Client Goal
Identify the highest-opportunity customer revenue profile and increase sales of — and clinician engagement with their monitoring tool, an approach to optimizing anesthesia delivery.

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Background
The client had strong research support for the clinical and economic value of the monitoring tool, especially in longer procedures, but needed a more disciplined way to identify opportunity hospitals, establish clinical value across departments, coordinate internal resources, and standardize evaluation protocols so results could be aggregated and acted on at multiple levels. The marketing team did not have the capacity to create or manage the necessary systems on its own.

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What We Did

The AND Group created a standardized Product Evaluation Tool Kit and an automated Look Book for reporting results. The work also included sales training and account-planning tools, all designed to simplify targeting, execution, and reporting by the sales team and to link evaluation activity with Salesforce for visibility across teams and key accounts. 

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What Changed


The client gained more detailed targeting and account-level intelligence to inform business planning and field strategy, along with measurable tracking of evaluation efforts. Combined with the Product Evaluation process, the work contributed to positive revenue and profit trends.