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Customer Relationship Strategies in Medical Device & Diagnostic Industry – Role of CRM and Knowledge Management
HBS Consulting, Dec 2005, Pages: 103
'Customer Relationship Strategies in Medical Device Industry – Role of CRM and Knowledge Management' will be of particular value to business development, marketing and top-line corporate personnel in the medical device industry who are seeking to gain competitive advantage through enhanced knowledge and relationship strategies. This Strategy Review describes how medical device companies are using these strategies to better:
- identify up-sell and cross-sell opportunities
- identify partnership and collaborative agreements for new product development
- identify creation of profit from interaction with key opinion leaders and influencers
- realise increased collaboration with distributors to promote channel efficiencies
- create more highly trained, motivated and pro-active sales forces
- apply customer segmentation strategies to positively impact the bottom line and
- manage employee knowledge to drive innovation
A number of case studies in the Review highlight :
- how companies have used the results from information received through knowledge and customer relationship management strategies to achieve cost savings
- increased revenue generation by integrating customer relationship management with better customer segmentation
- the approach taken to achieve these end goals
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