AcuityMD Launches 'Pipeline' to Enable MedTech Commercial Teams to Forecast with Accuracy and Improve Sales Planning
AcuityMD, provider of a novel commercial platform for medical technology (MedTech) companies, announced the launch of Pipeline, a new module that enables sales representatives to execute on prospects throughout the sales lifecycle, track progress, forecast accurately, and ultimately improve business planning to grow revenue.
AcuityMD's Pipeline solution addresses the challenges of the complex MedTech sales lifecycle. Healthcare professionals (HCPs) use MedTech products in vastly different ways depending on various factors, such as product type, surgical procedure, clinical preference, patient characteristics, among others. This makes managing opportunities and predicting ongoing product usage extremely complicated since teams often lack solid data to inform sales forecasts and revenue impact for both the remaining and next fiscal years.
"Pipeline is a game-changer as many MedTech companies struggle to manage the unique complexities of selling medical devices without industry-specific technology," said Michael Monovoukas, co-founder and CEO of AcuityMD. "Traditional CRMs aren't natively embedded with customer data, and generc software fails to accommodate the nuances of customer management in the MedTech space. As a result, running a sales process across complex customer profiles is often cumbersome, time consuming, and inaccurate, putting business goals at risk and making it difficult to plan."
AcuityMD customer, Anika Therapeutics, Inc., a global joint preservation MedTech company, sought a single solution to manage customer opportunities and achieve their vision of a centralized sales process. They expanded their partnership with AcuityMD as an early adopter of AcuityMD Pipeline, which brings opportunity capture and management to the unified platform. In 2019, Anika's sales team used AcuityMD's Targeting platform to identify and prioritize new prospects.
"With Acuity's Targeting solution, we were able to surface over 500 relevant surgeons," said Rob Delp, vice president, U.S. sales, at Anika. "Now that we've identified the prospects, we're leveraging Pipeline to execute on these opportunities faster, forecast more accurately, and deliver on our sales projections by mapping out an end-to-end view of sales cycles in a single source of truth."
Benefits of AcuityMD Pipeline:
Pipeline is now generally available and part of the AcuityMD platform.
AcuityMD is a leading technology partner to the commercial MedTech industry. Thousands of sales and marketing professionals use AcuityMD's commercial platform to identify target markets, surface top opportunities, and grow their business. With customers ranging from pre-commercial to enterprise, AcuityMD is committed to providing MedTech companies with unparalleled visibility to accelerate the adoption of medical technology.
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