Salient Surgical, a startup focused on blood loss prevention, had a faltering product line for use in spine surgery. The solution was based on the same tech its orthopedic devices, yet a couple of its reps were selling it successfully.
Veralur joined Salient's reps in the operating room. Reps' previous experience with the call-point was a common factor for success, as was surgeons' understanding of the value of the device. Unlike the positioning around blood-loss and saving cost from the blood-bank, high-utilization surgeons loved the device helped the see the delicate anatomy within the spinal canal as it was no longer continuously filling with blood. This in turn shortened costly procedure time and improved procedural safety and outcomes.
We re-positioned the product line at the national sales meeting (rep panel, spine surgeon speaker, online presence, collateral, procedure videos, E2E tradeshow presence / speaker bureau, economic white papers and clinical publications). Veralur also developed training and procedure guides for reps to help them gain confidence and effectively engage potential users.
Within 3 months following the meeting, Salient's sales for the device tripled, with all reps having sold the device successfully. Many of the tools we developed are in fact still used by Medtronic (which acquired Salient) over a decade later!
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Veralur MedTech Consulting
Boston, Massachusetts, United States
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