ System implements the strategic analysis and best practice customer and sales management processes that create highly structured and interactive sales team environments to promote optimal success. We focus on n ew p roduct launches, channel and market expansion, remediation of under-‐performing products, and creating value from non-‐core / non-‐strategic products.
Sales Team Design – Onboarding – Deployment – Management – Mobile Sales Solutions – Operations – Reporting – Centralized Data – Training -‐ Compliance
To learn more, visit www.salesforce4hire.com. SalesForce4Hire is headquartered in Raleigh, North Carolina and is a wholly owned subsidiary of McGeever®, LLC.
