Challenge: A pediatric diagnostic product, with wide acceptance in Europe, was not meeting expected sales goals in the U.S. Where was the point of disconnect, and what could be done to overcome the barrier?

Solution: A roundtable discussion among pediatric diagnostician thought leaders was convened. They reviewed the European literature, and published a series of guidelines, in effect “translating” the European approach into one more familiar to the U.S. pediatric market. These published guidelines were distributed widely to pediatric practices.

Result: With a carefully controlled and managed sales effort, the diagnostic product was introduced as a specialized tool to aid in difficult diagnoses. It continues to find acceptance, and is achieving sales goals.

Case Studies: 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13