HEALTHCARE
OVERVIEW
The Healthcare Industry, specifically the medical device field, is controlled by several large players and is highly commoditized. DPO&Co offers years of experience in the medical distribution, manufacturing, and supply sector and is ready to assist firms in a multitude of disciplines ranging from operational improvement, go-to-market strategies, or preparing for an acquisition.
CASE EXAMPLE
3-Week Diligence: Scoped a new market for an innovative technology within the intermittent pneumatic compression device space; performed both market sizing and Voice of Customer (VoC) analyses for both the existing and new market
Situation
- Client operates in the integrated Functional Electrical Stimulation (iFES) field and wanted to gauge demand for a DVT compression sleeve that includes iFES technology, which is used to prevent DVT and muscle atrophy
- Eventually seeking to be acquired, the client sought to pursue all expansion opportunities, in addition to a deeper understanding of the customers’ willingness to pay and physicians’ willingness to prescribe
- The client also sought to understand the competitive landscape as well as the insurance reimbursement landscape for devices alike
Approach
- Conducted preliminary research to size the overall Intermittent Pneumatic Compression market and engaged with 17 customers and physicians to understand the demand for a new product
- Identified the need for a combined device in the hospital vs. At Home setting; researched adjacent markets such as Sports Recovery and the lymphedema market
- Offered a two-phase, three-step each Go-To-Market Strategy including conducting clinical studies and engaging key stakeholders
Impact and Results
- Detailed strategy based on evidence-based target market value
- Client realized and acknowledged risk landscape presented; found value in market share breakdown to visualized M&A analyses