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 Cinnabar Medical. Evan and his colleague, Lauren Green are at Santa Clarita Hospital to meet with Chief Medical Officer Kathryn Choi. Santa Clarita 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.

Lauren’s an experienced field clinical specialist at Cinnabar Medical. She sells medical devices to healthcare facilities like Santa Clarita 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.

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 Cinnabar Medical is using Life Sciences Cloud, introducing new models of medical devices is easier than ever. Kathryn can quickly check the status of Santa Clarita Hospital’s deliveries or supply change details through the Life Sciences Cloud customer portal. 

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 Santa Clarita Hospital. Kathryn’s action items are to approve the new Cinnabar Medical sales contract and to schedule the first surgery appointment.

Key Players and Their Jobs to Be Done 

Sales reps create site visits or virtual visits with the right resources, products, and assessment tasks. They anticipate shortfalls in the visits they create and proactively request product transfers when those shortfalls happen. Inventory management responsibilities can also be shared with clinical specialists.

MedTech Field Sales Reps 

Sales reps like Evan must also be able to manage samples, loaners, and rentals. They perform the following tasks in the Life Sciences Cloud mobile app.

• Lead digital contract management.
  
• Create quotes, proposals, and request for proposal (RFP) responses.
  
• Develop a surgical case bill of materials (BOMs) and kitting.
  
• Manage personal inventory in multiple locations. This includes storing inventory at customer sites, Evan’s home, or in his vehicle.
  
• Transfer stock between field reps or manage the stop ship of a medical device from multiple inventory locations.
  
• Provide advanced parameter-based inventory search.
  
• Manage contract lifecycle.
  
• Ensure compliance by managing customer approvals.
  
• Use barcode scanners to add product serialization, IoT device traceability, and product expiration.
  
• Do the four Rs: recall, replenish, return, and repair management.
  
• Reconcile field inventory and Enterprise Resource Planning (ERP) inventory.
  

MedTech Field Clinical Specialists

Clinical specialists like Lauren schedule site visits to fulfill their surgical case orders and perform tasks defined in the visit. They also require easy access to inventory and order management wherever they go. They perform the following tasks in the Life Sciences Cloud mobile app. 

• Perform all the tasks of a field sales rep.
  
• Attend surgeries and advise clients and medical professionals.
  
• Manage personal inventory in multiple locations.
  
• Transfer stock between field reps to eliminate missed surgeries or product sales opportunities.
  
• Ensure visibility into future inventory needs and shortfalls.
  
• Request replenishment of required inventory for upcoming visits.
  
• Fulfill inventory requests from other field reps, distribution centers, and inventory locations.
  
• Capture serialized products manually using barcodes for sales transactions or inventory transfer receipts.
  
• Reconcile field inventory and ERP inventory.
  
• Reduce stale-dated inventory using product expiration date visibility.
  
• Reduce inventory overstocking by enforcing just-in-time inventory.
  
• Track customer consignment inventory locations.
  
• Add customization using automation flows for common customer transactions, such as field transfers and returns.
  

Life Sciences Cloud helps MedTech companies like Cinnabar Medical 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.

Resources

• Salesforce Help: User Personas for Intelligent Sales
  
• Salesforce Help: Manage Inventories, Surgical Cases, and Cycle Counts with Intelligent Sales