Business Problem

A global medical device company needed to adapt rapidly – before competition – to customer needs in terms of services offerings taking the form of a managed services offerings in some European markets.


Sales Challenges

They needed to develop the capability to understand and answer those new customer needs: management of new and broader stakeholders in the hospital, process to discover the needs with the hospital’s teams, proposal of a valuable return on investment, closure of the process



Pretium was hired to accelerate and embed this process in our culture and train our cross functional teams



While the complete process typically takes several quarters, several key customers opened up to discussions and started the discovery phase a few weeks after the training, thanks to a change in our approach, which followed the methodology taught by Bill at Pretium.