Challenges:

Complex market environment with multiple reimbursement pathways and shortcomings in syndicated sales data sources.
Strategic initiative to better coordinate sales efforts across channels.
Internal data warehouse initiative was not equipped to address unique needs of the commercial team and support changes to sales strategy.

Trinity Impact:

Maximized value and insights from data by evaluating all available data sources and designing a comprehensive integration methodology.
Created comprehensive, integrated, strategic data asset that provides a unified view of business across all channels simultaneously.
Unprecedented market insight delivered by collaborating with internal IT to deploy reports through client’s own business intelligence platform.
Increased field productivity and operational efficiency by consolidating multiple reports into single, easy-to-use dashboards.
Partnered with client to execute administration of revamped incentive comp program, aligning it to new metrics and business focus.

Mid-size Medical Device/ Diagnostic Company

Driving Market Leadership through Innovation

Staying on top in an increasingly competitive market is no small task. It requires clear product differentiation, quality market intelligence, and a properly incented sales force. A leading mid-cap medical device company knew they needed to evolve to grow their leadership position but they didn’t have the data integration expertise and business intelligence platform to keep up. Until they partnered with Trinity.

The Data Gap

Company leadership recognized that superior market intelligence and a unified sales strategy would keep them market leaders. But internal efforts to design and implement a performance measurement system were never realized:

Inability to leverage disparate data sources of varying quality hampered informed decision-making.
Internal data warehouse initiative failed to address unique needs of commercial team.
Reporting and analytics could not keep up with newly designed strategy changes and compensation plans.

They knew they needed the next generation of sales insights to power sales strategy – a combination of data integration and technology expertise that could create a flexible data and analytics platform to identify and close marketing opportunities. They needed a partnership nimble enough to adapt to their rapidly changing business and robust enough to manage performance across multiple sales teams. They needed Trinity.

From Data to Decisions

This medical device maker was intent on maintaining their dominance in their market. They selected the only vendor that could demonstrate the ability to access and integrate untapped sources of critical market data – Trinity. Data that could make the competitive difference at the account level and help drive decisions in the executive suite. Trinity delivered:

Single Source: Delivered fully integrated and centralized data down to physician-level, which the company had assumed impossible.
Insights: Delivered comprehensive market views , fully integrated with existing IT infrastructure, available anytime, anywhere online.
Partnership: Collaborated closely with IT and sales to deliver a business intelligence infrastructure with the flexibility and visibility to power a competitive advantage.

Results With Impact

Today, with more than 5 years of partnership, Trinity is seen as an extension of their sales operations team. When their business changes, Trinity responds. Leveraging the powerful and flexible TrinityAgile platform, this medical device company remains at the top of their game – armed with the metrics and results to prove it. Appreciating the agility of the Trinity solution, this medical device company is transitioning from an onsite deployment to Trinity’s on-demand solution to further eliminate internal obstacles and realize the full platform potential.

Excerpt:

A leading mid-cap medical device company needed a partnership nimble enough to adapt to their rapidly changing business and robust enough to manage performance across multiple sales teams.