leveraging sugarcrm in the medical device industry: transforming the purchasing experience

© SugarCRM Inc. All rights reserved.06/08/

2016 © SugarCRM Inc. All rights reserved.06/08/

2016

Transforming the Purchasing ExperienceSelling Medical Devices to Providers in a Changing Landscape



2016

Agenda

• Introductions• The Rising Challenges in Med Device Sales• CRM Demonstration• Q&A



2016

SELLING TO PROVIDERS HAS CHANGED


2016

Consolidation of Providers & GPOs

Source: Bain & Company


2016

Centralization of Decision Makers

Source: Medical Group Management Association

2002 2003 2004 2005 2006 2007 2008 2009 2010 201110%

20%

30%

40%

50%

60%

70%

80%

90%Physicians in Hospital Owned Practice Physicians in Private Practice


2016

Commodification of Products

Source: FDA

Percent of Class II Device Submissions with Additional Information Request on 1st FDA Review Cycle


2016

How Will You Meet the Challenges?

Create differentiation in sales• Value-based selling• Team selling • Key account focus• Contract & price optimization• Enabled with CRM

“When companies excel in articulating the overall economic value of a medical product or service, they have significantly higher customer retention, market share, revenues, and profits.”

ZS Associates & Aberdeen Group


2016

UHS Adoption of SugarCRM

Enabling a value-based, customer-centric approach with customer, contract and forecast management.

“Sugar lets our sales teams focus more on selling and less on finding and reporting data.”

Kate Standa, Sales Operations Manager


2016

DEMONSTRATION


2016

Chris - Account ExecutiveBeyond Visibility to Intelligence

VISIBILITY• Hospitals, IDNs, GPOs, Physicians• Pipeline & Forecast• Team Selling• Sales Activity

INTELLIGENCE• GPO & IDN Contract Impact• Revenue Performance• Suggested Actions• Intelligent Pricing


2016

Demo Flow

Analyze & RespondContracts & Revenue2Connect

AnywhereMobile

4

5Drive Opportunities

Pricing & ForecastWork IntelligentlyDashboard1

3 Tailored Approach Account Insights


2016

Successful CustomersMore Than 1.5 Million Users

Business Services

Consumer Goods/Retail

Financial Services & Insurance

Government/Non-profit Education

Healthcare ManufacturingTechnology

TransportationTravel & Leisure


2016

Transforming the Purchasing Experience

Create differentiation in sales• Value-based selling• Team selling • Key account focus• Contract & price optimization• Enabled with CRM

“When companies excel in articulating the overall economic value of a medical product or service, they have significantly higher customer retention, market share, revenues, and profits.”

ZS Associates & Aberdeen Group


2016

QUESTIONS