Scenario · Medical Devices
A medical device team had collected demonstration requests without identifying the institutional decision owner. We built evaluation material for each buying role, clarified approved application claims and assigned follow-up around the purchasing process.
16 → 24
4 → 7
45 days → 30 days
Comparable reporting periods
A medical device team had collected demonstration requests without identifying the institutional decision owner.
The work focused on qualified device evaluations, approved purchasing decisions, median inquiry-to-evaluation time. An evaluation was documented commercial review, not clinical efficacy. Purchase value assumed $80,000 per accepted order and did not imply patient outcomes.
Which activity helped qualified device evaluations, and what happened at the next decision?
What we did
The priority was qualified device evaluations. The team used approved purchasing decisions and median inquiry-to-evaluation time to assess the next stages, with a clear distinction between activity and accepted outcomes.
We built evaluation material for each buying role, clarified approved application claims and assigned follow-up around the purchasing process.
The team compared qualified device evaluations, approved purchasing decisions, median inquiry-to-evaluation time across the agreed reporting periods. An evaluation was documented commercial review, not clinical efficacy. Purchase value assumed $80,000 per accepted order and did not imply patient outcomes.
Qualified device evaluations moved from 16 to 24. Approved purchasing decisions moved from 4 to 7. Median inquiry-to-evaluation time moved from 45 days to 30 days.
An evaluation was documented commercial review, not clinical efficacy. Purchase value assumed $80,000 per accepted order and did not imply patient outcomes.
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 six-month medical-device account cohorts, with a 90-day decision follow-up.
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