Medical devices
A good device can sit idle for years between tenders, department heads and purchasing offices
Those who make or distribute medical devices know that selling to a healthcare facility means convincing several people with different logics: the clinician who uses it, clinical engineering that evaluates it, the procurement office that buys it. Without a clear path, even a better product stays out of the tender specifications.
The starting point
The challenges we meet most often
Challenges 1
Decision split between clinicians and purchasing
The head physician wants the device, the purchasing office looks at the tender and the price, clinical engineering checks compatibility and maintenance. A single no is enough to stop everything.
Challenges 2
Slow public tenders
In the public sector purchasing happens through tenders and specifications. If you have not made the product known beforehand, the specification is already written around someone else's.
Challenges 3
Under-covered private sector
Private clinics, outpatient centres and healthcare groups decide faster, but many companies neglect them because there are so many and they are fragmented.
The method in the industry
How we work in this industry
We separate public from private because they are two markets. In private, we build lists of clinics, outpatient centres and healthcare groups compatible with the device, and write to the medical director and clinical engineering in parallel. In public, we work with clinicians and clinical engineering before tenders, to make the product known while the specifications are still being written. The messages are sober, cite evidence and compliance with the European medical device regulation, and promise nothing a doctor could challenge.
Who we talk to
Medical Director
Evaluates the clinical and organisational impact. In private, has a decisive weight on technology purchases.
Head of clinical engineering
Checks safety, compatibility, maintenance and life cycle. If not convinced, the device doesn’t get in.
Head physician or department head
Uses the device and is its first supporter. Wants clinical evidence and training for their team.
General or Administrative Director in the private sector
In private groups they sign off investments and look at financial return, reimbursements and the positioning of the facility.
The objection we hear most often
«In healthcare relationships are everything, and doctors don't answer companies' emails.»
Doctors respond to those who bring useful clinical information, and ignore those who bring a brochure. The same goes for clinical engineering. Our job is to get the right message to the right person and obtain a demo or a trial. The relationships are then built by your product specialist, who is the only one who can do it.
Recommended services
The channels we use here
Account Based Marketing
Surgical targeting on a named list of companies you want to win. Multi-decision-maker, multichannel, zero waste.
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Multichannel Outbound
Three channels coordinated on the same person. A name already seen on LinkedIn makes the email expected, and the phone call comes when there is something to say. We multiply the opportunities, not the insistence.
Discover the service →
Frequently asked questions
Questions about the industry
How to find clients for medical devices in the private sector?
We build a list of facilities compatible by specialty and size, and contact the medical director and clinical engineering with a message about the concrete benefit for that type of facility. Private decides faster than public, and is often the best starting point.
Can Outbound Be Done Towards Doctors and Healthcare Facilities?
Yes, towards professional addresses and with informative, proper messages. The rules on medical device communication and on privacy apply, and we agree the texts with your regulatory office before starting.
Does outbound also help with public tenders?
It does not take part in the tender, but works beforehand. Making the device known to clinicians and clinical engineering while needs are being defined increases the chance that the specification takes your features into account.
Your market is in the industry medical devices? Let's talk.
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