Work with Life Sciences Cloud for MedTech

Learning Objectives

After completing this unit, you’ll be able to:

Identify the Life Sciences Cloud user personas in a typical MedTech company.
Describe the MedTech jobs to be done.

Evan and Lauren’s Onsite Hospital Visit

Let’s revisit our friend Evan Nguyen of the MedTech company Vance Laboratories. Evan and his colleague, Lauren Green are at StayHealthy Hospital to meet with Chief Medical Officer Kathryn Choi. StayHealthy is one of Evan’s top clients, with over 1,000 pacemakers sold last year. And Evan and Lauren are leading a discussion to install a new model of cardiac pacemaker at the hospital’s cardiothoracic surgery department.

Sales meeting at StayHealthy Hospital’s cardiothoracic surgery department

Lauren’s an experienced field clinical specialist at Vance Laboratories. She sells medical devices to healthcare facilities like StayHealthy Hospital and works closely to ensure proper use of the devices. She has extensive training and expertise with medical devices and treatments to be a trusted advisor to clients like Kathryn.

Lauren Green, Vance Laboratories’s field clinical specialist

In the meeting, Evan introduces a new model of cardiac pacemaker called the Lightning Pacemaker. Using Life Sciences Cloud’s inventory visibility, Evan sees in real-time that the pacemaker is in stock and available for Kathryn to order. He also reviews past data and provides examples of patients who can benefit most from this new device.

Lauren demos the Lightning Pacemaker to Kathryn and her staff. Kathryn asks questions about the specifics of the model’s delivery, availability, and technology compared to previous models used at the hospital. Evan uses the Life Sciences Cloud mobile app to provide a short live demo. Now that Vance Laboratories is using Life Sciences Cloud, introducing new models of medical devices is easier than ever. Kathryn can quickly check the status of StayHealthy Hospital’s deliveries or supply change details through the Life Sciences Cloud customer portal.

Evan and Lauren showcase the Lightning Pacemaker to Kathryn.

By the end of the meeting, Kathryn decides to introduce the Lightning Pacemaker at the hospital. She schedules a follow-up meeting with Evan and Lauren, so they can present a new 12-month sales contract for 1,000 units of the pacemaker. Evan’s action item for the next meeting is to create the new sales contract. Lauren’s action item is to attend the first surgery using the Lightning Pacemaker at StayHealthy Hospital. Kathryn’s action items are to approve the new Vance Laboratories sales contract and to schedule the first surgery appointment.

Key Players and Their Jobs to Be Done

Sales reps are responsible for creating site visits or virtual visits that include the necessary resources, products, and assessment tasks. They must anticipate inventory shortfalls for upcoming visits and proactively request product transfers when needed. In some cases, these inventory management responsibilities are shared with clinical specialists to ensure seamless support.

MedTech Field Sales Reps

Sales reps like Evan play an important role in managing samples, loaners, and rentals, along with a range of other tasks in the Life Sciences Cloud mobile app. This table categorizes these responsibilities, providing a brief description of each area and detailing the specific tasks involved.

Category	Description	Tasks
Digital Contract and Proposal Management	Managing contracts, proposals, and related documentation to support sales and compliance efforts.	Lead digital contract management. Create quotes, proposals, and Request for Proposal (RFP) responses. Manage contract lifecycle. Ensure compliance by managing customer approvals.
Inventory and Stock Management	Handling and tracking personal and shared inventory across multiple locations to ensure product availability and compliance.	Manage personal inventory in multiple locations like customer sites, vehicles, and at home. Transfer stock between field reps or manage stop shipments from various inventory locations.
Surgical Case and Kitting Preparation	Preparing materials and equipment for specific surgical cases, including necessary kits and BOMs.	Develop surgical case Bill of Materials (BOM) and kitting.
Advanced Inventory Search and Tracking	Accessing detailed inventory information with specific parameters for traceability and compliance.	Provide advanced parameter-based inventory search. Use barcode scanners for product serialization, IoT device traceability, and product expiration tracking.
Field Inventory Management	Managing the lifecycle of inventory items, including recalling, replenishing, returning, and repairing devices as needed.	Perform the four Rs: recall, replenish, return, and repair management. Reconcile field inventory and Enterprise Resource Planning inventory.

MedTech Field Clinical Specialists

Clinical specialists like Lauren support site visits for surgical cases by scheduling visits, fulfilling orders, and performing tasks associated with each visit. Their role requires easy access to inventory and order management features wherever they are.

This table outlines the main categories of tasks they perform in the Life Sciences Cloud mobile app, with descriptions and specific actions for each category.

Category	Description	Tasks
Clinical and Surgical Support	Managing contracts, proposals, and related documentation to support sales and compliance efforts.	Attend surgeries to advise clients and medical professionals.
Inventory and Stock Management	Handling and tracking personal and shared inventory across multiple locations to ensure product availability and compliance.	Manage personal inventory in multiple locations. Transfer stock between field reps to avoid missed surgeries or product sales opportunities. Track customer consignment inventory locations.
Inventory Optimization and Planning	Ensuring optimal inventory levels to avoid shortages or overstocking, particularly for surgical cases and high-demand items.	Ensure visibility into future inventory needs and shortfalls. Request replenishment for upcoming visits. Reduce stale-dated inventory with product expiration visibility. Enforce just-in-time inventory to avoid overstocking.
Order Fulfillment and Consignment	Fulfilling inventory requests and managing consignment locations to meet customer demands and track product locations.	Fulfill inventory requests from field reps, distribution centers, and other inventory locations. Capture serialized products with barcodes for sales transactions or inventory transfer receipts.
Automation and Customization	Leveraging automation for common operations, such as field transfers and returns, to improve efficiency and accuracy.	Customize using automation flows for customer transactions like field transfers and returns.

Life Sciences Cloud helps MedTech companies like Vance Laboratories to transform its business by boosting revenue, cutting operational costs, and automating processes.

Thanks to Life Sciences Cloud, Evan and Lauren can better manage orders, inventories, and site visits. This enables them to bring in more business and strengthen client relationships. And clients like Kathryn can provide personalized patient care at the hospital.

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Work with Life Sciences Cloud for MedTech

Learning Objectives

Evan and Lauren’s Onsite Hospital Visit

Key Players and Their Jobs to Be Done

Resources