Case study

Assessment of a medical device to be used during liver transplants

Client Situation

Our client has a unique medical device that facilitates liver transplants and has resulted in a less invasive surgical procedure for patients. Our client was looking to understand how to commercialise their product in GCC markets

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Project Scope

    To understand the liver transplantation market, the current surgical methods used and the associated devices used in the GCC
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Solutions

    Conducted an advisory board to understand physicians' perceptions of the device and provided strategies to increase uptake

  • Assessed physicians perception on the value and drawbacks of the device
  • Assessed physician challenges when aiming to use the device during surgery
  • Established short, mid and long-term goals to address physician needs
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Results

  • Developed solutions to address physician challenges associated with seeking reimbursement for usage of the device in a surgical context
  • Developed objection handlers to manage payer pushback on cost of device and thus enabled sales team to compile improved arguments within their pitches