Customer Profile
A medical diagnostics provider, targeting the NHS including pharmacies, medical centres and GP practises
Now part of the BTG Group.
Challenge
With a new dermatological diagnostics device coming to market which could improve accuracy of diagnosis and the quality of referrals to clinics, Biocompatibles sought to exploit the tax year-end spend deadline to increase their new business sales .
They also wanted to evaluate alternative sales strategies including the use of online demonstrations, and to get a clearer view of buying factors and “sweet spots” in the market.
Solution
A research-led approach to engage influencers such as GPs and Practise Managers in a conversation about their goals and challenges, as well as the main barriers to sale.
This informed a phase of telemarketing used to generate face-to-face meetings and to recruit triallists.
Results
- First trialists recruited for controlled trials. Opportunities uncovered with organisations including The British Skin Foundation, NHS Hampshire and Stoke Mandeville Hospital.
- A forecast return of £88 per £ invested
- £75 million in revenue potential uncovered
