leveraging sugarcrm in the medical device industry: transforming the purchasing experience

© SugarCRM Inc. All rights reserved.06/08/

2016 © SugarCRM Inc. All rights reserved.06/08/

2016

Transforming the Purchasing ExperienceSelling Medical Devices to Providers in a Changing Landscape

© SugarCRM Inc. All rights reserved.06/08/

2016 © SugarCRM Inc. All rights reserved.06/08/

2016

Agenda

• Introductions• The Rising Challenges in Med Device Sales• CRM Demonstration• Q&A

© SugarCRM Inc. All rights reserved.06/08/

2016 © SugarCRM Inc. All rights reserved.06/08/

2016

SELLING TO PROVIDERS HAS CHANGED

© SugarCRM Inc. All rights reserved.06/08/

2016

Consolidation of Providers & GPOs

Source: Bain & Company

© SugarCRM Inc. All rights reserved.06/08/

2016

Centralization of Decision Makers

Source: Medical Group Management Association

2002 2003 2004 2005 2006 2007 2008 2009 2010 201110%

20%

30%

40%

50%

60%

70%

80%

90%Physicians in Hospital Owned Practice Physicians in Private Practice

© SugarCRM Inc. All rights reserved.06/08/

2016

Commodification of Products

Source: FDA

Percent of Class II Device Submissions with Additional Information Request on 1st FDA Review Cycle

© SugarCRM Inc. All rights reserved.06/08/

2016

How Will You Meet the Challenges?

Create differentiation in sales• Value-based selling• Team selling • Key account focus• Contract & price optimization• Enabled with CRM

“When companies excel in articulating the overall economic value of a medical product or service, they have significantly higher customer retention, market share, revenues, and profits.”

ZS Associates & Aberdeen Group

© SugarCRM Inc. All rights reserved.06/08/

2016

UHS Adoption of SugarCRM

Enabling a value-based, customer-centric approach with customer, contract and forecast management.

“Sugar lets our sales teams focus more on selling and less on finding and reporting data.”

Kate Standa, Sales Operations Manager

© SugarCRM Inc. All rights reserved.06/08/

2016

DEMONSTRATION

© SugarCRM Inc. All rights reserved.06/08/

2016

Chris - Account ExecutiveBeyond Visibility to Intelligence

VISIBILITY• Hospitals, IDNs, GPOs, Physicians• Pipeline & Forecast• Team Selling• Sales Activity

INTELLIGENCE• GPO & IDN Contract Impact• Revenue Performance• Suggested Actions• Intelligent Pricing

© SugarCRM Inc. All rights reserved.06/08/

2016

Demo Flow

Analyze & RespondContracts & Revenue2Connect

AnywhereMobile

4

5Drive Opportunities

Pricing & ForecastWork IntelligentlyDashboard1

3 Tailored Approach Account Insights

© SugarCRM Inc. All rights reserved.06/08/

2016

Successful CustomersMore Than 1.5 Million Users

Business Services

Consumer Goods/Retail

Financial Services & Insurance

Government/Non-profit Education

Healthcare ManufacturingTechnology

TransportationTravel & Leisure

© SugarCRM Inc. All rights reserved.06/08/

2016

Successful CustomersMore Than 1.5 Million Users

Business Services

Consumer Goods/Retail

Financial Services & Insurance

Government/Non-profit Education

Healthcare ManufacturingTechnology

TransportationTravel & Leisure

© SugarCRM Inc. All rights reserved.06/08/

2016

Transforming the Purchasing Experience

Create differentiation in sales• Value-based selling• Team selling • Key account focus• Contract & price optimization• Enabled with CRM

“When companies excel in articulating the overall economic value of a medical product or service, they have significantly higher customer retention, market share, revenues, and profits.”

ZS Associates & Aberdeen Group

© SugarCRM Inc. All rights reserved.06/08/

2016

QUESTIONS