Case Study: Medical Device Company achieves optimal pricing and sales force strategy with GLG

Medical Device Company - Customer Case Study

Medical Device Company worked with GLG to prepare for the U.S. launch of a new medical device. The company needed help with pricing, positioning, and determining the optimal size and strategy for its sales force, especially as competitors were preparing similar product launches. GLG’s services used included GLG Moderated Calls, GLG Projects, and GLG Surveys.

GLG assembled experts in pricing and sales strategy, recruited specialist physicians and purchasing stakeholders, and conducted 20 qualitative interviews plus a survey of 250 surgeons and payors. GLG then ran a conjoint analysis with 100 stakeholders to test pricing and positioning hypotheses, helping the client determine product pricing and sales force structure. The result was clearer market segmentation and recommendations that gave the client confidence to launch, while also informing future product feature and R&D decisions.