Viasys
This $350 million global market leader in health care technology specializes in developing, manufacturing, and marketing high technology medical products focused on respiratory care, neuroscience, critical care medicine and medical/surgical products.
Challenge
Viasys sought to introduce several new products into the Anesthesia market, despite having no installed base in this area. Additionally, these products were unlike any previously sold by Viasys, with a heavy disposables revenue base that required a financial sale to administration—something the Viasys sales groups had no experience doing.
Solution
NetGAIN established a job description and selection process for the recruitment of two direct regional product managers. NetGAIN then implemented the MAPP process to refine a precise message for each product, gain a consensus around the messages and then developed sales tools for conveying the messages. These tools included a unique, spreadsheet selling tool to arm reps at the point of sale with the ability to customize a financial proposal and present it to the Financial Buyer while maintaining corporate guidelines for profitability. NetGAIN then conducted sales training for 120 sales reps and managers over a 3-day seminar highlighted by instruction on getting to and closing the Financial Buyer.
Results
Successful roll out and training for all products. Timely product launch, nearly two months ahead of production. Successful integration of product into four separate existing sales forces with all reps proficient in demonstration and financial close.
Comments
“Our charter was to penetrate new markets, roll out new products and cross train multiple sales forces - all at the same time. Without the experience and expertise of NetGAIN, we never could have accomplished so much in so little time.”
— Bill Ross, Chief Operating Officer