How Data Management & Analytics Enable New Selling Models




Medical products companies are facing economic and regulatory challenges, and in response, many are implementing new selling models and strategies such as value-based selling, key account management, multichannel marketing, customer relationship management and pricing optimization.  But they’re not always getting the best results. 

Master Data Management for Medical Products Companies


When it comes to master data management (MDM) in the medical device industry, it’s not a matter of “if” but “when.” In a new video, ZS Principal Bret Caldwell talks about how MDM has become essential for implementing new sales strategies. He also tells the story of a medical device client that improved operational performance through rigorous data management. Watch the Video.


Bret Caldwell, Principal



Making Data Matter: How Medical Products Companies Can Drive New Sales Strategies With Master Data Management

This new whitepaper describes how strategically integrating and processing commercial data is critical to the success of new selling models for the medical device industry. Providing the right commercial data enables companies to view their customers with greater insight, provides accurate measures of market potential, delivers strong customer coordination across different commercial channels, and supports better pricing and contract management for existing customers. Read the whitepaper.



Transforming Business Intelligence to Fuel Growth

Phadia, now a part of Thermo Fisher Scientific, makes leading medical diagnostic products for allergy, asthma and autoimmune diseases. A couple of years ago, its sales model was helping it grow, but Phadia’s analytics capabilities were not keeping up. This case study examines how ZS and Phadia built business intelligence and dashboards that gave its growing sales force access to vital customer information, while managing to slash costs. Read the case study

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