leveraging sugarcrm in the medical device industry: transforming the purchasing experience
TRANSCRIPT
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© SugarCRM Inc. All rights reserved.06/08/
2016 © SugarCRM Inc. All rights reserved.06/08/
2016
Transforming the Purchasing ExperienceSelling Medical Devices to Providers in a Changing Landscape
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© SugarCRM Inc. All rights reserved.06/08/
2016 © SugarCRM Inc. All rights reserved.06/08/
2016
Agenda
• Introductions• The Rising Challenges in Med Device Sales• CRM Demonstration• Q&A
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© SugarCRM Inc. All rights reserved.06/08/
2016 © SugarCRM Inc. All rights reserved.06/08/
2016
SELLING TO PROVIDERS HAS CHANGED
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© SugarCRM Inc. All rights reserved.06/08/
2016
Consolidation of Providers & GPOs
Source: Bain & Company
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© SugarCRM Inc. All rights reserved.06/08/
2016
Centralization of Decision Makers
Source: Medical Group Management Association
2002 2003 2004 2005 2006 2007 2008 2009 2010 201110%
20%
30%
40%
50%
60%
70%
80%
90%Physicians in Hospital Owned Practice Physicians in Private Practice
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© SugarCRM Inc. All rights reserved.06/08/
2016
Commodification of Products
Source: FDA
Percent of Class II Device Submissions with Additional Information Request on 1st FDA Review Cycle
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© SugarCRM Inc. All rights reserved.06/08/
2016
How Will You Meet the Challenges?
Create differentiation in sales• Value-based selling• Team selling • Key account focus• Contract & price optimization• Enabled with CRM
“When companies excel in articulating the overall economic value of a medical product or service, they have significantly higher customer retention, market share, revenues, and profits.”
ZS Associates & Aberdeen Group
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© SugarCRM Inc. All rights reserved.06/08/
2016
UHS Adoption of SugarCRM
Enabling a value-based, customer-centric approach with customer, contract and forecast management.
“Sugar lets our sales teams focus more on selling and less on finding and reporting data.”
Kate Standa, Sales Operations Manager
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© SugarCRM Inc. All rights reserved.06/08/
2016
DEMONSTRATION
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© SugarCRM Inc. All rights reserved.06/08/
2016
Chris - Account ExecutiveBeyond Visibility to Intelligence
VISIBILITY• Hospitals, IDNs, GPOs, Physicians• Pipeline & Forecast• Team Selling• Sales Activity
INTELLIGENCE• GPO & IDN Contract Impact• Revenue Performance• Suggested Actions• Intelligent Pricing
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© SugarCRM Inc. All rights reserved.06/08/
2016
Demo Flow
Analyze & RespondContracts & Revenue2Connect
AnywhereMobile
4
5Drive Opportunities
Pricing & ForecastWork IntelligentlyDashboard1
3 Tailored Approach Account Insights
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© SugarCRM Inc. All rights reserved.06/08/
2016
Successful CustomersMore Than 1.5 Million Users
Business Services
Consumer Goods/Retail
Financial Services & Insurance
Government/Non-profit Education
Healthcare ManufacturingTechnology
TransportationTravel & Leisure
![Page 13: Leveraging SugarCRM in the Medical Device Industry: Transforming The Purchasing Experience](https://reader035.vdocuments.site/reader035/viewer/2022070515/587a07931a28ab01268b5d2f/html5/thumbnails/13.jpg)
© SugarCRM Inc. All rights reserved.06/08/
2016
Successful CustomersMore Than 1.5 Million Users
Business Services
Consumer Goods/Retail
Financial Services & Insurance
Government/Non-profit Education
Healthcare ManufacturingTechnology
TransportationTravel & Leisure
![Page 14: Leveraging SugarCRM in the Medical Device Industry: Transforming The Purchasing Experience](https://reader035.vdocuments.site/reader035/viewer/2022070515/587a07931a28ab01268b5d2f/html5/thumbnails/14.jpg)
© SugarCRM Inc. All rights reserved.06/08/
2016
Transforming the Purchasing Experience
Create differentiation in sales• Value-based selling• Team selling • Key account focus• Contract & price optimization• Enabled with CRM
“When companies excel in articulating the overall economic value of a medical product or service, they have significantly higher customer retention, market share, revenues, and profits.”
ZS Associates & Aberdeen Group
![Page 15: Leveraging SugarCRM in the Medical Device Industry: Transforming The Purchasing Experience](https://reader035.vdocuments.site/reader035/viewer/2022070515/587a07931a28ab01268b5d2f/html5/thumbnails/15.jpg)
© SugarCRM Inc. All rights reserved.06/08/
2016
QUESTIONS