How Medical Device Industry can deploy Healthcare commercial Intelligence to plan a go-to-market strategy?

top 50 medical device companies

Amazing medical devices emerged last year that transformed and reshaped the industry. Even though the market experienced a decline of 3.2% in 2020-21 and is expected to rebound with a 6.1% growth rate and reach $603.5 billion by 2023. The major contributing factor includes healthcare commercial intelligence leverages to plan a go-to-market strategy.

One can observe article headlines, cross-industry buzz, and conference themes for data acquisition to experience the escalation in this trend. However, this is not enough!

According to Foster, insight-driven businesses bring a 30% annual growth rate as an average, setting the pace for global growth. Deployment of data implies the art of deriving insights and implementing those insights into the highest priorities. 

Medical Device Companies can innovate, curate, magnify device sales, and strengthen relationships with customers. They develop solutions by leveraging data from the prime healthcare pathway, offering medical device companies a sense of security within the data-driven digital healthcare market.

Why healthcare commercial intelligence?

Medical devices are employed mostly in sectors like surgical areas, cardiovascular areas, general medical services, and infection control segments. Having data for all the healthcare professionals linked with the above-mentioned sectors will provide a firm foundation for the medical device industry to multiply its prospects.

Healthcare Commercial Intelligence, commonly referred to as Healthcare data, is a mandate. This provides comprehensive details on prospects or target audience, including name, contact number, specialty, address, location, and more. It offers medical providers an important tool for tracking and analyzing healthcare use. 

Healthcare commercial intelligence transforms medical industry outreach magnificently as it helps in:

  • Outreaching more prospects
  • Curating engaging content
  • Designing ideal marketing campaigns
  • Tweaking efficiency of medical providers
  • Uplifting services provision

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Let’s learn how Medical Devices can deploy healthcare commercial intelligence for their go-to-market strategy.

1. Detailed Data Analytics

Healthcare commercial intelligence ensures a cost-effective way to increase revenue and save time. Like any other industry, the medical device industry can make use of healthcare commercial intelligence, but they are unclear how to access it and use it for their advantage.

Accessing a healthcare database offers comprehensive details on the respective healthcare professionals or prospects. It entails all the requisite information required by the medical device industry to strategize marketing plans, relative content, and advertising plans.

2. Navigate Buying Process

While working with the right data and analytics, medical device companies can create a unique pathway for customers and navigate their buying process. Healthcare intelligence comes with great power; and so comes the great responsibility to leverage it wisely. 

In this data-driven world, the respective healthcare intelligence offers a scrutinizing detail on prospects with refined data and analytics. An organization must learn to derive value out of the healthcare data in hand.

3. Assess Organization Readiness

It is better to focus on evaluating the readiness of the medical devices industry or organization with the employment of healthcare intelligence. Get information on learning more about the market, competitors, and target audience. 

4. Commit to Go-to-Market Strategy

Every business requires a specific go-to-marketing model for outreaching the target audience and amplifying ROI. The data and analytics empower the sales strategy for medical device industries to connect with the ideal prospects. The go-to-market model speaks volumes about value proposition, territory planning, and account targeting. Involve in data and analytics on sales, marketing, and commercial professionals with an expectation of resistance and fabricating techniques for effective management.

5. Organize Individual Approach

As a healthcare serving organization, just dropping the data cuts onto the laps of sales teams is not enough! They need proper training and the right vendor can provide the best quality of contact intelligence to organize a decent marketing approach. Ask the sales team to work on the data and analytics team, focus on identifying the internal opportunities, and rely upon the data cuts and more based on high-quality metrics. 

Indulging in broad-based outbound tactics helps reach out to healthcare professionals who do not need devices or do not have the liberty to make a purchasing decision. The right data and analytics will ensure that your business spends time and effort on the right audience by saying the right things via the right approach. 

6. Tap the Influencers

This is an era of influencers- finding the key leaders that matter the most in the relative industry and tapping into the power of such credible people helps in advocating for your business. 

7. Segment and Target your Audience

Targeting the audience at a macro level is not enough- comprehend the audience by segregating them for more meticulous insights to inform messaging, outreaching strategies, and content development. Understand how healthcare institutions or pharma industry or healthcare professionals work to improve on marketing campaigns.


Though we do not have a crystal ball to predict the advancement of the medical devices industry, the recent scenarios of relative companies give a fair idea. The unstoppable evolution of technology and digital transformation will promote the medical device industry into Industry 4.0, with a data-centric approach becoming the new standard. The companies being agile formulate a strategy for enhancing digitization makes them well-equipped for prosperity in the future.