Project Scope

To understand the liver transplantation market in Saudi Arabia, the current surgical methods used and the associated devices used

Challenge

Our client has a unique medical device that facilitates liver transplants and has resulted in a less invasive surgical procedure for patients. Our client was looking to understand how to commercialise their product in GCC markets

Solution

Conducted an advisory board to understand physicians' perceptions of the device and provided strategies to increase uptake

• Understood physician perception on the value and drawbacks of the device
• Understood physician challenges when aiming to use the device during surgery
• Established short, mid and long-term goals to address physician needs

Results

• Developed solutions to address physician challenges associated with seeking reimbursement for usage of the device in a surgical context
• Developed objection handlers to manage payer pushback on cost of device and thus enabled sales team to compile improved arguments within their pitches