The challenge
The company needed to determine how to secure connectivity and data rights with the hospital buyer, navigate cybersecurity and IT decision making, articulate a compelling value proposition to technical stakeholders. Leadership also lacked clarity on how to monetize digital tools, how to resource their sales, implementation and support teams, and which KPIs could indicate progress without a dedicated P&L.
The solution
BCE Consulting benchmarked digital strategies across leading MedTech companies to assess their business model evolution, customer engagement approaches, and operating structures. BCE mapped the end-to-end process, and defined the best engagement approach to pass IT approval, pass cybersecurity reviews, and secure long-term data-sharing agreements. BCE also assessed the organizational capabilities required across digital sales, implementation, and customer support, highlighting key talent management and compensation considerations. The analysis evaluated approaches to digital monetization and developed a KPI framework linking early adoption and service performance with longer-term commercial objectives.
The results
A comprehensive assessment of digital business models, a framework outlining critical success drivers, hospital IT engagement guidance, and defined capabilities required to support commercialization. The client understood the technical, organizational, and customer-facing requirements for successful execution, and could provide business leaders with a clearer basis for investment buy-in, alignment across cross-functional stakeholders, and advancing its digital strategy.
