1
Improve Medisafe’s ability to sell into large biopharmaceutical clients, including tactics to help reach more senior executives to create bigger deals
2
Clearly outline and articulate Medisafe’s array of unique benefits, use cases, and key differentiators
3
Identify the economic impact of Medisafe’s ability to address these use cases based on market-based metrics and value drivers
Discovery
We dove into a cache of materials, including sales collateral, pitch decks, existing market research, marketing materials, and more in order to develop a sense of the company’s existing value propositions, market position, and sales strategy.
Market Research
To identify insights and trends in company sentiment, both from within the organization and outside of it, we conducted interviews with an array of senior Medisafe leaders, along with customer interviews, and representative personas from the broader target market.
Insights
Based on our research and discovery process, we crafted an insights deck combining information gleaned from interviews, along with relevant industry trends, benchmarks, client case studies, and more, which allowed us to identify the most relevant use cases.
Economic Impact Model (EIM)
We built a custom EIM that enabled the Medisafe team to share a value story much earlier in the sales process, and which was customizable for tailored use cases that mattered most to prospect organizations and their key stakeholders.
Drivers of Value
While Medisafe’s team had always considered ‘new prescriptions’ as the primary benefit, our team learned that prospects are also looking to “improve patient compliance” and “total number of prescriptions.” We were able to build this into our impact model.
Key Personas
Our research helped the sales team refine their audience targeting; while they usually pursued stakeholders responsible for new scripts, we identified a greater value in engaging senior level prospects that were accountable for a total number of scripts.
Sales Obstacles
We quickly realized that buyers thought Medisafe was only helpful for adherence and app engagement and encouraged the team to expand messaging to reflect their solution’s ability to drive new patient enrollment.
Sales Cycle Speed
We helped the team distill their sales pitch to a few quick slides, which could readily be shared with champions on the prospect side who could easily socialize the value story.
