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Home >> Why Scalar >> Case Studies >> How This Healthcare IT Company Designed Their Go-to-market Strategy and Influential Product Placement Roadmap

How This Healthcare IT Company Designed Their Go-to-market Strategy and Influential Product Placement Roadmap

 

Scalar Market Research aims to provide real-time data and consulting services to clients around the world. The following case study showcases how we work with our Healthcare clients across a range of issues to deliver impactful advantage.

The Client Challenge

Our client, a leading healthcare IT company engaged Scalar to offer assistance in creating a strong product commercialization plan. The client had launched their latest product, a healthcare biometrics system enabled with single-factor authentication technologies such as iris, palm geometry and behavioral recognition. All these features made their product an excellent choice for the healthcare organizations. The client approached us with the major problem, which included:

  • Deeper understanding of the sales potential of the product including go-to-market scenarios and strong roadmap towards product placement

Approach

Our team started the basic study with a series of tests to understand the underlying assumptions of the client about its own product. In order to assess the essential data, we also analyzed the deal structures and potential business paths in the market. In order to gain thorough understanding of the suitable rollout strategies, we analyzed the paths of the competitor products with similar applications. This analysis helped us offer deeper understanding of the healthcare biometric systems in the market segment and the potential growth factors for the client.

Our team determined the major focus areas for the client while drawing the product commercialization strategy. This strategy focused on several factors like branding and marketing, reimbursement policies and a strong initial support. We also tested various potential commercialization scenarios based on the thorough competitive analysis and demand patterns in the targeted market segment. We also provided a go-to-market strategy and potential pricing model for the client to make better decisions during the initial stages of the product launch.

Results

Scalar recommended a strong, actionable product commercialization plan, go-to-market strategy, and product roadmap with forecasting and influencing factors. Implementation of the recommendations we provided, assisted the client gain deeper understanding of the market scenario and assess the sales potential within the desired market segment.

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