Medical Devices & Diagnostics: Sales & Marketing Europe
March 17, 2010 – March 18, 2010
London
ZS Principal Rohan Fernando will present on "Future-proofing your European go-to-market strategy" and will lead a workshop on "How to get your go-to-market strategy right" at this MDD Exec conference for the medical device and diagnostics industry.
PRESENTATION
Bringing it all together: Future-proofing your European go-to-market strategy
- What are the prime challenges entailed in rolling out consistent strategies across Europe?
- Is it really necessary – or even desirable – to have a different structure in each country?
- How can you respond effectively to the increasing power of purchasing in decision-making, whilst continuing to promote clinical demand for your products?
- What are the most common mistakes made when integrating commercial or key account reps into a sales organisation – and how do you avoid them?
INTERACTIVE WORKSHOP
Go-to-market strategy: How do you get it right?
The workshop will provide a forum for discussion, with tangible examples, frameworks and case studies to help you address five key questions:
- How are your customers changing?
- Who are the key decision-makers and influencers?
- Will you still need clinical sales reps in three years’ time?
- Is the medical devices and diagnostics business destined to become driven entirely by purchasing and payers?
- What’s the optimum mix of clinical, commercial and support roles in your sales organisation?
Rohan Fernando, Managing Principal, ZS Associates Europe
Please visit the MDD Exec website for more information and online registration.