Scenario · Medical Equipment & Devices
A medical equipment manufacturer had tracked representative activity without connecting it to institutional purchasing stages. We organized approved product evidence, equipped representatives and clarified how evaluation requests returned to the account team.
6 → 10
24 → 32
180 days → 150 days
Comparable reporting periods
A medical equipment manufacturer had tracked representative activity without connecting it to institutional purchasing stages.
The work focused on accepted institutional equipment orders, qualified equipment evaluations, median evaluation-to-order time. Institutional purchasing and representative contribution were distinct from clinical performance. Committee attendance was not counted as a purchase.
Which activity helped accepted institutional equipment orders, and what happened at the next decision?
What we did
The priority was accepted institutional equipment orders. The team used qualified equipment evaluations and median evaluation-to-order time to assess the next stages, with a clear distinction between activity and accepted outcomes.
We organized approved product evidence, equipped representatives and clarified how evaluation requests returned to the account team.
The team compared accepted institutional equipment orders, qualified equipment evaluations, median evaluation-to-order time across the agreed reporting periods. Institutional purchasing and representative contribution were distinct from clinical performance. Committee attendance was not counted as a purchase.
Accepted institutional equipment orders moved from 6 to 10. Qualified equipment evaluations moved from 24 to 32. Median evaluation-to-order time moved from 180 days to 150 days.
Institutional purchasing and representative contribution were distinct from clinical performance. Committee attendance was not counted as a purchase.
We calculated relative changes from the baseline and comparison values and reported conversion or retention changes in percentage points. We rounded displayed changes to one decimal place where needed. The figures did not establish that marketing caused the outcome.
Measurement window: Two comparable nine-month equipment purchasing cohorts.
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