opinion leaders value proposition customer tier 1

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Unformatted text preview: cal education at all levels (from sterilisation departments to surgeons) surgeons) • Logistics / loan sets • Highly trained consultants (clinical and product specific) Trauma: Tier 1 Prof. / Opinion-leaders Value Proposition Customer Tier 1 Professors and opinion Professors leaders leaders Set of experiences we will provide to the tier provide Set of value delivery systems needed to systems provide the experiences provide Value appropriation Provide latest innovative clinical solutions in a collaborative spirit solutions spirit • Sales force (experienced & highly qualified) • Innovative products • AO Foundation networking • Davos course experience and AO research center • Engineering development capacity and know-how know• Value gained by the customers: - Recognition by peers patient and industry • Value gained by us: - loyalty & input - support for development & sales/teaching • Value shared by both: - productive partnership Trauma: Tier 4 Buyer Groups Business Dimension Tier 4: Buyer Groups Products Full range of proven products Services • Logistics and payment conditions / long-term contracts long• Bundling through BUs • Customized Info Package Customers According list of countries Channels • Sales consultants • E-Business Manager • Logistic Manager End users Full range of patients Complementors • Powertool, Spine, CMF Powertool, • Electronic healthcare market places (GHX) • Provider of hospital Management Systems • Completest range of proven products • Competitive prices • Technical support by highest sales network • Logistics Unique Competencies Trauma: Tier 4 Buyer Groups Value Proposition Customer Tier 4 Buyer groups Set of experiences we will provide to the tier provide Dealing with a professional one-stop-shop for osteosynthesis and one- stoppowertools powertools Set of value delivery systems needed to systems provide the experiences provide Regularly updated info package (catalogue, prices, surgical techniques) Value appropriation Value • Value gained by the customers: rebates based on volume • Value gained by us: increased market share, long term contracts • Value shared by both: less administration Spine Customer Segmentation Customer Tier (1) (1) Surgeon Thought Leaders (2) (2) High Volume Spine Surgeons (3) High Pote...
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This note was uploaded on 03/24/2014 for the course MGMT 15.904 taught by Professor Arnoldohax during the Fall '14 term at MIT.

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