SRI Surgical
CHALLENGE
Product offering was traditionally sold to middle management personnel, item-by-item, based on price. However, the bulk of the product line was no longer price competitive with other options available to customers.
STRATEGY
Reinvented the company's go-to-market strategy, bundling the entire offering as a package in order to leverage certain differentiators and create an overall process efficiency story that would appeal to upper management at hospitals.
RESULTS
Enabled SRI to operate at a higher level within healthcare enterprises, move beyond individual item price issues and sell a greater breadth of their offering at one time.
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