I was a senior MedTech rep. Here are 3 ways I would’ve used AcuityAI if I’d had it in the field.

By Andrew Hwang, Strategic Account Executive at AcuityMD

I spent nearly 15 years in the field (most of them at Boston Scientific) and enjoyed a lot of hard-fought wins. But as proud as I am of what I achieved, I know for a fact that AcuityAI (the AI agent built for MedTech) would’ve been a game-changer. Here are 3 ways I would’ve used it if it had been available at the time.

1. Verifying providers’ claims about their procedure volumes

I once spent years building a relationship with a doctor who claimed to do 300 procedures a year. Eventually I found out his true volume was significantly lower than that. Had I known sooner, I would’ve reallocated that relationship-building time to a more worthwhile prospect.

This never would’ve been an issue if I’d had AcuityAI in my pocket. After that first meeting when the doctor mentioned 300 procedures, I would’ve pulled up AcuityAI on my phone and asked a simple prompt, “How many procedures did [doctor’s name] do last year?” Getting validation then and there would’ve saved me a ton of time.

2. Leveraging providers’ relationships with one another to win more business

Sometimes, a win can be more than a win—it can be the first step towards another dozen wins. Because if you close a deal with an influential doctor who has relationships with tons of peers, that gives you leverage.

For me, the challenge was figuring out who those peers were. I knew the information was out there, but tracking it down took up a huge chunk of my time. This was simply how we mapped relationships in a world before AI.

But that’s not true anymore. With AcuityAI, it’s as simple as saying, “[Doctor name] is one of our KOLs at a teaching hospital. What relationships does she have with other doctors in my territory?” That’s what I would’ve done, and it would’ve helped me work smarter rather than harder.

3. Identifying at-risk accounts before it’s too late

As reps we have a tendency to focus on what’s next, as in the next account where we’re going to win business. That’s great, but it often comes at the expense of protecting the accounts where we’ve already won business.

I don’t mean to cast aspersions; I was guilty of this when I was in the field. I’d take my eye off an account, and next thing I knew, a competitor would have a foothold.

AcuityAI would’ve made it easy for me to prevent this from happening. I would’ve told it, “List my accounts where procedure volume is growing but orders of our product are flat or declining. Rank them by the delta between change in procedure volume and change in order volume.” The output from AcuityAI would’ve been my North Star in terms of where I needed to go to prevent competitors from stealing my business.

Take advantage of the tool I wish I’d had in the field

I didn’t have the option of using AcuityAI. You do. This blog post barely scratches the surface of how you can use AcuityAI to hit your number and then some. Grab a demo now.