Medtech.Capabilities.Frost & Sullivan.2009

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Frost & Sullivan is a growth consulting company. The "Healthcare Practices" focuses on identifying emerging opportunities in Medical Devices industry and offer various market strategies.

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Medtech.Capabilities.Frost & Sullivan.2009

  1. 1. Healthcare Consulting Capabilities and Case Studies
  2. 2. Table Of Contents <ul><li>Overview of Frost & Sullivan </li></ul><ul><li>Our Work in the Medical Technologies Market </li></ul><ul><li>Case Studies and Examples of our Experience* </li></ul><ul><ul><li>Product to Service Model </li></ul></ul><ul><ul><li>Derived Markets </li></ul></ul><ul><ul><li>Pre-launch - New Product Market Assessment </li></ul></ul><ul><ul><li>APAC KOL program for Devices </li></ul></ul><ul><ul><li>Other cases </li></ul></ul>
  3. 3. Who is Frost & Sullivan <ul><li>The Growth Partnership Company </li></ul><ul><li>Founded in 1961 </li></ul><ul><li>Over 1,700 Consultants / Analysts across 32 global locations </li></ul><ul><li>10,000+ clients worldwide including emerging companies, the global 1000, and the investment community </li></ul><ul><li>Offer the exclusive Growth System including: TEAM Research , Growth Consulting and Training </li></ul><ul><li>Developers of the Growth Excellence Matrix – industry leading growth positioning tool for corporate executives </li></ul><ul><li>Developers of T.E.A.M. Methodology , proprietary process to ensure that clients receive a 360 o perspective of technology, markets and growth opportunities </li></ul>
  4. 4. What Makes Us Unique PREVIOUS • NEXT Exclusively Focused on Growth Actively engaged in identifying, researching and developing opportunities, growth models and strategies that enable clients to accelerate growth Industry Breadth Cover the broadest spectrum of markets and technologies to provide clients with the ability to look outside the box and discover new and innovative ideas Global Perspective 32 global offices ensure that clients receive global coverage and perspective based on regional expertise Continuous Monitoring Continuously monitoring markets, technologies, careers, and geographies for growth opportunities 360° Perspective Proprietary T.E.A.M. TM Methodology integrates all 6 critical research methodologies to significantly enhance the accuracy of decision making and lower the risk of implementing growth strategies Trusted Partner Work closely with the clients’ Growth Teams – helping them generate new growth initiatives and leverage all of Frost & Sullivan assets to accelerate their growth
  5. 5. Our Global Coverage Global perspective, capabilities and comparability London Kuala Lumpur Singapore Mumbai Bangalore Chennai Beijing Tokyo Toronto Frankfurt New York San Antonio Shanghai Sao Paulo Buenos Aires Palo Alto Paris Sydney Seoul Oxford Cape Town Dubai Milan Tel-Aviv Romanian Partner Russian Partner Delhi Warsaw Mexico City Bogota
  6. 6. Overview Of Our Core Service Areas T.E.A.M. Research Optimal strategies are founded on a thorough understanding of global market, technical, economic, financial, geo-political and demographic analyses . Our global team of in-house analysts are monitoring the pharmaceuticals market and producing research on an ongoing basis to help our clients achieve this 360 º view of the complex business universe and identify opportunities & threats in and around their core focus areas. A wide range of therapeutic areas and topics are covered - Ask your Account Manager for details. The letters ‘T’, ‘E’, and ‘M’ in TEAM reflect our core Technical, Economic, and Market analyses respectively, which is made available to our clients via subscription. The ‘A’ highlights how we work with our clients to help them Apply the information to their business through best practices, events , one-to-one sessions with the analysts, learning forums and more. The knowledge and expertise of our analyst team is also leveraged in our consulting engagements. Growth Consulting Frost & Sullivan's Growth Consulting services encompass customized research , business strategy , and organizational development initiatives . Growth consulting provides uniquely powerful, innovative, and practical solutions to help companies successfully address their individual growth challenges or objectives. These growth consulting services are tailor-made on a case-by-case basis, leveraging our unique combination of market expertise, global presence, and relationships with key industry players. Training Our mission is to ensure that our clients are in a position to successfully implement the strategies that are developed. A key part of this is ensuring that every team is on the same page and has the skills necessary to execute each strategy confidently. Includes Growth Workshops and Public or In-Company/ Tailor-made training services
  7. 7. How We Help Our Clients Grow Communications and training Techniques, models & coaching for best in class careers Growth Opportunity Generation Client Specific Research & Strategy IMPLEMENT STRATEGY GENERATE OPPORTUNITIES EVALUATE OPTIONS Improved Decisions; less risk Culture of Growth Innovation & Leadership Excellence in Implementation T.E.A.M. Research Decision-making Platform to drive speed, accuracy, competitive spirit, and reduce risk Growth Consulting Analysis of Opportunities & Strategy Development Training
  8. 8. Growth Consulting Framework Strategy Development Planning & Implementation Monitoring Research & Analysis External Internal Key Market Metrics Challenges, Trends, Opps. Strategy Workshops: Translating Strategic Recommendations into a Cogent Strategy Workshops to Co-Develop the Tactical Action Plan: Who? Action Item Owners? Deadlines? Milestones? Success metrics? Track Performance & Results Opportunities Landscape Execution Capabilities Growth Objectives Growth Consulting THE GROWTH ZONE
  9. 9. Our Comprehensive Healthcare Market Coverage Pharmaceuticals & Biotech CNS, Oncology, Diabetes, Cardiology, Drug Delivery, Emerging Areas, DTC, GMOs, Pipeline analysis, CRO, CMO, Vaccines, Bio-pharmaceuticals, Women’s Health, Men’s Health, Stem Cell Research, Agro-health, etc. Medical Devices Cardiology, Feminine Hygiene, Wound care, Gloves, Surgicals, Orthopedics Disposables, Hospital Equipments and Furniture, Respiratory, Endoscope, Dentals, etc. Medical Imaging PACS, MRI,Cardiac, CT, Ultrasound, PET, Nuclear, Mammography, Contrast Media, Digital Radiography, etc. Healthcare & Life sciences IT Electronic Medical Records, HIS, Clinical Information Systems, Telemedicine, Life sciences IT, Outsourcing, CRM, Patient Health Records (PHR), etc. Patient Monitoring Cardiovascular, Multiparameter, Telemetry, Diabetes, Defibrillators, etc. Drug Discovery & Clinical Diagnostics Genomics, HTS, SNP, Gene therapy, Proteomics, Diagnostics, Invitro, Genetic Testing, etc. Healthcare Services Hospitals, Physicians, Key Opinion Leader Studies, Diagnostics Centers, Healthcare Insurance, Pharmacies, Medical Education Financial Services Initial Public Offering (IPO), Mergers & Acquisitions, Strategic Partnerships, Business Matching
  10. 10. Consulting Areas STRATEGIC VALUATION MARKET INTELLIGENCE Growth Consulting <ul><li>Pricing </li></ul><ul><li>Strategy Development </li></ul><ul><li>Optimization </li></ul><ul><li>Elasticity </li></ul><ul><li>Brand Equity </li></ul><ul><li>Image and </li></ul><ul><li>Positioning </li></ul><ul><li>Product Development </li></ul><ul><li>Customer </li></ul><ul><li>Satisfaction </li></ul><ul><li>and Value </li></ul><ul><li>Usage </li></ul><ul><li>and </li></ul><ul><li>Attitudes </li></ul><ul><li>Distribution </li></ul><ul><li>Channel </li></ul><ul><li>Testing </li></ul><ul><li>Market </li></ul><ul><li>Feasibility </li></ul><ul><li>Valuation </li></ul><ul><li>Market </li></ul><ul><li>Segmentation </li></ul><ul><li>Due </li></ul><ul><li>Diligence </li></ul><ul><li>Advertising / </li></ul><ul><li>Communications </li></ul><ul><li>Testing </li></ul><ul><li>Sales Force </li></ul><ul><li>effectiveness </li></ul><ul><li>Stakeholder </li></ul><ul><li>Mapping </li></ul>
  11. 11. Some Of Our Clients
  12. 12. Table Of Contents <ul><li>Overview of Frost & Sullivan </li></ul><ul><li>Our Work in the Medical Technologies Market </li></ul><ul><li>Case Studies and Examples of our Experience* </li></ul><ul><ul><li>Product to Service Model </li></ul></ul><ul><ul><li>Derived Markets </li></ul></ul><ul><ul><li>Pre-launch - New Product Market Assessment </li></ul></ul><ul><ul><li>APAC KOL program for Devices </li></ul></ul><ul><ul><li>Other cases </li></ul></ul>
  13. 13. Typical Frost & Sullivan assignments and involvement Branding/positioning Competitive Intelligence Distribution strategies Launch of new technologies Cost reduction programs Partner search Market entry strategies Customer centricity programs Business process improvement Portfolio diversification/ M&A E-business strategies Segmentation strategies Commercial due diligence Punctual, limited Partner/coach for implementation Role in strategic/ organisational change Broad Specific Analytical Scope Developement/ launch of new products and services Supply Chain Management
  14. 14. Client Testimonials <ul><li>Abbott Laboratories </li></ul><ul><ul><li>“ We have been very satisfied with the consulting project we commissioned with Frost & Sullivan. The analysts were responsive to our needs and accessible during the project. The finished research was quite thorough and, as we later saw, proved to be a highly accurate depiction of the market.” </li></ul></ul><ul><li>Novo Nordisk </li></ul><ul><ul><li>“ We have found Frost & Sullivan’s work to be nothing short of excellent. The consulting project results were concise and cohesive, leading us to better understand a market that is usually complex and difficult to research.” </li></ul></ul><ul><li>Gen-Probe </li></ul><ul><ul><li>“ We have relied on Frost & Sullivan’s strategic research studies for reliable insights into several competitive markets. Their ability to identify and analyze industry-specific trends gives their clients not only a clear indication of where markets are going, but why they are going there.” </li></ul></ul><ul><li>VISX </li></ul><ul><ul><li>“ The team was knowledgeable and not only determined what information would be helpful in the long-term, but delivered it in a short amount of time. The study helped us make good strategic decisions, backed by reliable market-based information.” </li></ul></ul>
  15. 15. Why do Clients Partner with Frost & Sullivan Qualified Analysts, Consultants We have close to 140 analysts/consultants with more then 30 staff dedicated to the medical devices cluster who have solid industry experience and well versed with research methodologies Industry Knowledge Via our regular industry reposts, Frost & Sullivan has an extensive insight into the ASIAN CLINICAL DIAGNOSTICS AND PATIENT MONITORING SECTOR Exposure to Variety of Research Projects Frost & Sullivan has been engaged by both manufacturers, distributors, regulatory agencies and associations to address short, mid and long term issues. Extensive Reach in Asia With 15 offices in Asia Frost & Sullivan is in a very strategic position to pool our resources in conducting a consulting engagement Experience with Private Equity Clients Frost & Sullivan has been engaged by many P/E firms and are familiar with the high quality of standards expected for consulting projects Coverage in Trade Shows, Media Frost & Sullivan Consultants are regularly invited to speak at various international events such as Asian Devices and Diagnostics Conference.
  16. 16. Table Of Contents <ul><li>Overview of Frost & Sullivan </li></ul><ul><li>Our Work in the Medical Technologies Market </li></ul><ul><li>Case Studies and Examples of our Experience* </li></ul><ul><ul><li>Product to Service Model </li></ul></ul><ul><ul><li>Derived Markets </li></ul></ul><ul><ul><li>Pre-launch - New Product Market Assessment </li></ul></ul><ul><ul><li>APAC KOL program for Devices </li></ul></ul><ul><ul><li>Other cases </li></ul></ul>
  17. 17. Table Of Contents <ul><li>Overview of Frost & Sullivan </li></ul><ul><li>Our Work in the Medical Technologies Market </li></ul><ul><li>Case Studies and Examples of our Experience* </li></ul><ul><ul><li>Product to Service Model </li></ul></ul><ul><ul><li>Derived Markets </li></ul></ul><ul><ul><li>Pre-launch - New Product Market Assessment </li></ul></ul><ul><ul><li>APAC KOL program for Devices </li></ul></ul><ul><ul><li>Other cases </li></ul></ul>
  18. 18. <ul><li>To bring about a quantum leap of positive changes to their bottom-line, ASP should look at a service offering possibility. ASP has a large suite of sterilisation products. </li></ul><ul><li>Providing sterilization centrally with close proximity to hospitals will: </li></ul><ul><ul><li>Allow technological progression and a move up the value chain which is healthy for any business model. </li></ul></ul><ul><ul><li>Service and User Loyalty </li></ul></ul><ul><ul><li>Facility Optimisation </li></ul></ul>CASE STUDY- Product to Service Model in the Renal Care market Renal Care Equipment Increasing demand for chronic care for ESRD Renal care consumables Renal care technicians Renal care Physicians Product & Personnel Integration <ul><li>Renal Care Franchise model to ensure: </li></ul><ul><li>Greater penetration </li></ul><ul><li>Lobbying ability on the bases of the same. </li></ul><ul><li>Better QC and patient satisfaction </li></ul><ul><li>Ability to do in –house research form the patient, physician and personnel re </li></ul>
  19. 19. Table Of Contents <ul><li>Overview of Frost & Sullivan </li></ul><ul><li>Our Work in the Medical Technologies Market </li></ul><ul><li>Case Studies and Examples of our Experience* </li></ul><ul><ul><li>Product to Service Model </li></ul></ul><ul><ul><li>Derived Markets </li></ul></ul><ul><ul><li>Pre-launch - New Product Market Assessment </li></ul></ul><ul><ul><li>APAC KOL program for Devices </li></ul></ul><ul><ul><li>Other cases </li></ul></ul>
  20. 20. The Client A leading medical device manufacturer The Challenge The client was in the process of understanding the need for a different product offering in large consumer vertical in India. <ul><li>The Objectives </li></ul><ul><li>Segment and detail the nursing home market in India </li></ul><ul><li>Leveraging Market Intelligence about imaging and surgical equipment in the same market in India </li></ul><ul><li>Describe competition activity in nursing homes sand highlight key trends for their diagnostics versus therapeutic services. </li></ul><ul><li>Provide a procedural database to gauge penetration and potential untapped. </li></ul><ul><li>Growth Maximization in the Indian Market </li></ul><ul><li>New Product needs assessment in the Indian Nursing Home Market </li></ul><ul><li>Our Approach </li></ul><ul><li>In-depth primary research with over 600 key decision-making respondents from nursing homes and was carried out, supplemented with Frost & Sullivan databases, and other available databases to arrive at a comprehensive industry insight. </li></ul>Strategic Outcomes Among the several outcomes of the study in terms of procedural and market information, were the key market needs which could be addressed by a new product offering. We highlighted the specifics that the different stakeholders would have common interest for. CASE STUDY- Need Assessment of a New Product Offering
  21. 21. Table Of Contents <ul><li>Overview of Frost & Sullivan </li></ul><ul><li>Our Work in the Medical Technologies Market </li></ul><ul><li>Case Studies and Examples of our Experience* </li></ul><ul><ul><li>Product to Service Model </li></ul></ul><ul><ul><li>Derived Markets </li></ul></ul><ul><ul><li>Pre-launch - New Product Market Assessment </li></ul></ul><ul><ul><li>APAC KOL program for Devices </li></ul></ul><ul><ul><li>Other cases </li></ul></ul>
  22. 22. Situation Analysis <ul><li>The company plans to conduct a series of events where KOLs (Key Opinion Leaders) from the region will come together and share their perspective on a subject </li></ul><ul><li>Plans to take forward the process with two events to start with: </li></ul><ul><ul><ul><li>Regional KOL Meeting </li></ul></ul></ul><ul><ul><ul><li>International KOL Webcast </li></ul></ul></ul><ul><ul><li>The Regional KOL Meeting </li></ul></ul><ul><ul><ul><li>KOLs from across the region, representing top countries, meet at a venue in the region </li></ul></ul></ul><ul><ul><ul><li>International Speakers to address the gathering of 25-30 top influencers in the region over 1-2days </li></ul></ul></ul><ul><ul><li>Discussion Theme </li></ul></ul><ul><ul><ul><li>Data supporting more frequent testing </li></ul></ul></ul><ul><ul><ul><li>International guidelines (IDF/ADA) </li></ul></ul></ul><ul><ul><ul><li>Compliance with guidelines </li></ul></ul></ul><ul><ul><ul><li>Consensus on status and guidelines </li></ul></ul></ul><ul><li>The International KOL Webcast </li></ul><ul><ul><ul><li>2 way webcast to be conducted by an international KOL and to be e-broadcast across 7 countries </li></ul></ul></ul><ul><ul><ul><li>10-15 local KOLs from Australia, China, India, Japan, Korea, Poland, Russia to attend the webcast </li></ul></ul></ul><ul><ul><ul><li>After the 2 way interactive webcast discussion, the local KOLs discuss among themselves to reach a consensus conclusion on the discussion </li></ul></ul></ul><ul><ul><li> Discussion Theme </li></ul></ul><ul><ul><ul><li>Local country specific guidelines and compliance </li></ul></ul></ul><ul><ul><ul><li>Recommendations on the discussion topic </li></ul></ul></ul>
  23. 23. Table Of Contents <ul><li>Overview of Frost & Sullivan </li></ul><ul><li>Our Work in the Medical Technologies Market </li></ul><ul><li>Case Studies and Examples of our Experience* </li></ul><ul><ul><li>Product to Service Model </li></ul></ul><ul><ul><li>Derived Markets </li></ul></ul><ul><ul><li>Pre-launch - New Product Market Assessment </li></ul></ul><ul><ul><li>APAC KOL program for Devices </li></ul></ul><ul><ul><li>Other cases </li></ul></ul>
  24. 24. CASE STUDY- Assessment of the Asian Diagnostics Market The Client A leading clinical diagnostics manufacturer The Challenge The client was in the process of reviewing its engagement strategy with stakeholders in the Asian sector, including the government agencies, The lack of clarity surrounding this sector prompted the client to approach Frost & Sullivan to conduct custom research with the goal of providing industry insight. <ul><li>The Objectives </li></ul><ul><li>Segment and detail the public hospital market in Japan </li></ul><ul><li>Highlight key demographic trends and government policy/legislation/initiatives that impact the public hospital sectors </li></ul><ul><li>Size the market for clinical diagnostic products and services and outline healthcare delivery models adopted </li></ul><ul><li>Profile public hospital groups/providers and elaborate on business challenges, revenue models, funding streams, expenditure, ownership patterns and growth strategies </li></ul><ul><li>Describe competition activity in public hospital sand highlight key demand trends for their products and services </li></ul><ul><li>Our Approach </li></ul><ul><li>In-depth primary research with key opinion leaders (public hospitals, vendors, govt. bodies and associations) was carried out, supplemented with Frost & Sullivan databases, and other available databases to arrive at a comprehensive industry insight. </li></ul>Strategic Outcomes Among the several outcomes of the study, the key business challenges to drive growth in the POCT and Diabetes products were identified and opportunities for the client to help address those challenges through specific solutions were highlighted. Asian Diagnostic Industry Revenues (2006) ~ US $ 10.3 Billion
  25. 25. Challenge A $4 billion+, worldwide provider of Clinical Lab Equipment with office in Asia Pacific partnered with Frost & Sullivan to gain a deeper understanding of current practices and physicians perceptions in ASEAN. Consulting Approach Frost & Sullivan leveraged its reputation and brand equity to access key opinion leaders in the field of clinical pathology. We applied our expertise in primary market research to obtain first-hand insight most critical to the client including: Customer awareness and satisfaction analysis, Physician Perception on – 1.Physical Factors (products, competitors) 2. Emotional Factors 3. Physician Expectations 4. Hospital Group Tender Policy 5. Reimbursement Policy . We also identified common perceptions that could limit uptake of the client’s device as well as key strengths of clients products and the client initiatives, difficulties & barriers in purchasing, and perceived impact of new products on client strategy. Approximately 200 interviews were conducted in ASEAN Impact Frost & Sullivan brought crucial awareness to the client that its product and name awareness levels was high amongst the government hospitals. Clients were also made aware of the growing importance physical factors considered by laboratory technologists when making purchase decisions and the type of sales service strategies that could be implemented to enable excellent service proposition to selected hospitals within ASEAN. Ideas on improving current quality after sales service were recommended as well. Recommendations have lead to increased adoption of client products in ASEAN. CASE STUDY – Evaluating Perceptions to Gain Market Share in Clinical Lab Equipment Business
  26. 26. Challenge One of the top three clinical diagnostics suppliers commissioned us to develop rigorous, quantitative forecast models for new diagnostic assays under development for prostate, breast and colorectal cancer. This company was in the midst of a long-term planning project and needed accurate forecasts to properly allocate human and financial resources. Our client had a global perspective and needed to forecast adoption rates in Japan. They chose Frost & Sullivan because of our global/regional presence, market reach, and robust methodology. Consulting Approach We conducted one-on-one interviews with thought leaders, pathologists, surgeons, general physicians, representatives of reference laboratories and third party payers. We conducted over 100 interviews, distributed by geography and specialty. We built several quantitative forecast models, based on empirical adoption rates from past molecular diagnostic techniques, grounded in disease epidemiology, and incorporating physician, reference laboratory, and payer input. The Excel models that we developed had tremendous flexibility, allowing the user to adjust metrics for regulatory approval, reimbursement milestone achievement, competitor entry, pricing power, and clinical trials results. Impact Our analysis and recommendations enabled the client to properly conduct their long-term planning project and to make resource allocation decisions based on robust, quantitative forecasts. Additionally, by incorporating a flexible user interface, we provided the client with the ability to adjust the forecast in real time as new information is created about their products, competitors, and market position. These forecast models are critical tools that will help our client properly plan and execute their market entry strategies. CASE STUDY - Diagnostic Assays-Portfolio (Quantitative) Analyses
  27. 27. <ul><li>A leading Asian government agency was in stages of developing a blue print to establish the right health technology infrastructure such as remote patient monitoring and clinical health IT applications. </li></ul><ul><li>Frost & Sullivan was engaged to understand the possible regulatory, data and technology standards and frameworks for this plan. </li></ul><ul><li>Country specialists with industry network helped Frost & Sullivan to bring in the right insights. </li></ul><ul><li>Benchmarking the entire value chain with 2 developed nations and pointing key gaps helped agency to move ahead swiftly and invest in proper resources. </li></ul>Segments Mapped HIS, RIS, CIS & PACS Remote Patient Monitoring and Disease Surveillance Telemedicine CASE STUDY- Technology Platforms and Regulatory Hurdles Evaluation in Developing Remote Patient Monitoring Devices Deliverables Healthcare Value Chain Maps National Strategies and Implementation Plans Government and Provider Perspective Remote Monitoring and Clinical Perspective Healthcare Technology Progression-2005-2015 Impact of Healthcare Technologies in R&D stage Applicable Frameworks for Data Standards
  28. 28. Project Snapshot Challenge A top international manufacturer of single use medical devices (SUDs) was concerned about the growing effect of third party reprocessors (TPRs) on its revenues. Our client needed to know how large the TPR market was, whether it was a viable business model that posed a long-term threat, and ultimately, the business model’s weakpoints in order to combat the practice. The client also wanted to know what strategies the TPRs were using to grow their businesses, how their operations were run, and what types of products they were targeting for reprocessing in the future. Consulting Approach Our team interviewed top managers at every TPR in the United States,Western Europe and Key Asian Countries as well as other OEMs who were facing the TPR threat. We gathered detailed financial, strategic, and operational information from the TPRs in order to craft a very detailed and accurate description of the market and a strategic path for our client to negotiate its challenges. We also spoke with the FDA and other professional and advocacy organizations to get their perspective on the market and reprocessing trends. Impact We presented our strategies in-person to a multidisciplinary client taskforce and, when combined with their own internal research, helped them to create a comprehensive strategic approach to address the challenges faced by TPRs. Our client was extremely pleased with the level of qualitative and quantitative detail in our presentation as well as the amount of proprietary, competitive information we were able to extract from TPR interviews. Eight months after the delivery of our project, the client adopted one of our suggested strategies by launching a national patient education campaign. CASE STUDY -SUD-Strategic Threat Assessment for Global Markets
  29. 29. Challenge A $4 billion, worldwide provider of medical devices and supplies partnered with Frost & Sullivan to gain a deeper understanding of current practices and unmet needs pertaining to surgical sealants in Asia (including S.Korea). The client was acquiring a manufacturer of these devices and required analysis of hurdles to and solutions for successful entry into the market. Consulting Approach Frost & Sullivan leveraged its reputation and brand equity to access key opinion leaders in the field of cardiovascular and gastrointestinal surgery. We applied our expertise in primary market research to obtain first-hand insight most critical to the client including: drivers and deterrents of use of surgical sealants; perceptions of current products; key decision makers in the brand selection process; and unmet needs. Frost & Sullivan helped the client develop a broader understanding of key decision makers and criteria that influence the use of surgical sealants. We also identified common perceptions that could limit uptake of the client’s device as well as specific educational and marketing strategies to overcome these perceptions. Impact Frost & Sullivan brought crucial awareness to the client that its previously identified target customer was not, in fact, the only key decision maker in the utilization of surgical sealants. We helped the client more accurately identify decision makers and develop strategies to promote new products to them. We also presented to the client key steps it must take to overcome negative perceptions regarding certain surgical sealants. As a result, the client was able to focus its product development and marketing strategies to capitalize on current trends, perceptions, and unmet needs. CASE STUDY- New Product Opportunity Assessment in Gastrointestinal Surgery
  30. 30. Challenge A $4 billion, worldwide provider of medical devices and supplies partnered with Frost & Sullivan to gain a deeper understanding of current practices and unmet needs pertaining to vascular closure devices in Asia. The client was acquiring a manufacturer of these devices and required analysis of hurdles to and solutions for successful entry into the market. Consulting Approach Frost & Sullivan leveraged its reputation and brand equity to access key opinion leaders in the field of interventional cardiology. We applied our expertise in primary market research to obtain first-hand insight most critical to the client including: drivers and deterrents of use of vascular closure devices; perceptions of current products; key decision makers in the brand selection process; and unmet needs. Frost & Sullivan helped the client develop a broader understanding of key decision makers and criteria that influence the use of vascular closure devices. We also identified common perceptions that could limit uptake of the client’s device as well as specific educational and marketing strategies to overcome these perceptions. Impact Frost & Sullivan brought crucial awareness to the client that its previously identified target customer was not, in fact, the only key decision maker in the utilization of vascular closure devices. We helped the client more accurately identify decision makers and develop strategies to promote new products to them. We also presented to the client key steps it must take to overcome negative perceptions regarding certain vascular closure devices. As a result, the client was able to focus its product development and marketing strategies to capitalize on current trends, perceptions, and unmet needs. CASE STUDY- Vascular Closure Devices-New Product Opportunity Assessment
  31. 31. Challenge We partnered with a leading (nearly $30 billion) supplier to OEMs of electronics, components, and systems technology. The objective of the engagement was to help our client capitalize on key technology and manufacturing core-competencies by selling into new healthcare supply channels in Asia Consulting Approach We leveraged our broad in-house healthcare and life sciences resources to perform a comprehensive survey of the competitive “universe” to identify first-pass opportunities for the client. We merged this understanding with our assessment of the client’s internal capabilities to identify roughly a dozen specific market opportunity segments. The next phase featured a “deep dive” look at detailed competitive parameters for each opportunity, such as key drivers (price, technology, service), future/competing technologies, market pull for component system integration, optimal product/technology mix required from a supplier (sizes, performances, range of use), unmet needs (sufficient life/durability, features, warranty, maintenance), process for a new market entrant, key decision makers, target prices, etc. We also provided a detailed understanding of potential competitors (i.e., other suppliers), customers (i.e., OEMs), and end-users (i.e., hospital staff) for each opportunity. Impact Our client was able to use the output (as well as several dozen Frost & Sullivan industry contacts that we introduced to the client) to successfully sell its technology into the lucrative medical device market. We armed the client with important knowledge of its target market, a gap analysis with strategies for filling the gaps, and customized value propositions to use when approaching customers. Subsequent client implementation efforts, which are currently ongoing, are expected to contribute several hundred million dollars to aggressive corporate sales goals in the initial years. CASE STUDY- Market Diversification and Go-To-Market Strategy Development
  32. 32. Challenge Frost & Sullivan partnered with the leading manufacturing of surgical equipment to conduct a global survey of approximately 800 operating room managers and other clinicians in 13 countries in Asia. The primary goal of the survey was to assess the perceptions and satisfaction level of OR managers across these different countries with different surgical product suppliers and to conduct competitive benchmarking for planning future strategy. The large number of interviews allowed us to create representative samples for each country targeted. Consulting Approach We used our established network of international offices and partners to screen and interview appropriately qualified respondents. Fulfillment teams contacted hospitals which performed surgery and were not specialized just on cardiovascular, orthopedic, or neurological procedures. Common titles of survey respondents included: OR Administrator, OR Manager, OR Director, OR Senior Nurse, etc. Most surveys took 15 minutes to complete via telephone, fax, e-mail or in-person depending on the country. Data from this massive collection effort was then analyzed and presented to the client in easily accessible formats for strategy development and competitive benchmarking. Impact Frost & Sullivan presented the research findings in-person to the clients international global marketing council. Results proved enlightening and important for the year’s strategic planning. Frost & Sullivan’s client was very pleased with acceptance of the project by her internal clients. Project Snapshot CASE STUDY- Surgical Equipment Business-Customer Satisfaction
  33. 33. CASE STUDY- Developing a Business plan for Leasing Home Monitoring Devices Client Objectives The client wanted to diversify into the Home Monitoring Devices Leasing business in ASEAN. A multi-billion dollar business in the USA, it has not gained ground in ASEAN F&S Role <ul><li>The leasing scenario in ASEAN – Current practices </li></ul><ul><li>Acceptance of Home Monitoring Devices leasing vs. outright buy </li></ul><ul><li>Accounting, tax and legal implication of the business </li></ul><ul><li>Business plan and Financial model </li></ul><ul><li>Identify Potential distributors </li></ul>Approach <ul><li>Interviews were conducted with state Health Ministries, hospitals, financial institutions and equipment suppliers to understand their acceptance to Home Monitoring Devices leasing vs. outright buy </li></ul><ul><li>Challenges, drivers and restraints were identified for this business in ASEAN </li></ul>Strategic Recommendations & Impact <ul><li>Determine the market acceptance of Home Monitoring Devices leasing vs. outright buy taking into account role of influencers, gate-keepers and distributors </li></ul><ul><li>A financial model was created to understand the implications of both models – leasing and outright buy </li></ul><ul><li>Various Business models were created to determine the appropriate one for the client </li></ul><ul><li>Based on market feedback and the present scenario in Asia, a business plan was created for the client </li></ul><ul><li>As per our recommendations, the client has successfully entered into partnerships with 2 leading distributors and created a strong revenue stream in past 2 years. </li></ul>
  34. 34. Your Contact For More Information www.frost.com Siddharth Singh Consultant Healthcare Asia Pacific Phone:+65-6890-0274 [email_address]

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