CASE STUDY

Development of a value/savings calculator for use with a product used in the operating room

Situation

Our client was launching a new technology that had significant improvements over currently used products. The product was designed for use in the operating room. Since product cost more than the older products, but had better patient outcomes and reduced hospital costs, the sales force needed unique tools to help grow sales rapidly.

Diagnosis

As this product was an improvement over others in this category, there was a budget and precedent for use. The decision making process for a hospital and buying group/shared service organization (SSO) would have different requirements than if the product was part of a novel category.

Solution

A clinical and economic dossier and a value/savings budget impact calculator were developed. These tools were used with clinical and administrative stakeholders in hospitals and SSOs. The dossier was written using published data, including HTA reviews. The value budget impact calculator was created based on research at Canadian several sites on current practices. The projected savings were linked to better patient outcomes and based on both published studies and Canadian experiences.

Result

Armed with these tools, the sales force was able to address the higher price of the new technology by showing savings and better outcomes on a per case basis. The client made significant inroads during the launch and grew sales rapidly.

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