What We Do

  • Channel margin benchmarking
  • Channel trade terms benchmarking
  • Customer and consumer NPS
  • Brand recall and perception study
  • Vendor identification and performance feedback
  • Price benchmarking
  • Unit economics benchmarking
  • Doctor loyalty, engagement and NPS
  • Cost structure and procurement benchmarking
  • Patient personas and NPS
  • Market sizing and overview
  • Channel partner NPS
  • Customer share of wallet research
  • Demand assessment of new products
  • Referrals and doctor feedback

Related Case Studies

Consumer segregation and personas to map oncologist/medical staff and patient journeys to understand pain points and latent needs

Consumer segregation and personas to map oncologist/medical staff and patient journeys to understand pain points and latent needs

Objective

  • Client wanted to identify all the medical devices/consumables required in a cancer hospital for a breast cancer patient

Methodology

  • Conducted 100+ interviews to understand key pain points, unmet and latent needs of breast cancer patients and oncologists/ medical staff across the continuum of care à symptoms, diagnosis, investigation, treatment, surgery, post-op care, prevention, and wellness
  • Assessed pain points and needs specific to medical devices and consumables, annual spend of a breast cancer patient and identified medical devices/consumables required in a cancer hospital

Impact / Outcome

  • The actionable insights enabled client to understand medical devices/consumables required in a cancer hospital and identify opportunities where they should enter
Due Diligence of a B2B medical supplier to understand their procurement practices and potential across different product categories

Due Diligence of a B2B medical supplier to understand their procurement practices and potential across different product categories

Objective

  • Client wanted to understand the procurement practices of customer segments and penetration potential of the supplier in different product categories within medical supplies

Methodology

  • 75+ IDIs with different customers of the company
  • Secondary research for validation of spend numbers
  • Assessment of spend by different types of product categories
  • Identified value proposition and challenges for B2B player to address different customer segment

Impact / Outcome

  • Identified price and reach in smaller cities (T2/T3) as the most important value proposition of the company
  • Focus on improving delivery timelines and responsiveness of supply chain
Orthopedic specific medical device manufacturer’s competitive benchmarking to understand offerings and identify opportunities

Orthopedic specific medical device manufacturer’s competitive benchmarking to understand offerings and identify opportunities

Objective

  • Client wanted to understand what products / services their competitors provide, how they were placed amongst the competitors in terms of those products, revenue, and pricing across different products of medical devices in orthopedic space

Methodology

  • Created competitive landscape through secondary research
  • Conducted 50+ primary interviews with orthopedic / surgeons and experts to map out different medical devices used in different othopedic treatment related to knee, spine, limb, etc.
  • Comparison of different players present in this space
  • Price and product comparison of different players across different orthopedic clinical needs

Impact / Outcome

  • Client understood the presence of different players in the orthopedic medical devices landscape
  • Also, client got in-depth understanding of the product offerings, pricing, service packages of the different players in the landscape
Understand CT scan needs of established standalone diagnostic labs, government hospitals, large hospitals, medical institutes, small and medium hospitals, small standalone diagnostic lab

Understand CT scan needs of established standalone diagnostic labs, government hospitals, large hospitals, medical institutes, small and medium hospitals, small standalone diagnostic lab

Objective

  • Client wanted to assess the current value CT scan market and the customer segment to target their specific needs and pain points

Methodology

  • Held 150+ primary conversations with customers from established standalone diagnostic labs, government hospitals, large hospitals, medical institutes, small and medium hospitals, small standalone diagnostic lab
  • Found out the key purchase criteria and latent needs of the customers
  • Found out the market size and market attractiveness of the segment for the client

Impact / Outcome

  • Identified five customer personas and enabled which helped the client to understand the customer segment well and the needs which they can cover
Understand gelatin sponge buying behavior of hospitals

Understand gelatin sponge buying behavior of hospitals

Objective

  • Client wanted to assess the use cases, purchase criteria, purchase journey, awareness of gelatin sponges and relatively compare with competing products in the market

Methodology

  • Held 75+ primary conversations with surgeons and procurement managers of different type of hospitals, medical institutes, and chain hospitals
  • Found out the key purchase criteria, purchase journey and latent needs of the customers
  • Evaluated awareness and NPS of different brands of gelatin sponge in the market

Impact / Outcome

  • Enabled client to understand key customer KPCs, latent needs across the purchase journey and identify preferred gelatin sponge brand in the market

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