Masimo
This fast-paced company manufactures pulse oximetry technology that is sold to hospitals worldwide.
Challenge
Masimo was a start up company taking on industry giant Tyco/Nellcor in an attempt to wrest some of their 70% market share away, despite Tyco's 20 year head start and multi-billion dollar installed base.
Solution
NetGAIN trained Masimo’s original team of clinical specialists on the basics of selling in a week-long seminar. NetGAIN then recruited a top notch direct sales force consisting of eight experienced “concept sales pros.” NetGAIN trained the sales force in both classroom and field settings and established a sales tracking and management process, including selling tools and a strategic focus on reaching the Financial Buyer.
Results
Annual sales increases in excess of 100%. Whole house conversions in regional target accounts. Retention of 7 of 8 sales managers more than two years after initial hire.
Comments
“We had the technology, but no appreciable market share. Once NetGAIN recruited and trained our direct force our sales skyrocketed.”
— Eric Heer, VP Marketing