Case Studies
Case Study | FROM CRADLE TO IDN…THE PERFECT DISTRIBUTION SOLUTION
A small startup designed and manufactured a device to safely position and immobilize an infant for a spinal tap procedure. When the device was presented to the nation’s largest hospital system and earned “Approved Product” status, hospital system administrators expressed a desire to work through a single distributor with a national reach and the ability to deliver consistent, high-quality training. The company’s CEO found himself in a quandary having already engaged the RSDs and contacted Excelerant Consulting for guidance. Excelerant was able to coach the CEO and put together a strategy, including talking points for a meeting with key hospital system decision-makers, that demonstrated how a national IDN and an RSD network could work together harmoniously to sell, distribute and properly train physicians. Within a matter of months, Excelerant’s guidance has opened up opportunities in more than 200 Emergency Departments and Pediatric Intensive Care Units across the U.S.
Case Study | FROM OBSCURITY TO MULTIPLE GPO CONTRACTS IN MERE MONTHS
A healthcare specialty company that sold a medication-on-demand system providing hospitals, healthcare professionals, and patients with a better way to manage medication and pain was in dire need of expansion-stage venture capital funding. Excelerant Consulting recommended that the company shift its plan to add 10–12 direct sales reps in favor of building a team of 60–80 reps that had existing relationships with the regional distributors. Within six months, relationships were established and contracts were signed with eight regional specialty distributors with intact sales teams that were already well networked with hospitals and other healthcare systems in their specific markets.
Case Study | FROM LESS THAN $1 MILLION TO $42 MILLION IN FIVE YEARS
A large but relatively unknown international IT company sought out Excelerant Consulting to guide it through the process of contracting with group purchasing organizations [GPOs] and integrated delivery networks [IDNs]. The company was seeking entry to a very competitive market in which other well-known companies were already established. Excelerant deployed a strategy to engage with several large GPOs and IDNs to first introduce the company and then secure “a seat at the table.” Within 120 days, Excelerant had completed an IDN corporate visit to a Texas facility, as well as proof-of-concept trials at several of the IDN’s large facilities. Within six months, a contract was secured, and the company began providing services to approximately 185 facilities.
Case Study | PLAN B RECOMMENDATION HELPS COMPANY GAIN MARKET FOOTHOLD
A small diversity supplier that was mired in a saturated market selling medical-surgical and disposal products, as well as pneumatic compression products, to ambulatory surgical centers [ASCs] on a commodity basis reached out to Excelerant Consulting for guidance and support. Within seven months, a major IDN was converted, along with several smaller hospitals. A partnership was put in place with a university health system that was leveraged with a GPO, leading to more contracts. In the seven years Excelerant partnered with the supplier, it grew to No. 3 in its space, expanded its workforce, and added three buildings to its campus.
