The client has taken the recommendations, working to position their offerings accordingly. Cetas Healthcare advised the client on an appropriate execution strategy in terms of target solutions and hospital types in the US.
Based on our recommendations, the client went ahead with the acquisition that was accomplished in end 2014. Cetas Healthcare has also been retained for post acquisition integration and strategic direction setting for the next two years.
Clearly deciphered customized product offerings along with precise value props across each of the solutions
A clear understanding of the different business strategies for the respective markets under scope
The client was able to zoom in on specific equipment categories for its business portfolio, and is making steady inroads in Indonesia
The client adopted the research findings into their business planning tool, and as a result is investing heavily in building capacity
The client was able to not only gain from maintaining the pricing premium, but also saw an increased revenue from the newly recognized high potential customer which were not on the calling list
“Lowering of prices would lead to lose-lose situation for all competitors”
The client has now launched the two recommended campaigns to the target customers, and the initial feedback has been very positive – as the customers are able to relate to these messages
“The DA has to: ‘Attract me’, ‘Convince me’, ‘Shelter me’, and ‘make it easy for me’”
Helped the client significantly in designing targeted approaches for specific accounts
“Key attributes: scientific panel, number of grant schemes, scientific matrix assessment on areas such as track record, significance and innovation of the project, etc.”
Created the pool of data and linked them extracting the meaningful essence for future business decision support.
“The client plays in about 9% of the total revenue segments”
Client had a clearer understanding of the market landscape for value ultrasound market – allowing them to customize product specs as well as design a tailored training module for potential users
“Big variations among ‘start-up’, ‘established’ and ‘renowned’ clinics”
Key attributes such as quick response time, vendor relationship with hospital director, and negotiation skills emerged as the major differentiators for win/loss.
The client has taken the recommendations on board, and has positioned the product accordingly
The client worked on the regulatory access part of the program and was expected to roll out the initiative
Helped client decipher the customized product offerings along with precise value props across each of the countries. Also developed a clear understanding on the different business strategy for the respective markets under scope.
“Total addressable market is over $30Mil between private and public hospitals”
The client had a clear understanding of the customer needs, product specs, preferred price and value and desired business models across all customer segments
“Total actual market potential exceeds 18K beds”
The client renewed its ties with specific dealers. Created differentiated service offerings for hospitals grouped together under a needs-based segmentation
“3rd party service providers gaining due to personalized service and weekend support”
The client is now looking to design customized financial packages to partner with the hospitals and also address their unmet needs with regards to CME, facilitation of accreditation, etc.
The client launched over 100 dialysis centers in the target cities taking into account, the recommended promotional and partnership strategies
“High investment is required to setup standalone dialysis centers”
Client devised a tailored marketing and sales plan by mapping the decision making process, the unmet needs and the various customer preferences and perceptions
“While private centers are numerous, percentage of public centers is growing rapidly”
Client devised a procedural framework, a step by step guide for entering the market, along with recommendations on potential partnerships and target customers for prospective accomplishment
“Vast need exists across diagnostic and monitoring segment due to high mortality rates. Highly unmet, enormous scope for new entrants”
The client is now formulating the pricing strategy and thus planning a successful launch of their product segments
“Each product sub-segment required different approaches and strategy”
The client is working to align the product and technology platform with the upcoming opportunities in Korea
The client is in the process of fine tuning the positioning strategy, and is re-launching key offerings in the market
“Undifferentiated offerings is a bigger challenge than the presence of domestic manufacturers”