Patient Engagement Cases

THE CHALLENGE
A German MedTech company w/i chronic care had recently been acquired by a PE company with the ambition to transition the company from an OEM to a full-fledged commercial player in ostomy care over the next five years. Instead of building up a new field force to win the NPD space like most other players, which is often slow and costly, they decided to invest in building up a new Direct-to-Consumer channel to help accelerate consumer reach and enable a pull effect in the market. Hence, project objective was to help client develop a new DtC channel to help enable a pull effect in the market and accelerate top-line growth.

WHAT WE DID
We helped design, build and implement a new Direct-to-Consumer model, from GTM strategy to hiring & onboarding, operating model, launch execution and performance tracking. Based on experience, we knew that the real value comes from converting leads (sample orders) into new consumers, why we spend +60% of our time upfront to define sampling, follow-up and dealer handover processes, ensuring demand would also convert into new users.

DEEP SUBJECT-MATTER EXPERTISE & STRONG EXECUTION
With extensive experience from having worked on +15 DtC projects over the last 10 years we brought deep subject matter expertise to help client accelerate development and focus on the right tactical levers from the beginning. Closely aligned with client we also agreed to have strong focus on execution and institutionalized 6 agile working groups (squads) with a fixed meeting cadence helping us create strong ownership, faster decision-making and a strong focus on getting things done. All of which enabled us to launch new model w/i 8 months, ~50% faster vs similar projects.

IMPACT (1 Month post launch)