Many commercial teams strive to focus sales efforts on high-value accounts—but turning that goal into consistent, field-level execution can be difficult. At Calyxo, the team initially explored a decile-based segmentation model to align rep incentives with opportunity value. But without actionable, consolidated data, prioritization remained manual and inconsistent.
In this session, learn how Calyxo transformed its targeting strategy [by leveraging AcuityMD] to centralize insights, streamline account segmentation, and give reps a clear view of where to focus—driving alignment, adoption, and impact in the field.
For growth-stage MedTech companies, preparing for acquisition requires more than a great product. It also requires a clear strategy to generate predictable, recurring revenue.
Mark Wiltshire, former VP of Sales, Artelon, and Rob Brown, Chief Commercial Officer, Bolt Navigation, each led commercial strategies that culminated in successful acquisitions by Stryker and Zimmer Biomet, respectively.
In this session, they’ll share how they accurately sized market opportunity, prioritized the right territories, and created repeatable sales cycles that demonstrated long-term viability and opportunity.
Corza Medical’s Biosurgery team needed precise insight into why they were winning or losing deals, but reps weren’t consistently logging data. This is a common challenge with legacy CRMs because of the high administrative burden they place on reps, but it left Corza leadership with a lack of visibility.
In this session, Area Sales Directors Kara Dillon and Pat O’Brien will explain how Corza overhauled their sales workflows, removed friction in field reporting, and built real-time dashboards to guide strategic action.
They’ll also share how Corza partnered closely with AcuityMD as an early adopter of its Forecasting solution, helping shape the product to enable more accurate quotas and real-time visibility into pipeline performance.
When bringing a new treatment to market, it’s not enough to know who the patients are. You also need to know where they are located and who influences their treatment journey. Teleflex’s minimally invasive treatment option, the UroLift System, could improve BPH symptoms for millions of patients throughout the United States, but Teleflex needed an efficient and effective way to quickly see the connections between patients, referring providers, and specialists.
This session explores how Teleflex analyzed referral pathways to connect the dots and translate referral data into a multi-pronged GTM strategy, including launching market-specific campaigns, targeted HCP engagement, and aligning their sales resources to the high growth opportunity areas.
When Profound Medical received CMS reimbursement for TULSA-PRO, they knew they couldn’t rely on old-school sales tactics like relationship selling.
New Chief Commercial Officer Tom Tamberrino reimagined their launch playbook, using a data-first approach for territory planning, sales enablement, and demonstrating improved clinical and financial outcomes.
In this session, learn how centering their strategy around detailed market insights unlocked new tactics like hiring reps based on talent - not just experience - aligning them to the highest-value territories, and precisely defining which health systems were - and were not - a perfect fit for their technology.
Selling into IDNs requires more than a compelling pitch. It requires understanding the complex, multi-stakeholder decision process that governs purchasing.
This panel of IDN experts will share how they evaluate suppliers, what they look for in emerging technology, and how commercial teams can better align with IDN priorities.
Whether you’re at a startup or an established player, you’ll leave knowing how to build stronger partnerships and win more IDN business.
Join us as we close out Flywheel 2024 with poker games, blackjack, and a world-class magician. Robb Weinstock has been performing corporate close-up magic for over 20 years. In addition to winning five state championships for his comedic patter and highly technical sleight-of-hand magic, Robb performed for 8 years with the Spike & Hammer comedy magic team which he co-created with Las Vegas headliner Mike Hammer.
He is a performing member at Hollywood’s World Famous Magic Castle in which he won an unprecedented two back-to-back close-up strolling magic competitions against the best in the industry in 2016.
