Increasing the Adoption of a Structural-Heart Therapy
Problem
  • Under-diagnosis and under-treatment of severe symptomatic aortic stenosis
  • Access to therapy is being limited by deficiencies in structural and process parameters in the patient care pathway
  • Client has nearly 300 hospital sites providing the therapy and wanted to develop both national level strategic initiatives, and site level tactical actions, to increase access to therapy
Solution
  • Orbees teams visited 40 hospital sites across the country and interviewed key stakeholders and conducted an in-depth analysis to understand the patient care processes, structural issues, and other barriers to access to therapy
  • In all, interviewed around 900 stakeholders - 400 referring physicians, 200 operating physicians, 125 clinical staff, 125 hospital marketing team staff, and 50 CxO level hospital administrators
  • Developed and provided tools, templates, and best-practices to hospital sites and client sales-teams to improve clinic processes, outreach to referring doctors and overall marketing efforts
  • Developed a comprehensive site-specific report with actionable recommendations to optimize therapy access. Presented each site specific report to key hospital stakeholders and client sales team at a workshop style meeting during which an actionable strategy was agreed upon
  • Developed a business plan for the client sales team for each site following workshop
  • Developed national level insights and actions for the client to develop and implement
  • Conducted a broad-based national level market segmentation for the therapy based on above analysis
Outcome
  • Hospital specific actionable recommendations and strategic plans were enthusiastically received for adoption by all 40 sites and key stakeholders - hospital teams and client sales teams
  • The patient-tracker tool developed by Orbees was implemented by nearly 90% of the hospital sites
  • Client sales teams have indicated actions as implementable at all of their accounts
  • National insights developed by Orbees were continuously absorbed and acted on by the client corporate sales leadership – with observable immediate positive outcomes
  • Project is expected to impact with a 2X increase in procedural volume at therapy sites. Broad-based implementation of recommended strategies and tactics expected at all existing and new sites
  • In discussion for the next phase of the project

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Due Diligence for Acquisition of a Robotic Pharmacy Automation Business
Problem
  • Conduct a third party due diligence of target company's robotic pharmacy automation business so as to finalize decision on strategic acquisition of the target company
  • Client wanted recommendations on brand repositioning of target company's robots and segment-wise market outreach activities to increase brand awareness and penetration in each pharmacy segments
Solution
  • Conducted secondary research and primary research (60 in-depth interviews and 120 online surveys with key stakeholders- pharmacy directors, hospital pharmacists and retail pharmacists in Germany, France, UK, and China) to:
    • Perform clinical and market intelligence to identify stakeholder perceptions on various parameters and better understand market needs and expectations
    • Develop understanding of country specific market insights on company's current perception and footprint in different segments
  • Performed SWOT analysis of the target company and key competitors to compare the key strengths and weakness
  • Developed market model with scenario analysis to identify top segments for penetration, opportunities for improved penetration, and future trends of adoption
  • Developed country specific strategic and tactical recommendations for greater market penetration and improving brand positioning of target company's robots in each segment
Outcome
  • Orbees provided current market standing and identified strategic goals for future across different segments for the target company's automation systems
  • Enabled client's due diligence team in finalizing the decision on acquisition of target company

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Peripheral Artery Disease (PAD) Market Assessment and Developing Market Penetration Strategy in Key Emerging Markets
Problem
  • Client has a diverse product portfolio for PAD treatment but its market share in emerging markets is lower than that in developed markets
  • Client wanted to get an in-depth understanding of market dynamics of select emerging markets – China, India, Brazil, Russia, Turkey, and Mexico
  • Client also wanted recommendations and strategies regarding how to most effectively grow its business in these markets
Solution
  • Conducted secondary research and primary research (interviewed 180+ stakeholders in each of the select emerging markets) to:
    • Develop a detailed patient care pathway to highlight barriers, unmet needs, and white space opportunities along the care continuum
    • Develop clinical and market intelligence to identify stakeholder perceptions on various parameters and better understand market needs and expectations
  • Developed comprehensive market models and identified the segments to focus
  • Developed country specific strategic and tactical recommendations for greater market penetration across various segments and overall market development
  • Detailed investment analysis for each country to estimate the investment required and the ROI for the market penetration and market development actions Orbees recommended
  • Developed an executive summary to highlight overall untapped potential of PAD market and actions required by leadership team to grow their business
Outcome
  • Enabled client to understand investment opportunities in emerging markets and direct resources into high potential areas
  • Enabled local sales team to take needle moving actions and achieve increased market penetration immediately
  • Provided solutions for developing the overall PAD market in each of the countries in the long term

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Market Development and Commercialization Strategy for Acute Ischemic Stroke (AIS) Treatment in Key Asian Markets
Problem
  • Though the market potential for the usage of mechanical thrombectomy (MT) for AIS is very high, the market is significantly under-developed in Asian markets
  • Client, with majority of the market share, wanted to perform a deep dive into the key Asian markets (China, Korea, India, Hong Kong, Taiwan, Thailand, and Vietnam) to validate the market potential, and craft a market development strategy to increase the serviceable market
Solution
  • Conducted secondary research and primary research (interviewed 130+ stakeholders including interventional neuroradiologists, interventional radiologists, neurosurgeons and neurologists ) in each of the emerging markets to:
    • Develop the potential and addressable patient pool for MT
    • Develop a comprehensive patient care pathway highlighting patients lost, time-delays, unmet needs, barriers etc.; also analyzed reimbursement, infrastructure and neuro-interventional landscape for each of the geographies
    • Identify key barriers and market opportunities for the growth of MT
  • Developed country specific report with market development and commercialization strategy; prioritized the activities with a detailed roll-out plan
Outcome
  • Enabled the client team to gain in-depth understanding of the market dynamics and what specific activities need to be taken to develop the market in each of the geographies
  • The summary report was presented by the client team to the CEO and executive committee highlighting the untapped potential and received funding for implementing the activities

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Market Penetration Strategy for Targeted Temperature Management (TTM) Across U.S., EU and Emerging Markets
Problem
  • Client is one of the market leaders in the TTM technology space, but the market is underpenetrated in spite of good clinical evidence in various acute indications
  • Client wanted recommendations and strategies for market penetration to accelerate its growth globally
Solution
  • Conducted the research in two phases:
    • Phase I : Clinical research and the U.S. market research with 100 interviews
    • Phase II : 16 OUS countries (Europe, LATAM, Asia and Middle East) market research with primary and secondary research
  • Conducted literature review of the TTM space – clinical and economics focused - to provide in-depth understanding of clinical and market dynamics of TTM space and the potential opportunity in various indications
  • Developed country specific activities for greater market penetration and development
  • Developed comprehensive global market model with segmentation based on hospital type, physician type and technology, and identified growth and penetration opportunities across various segments
  • Developed web based market model tool for the leadership team and the country managers that provide easy and real time access to market models and forecasts
  • Developed an executive summary to highlight overall untapped potential of TTM market and actions required by leadership team and the respective country managers to grow the TTM business
Outcome
  • Enabled the leadership team to understand the dynamics of each of the 17 markets and take educated decisions
  • Enabled marketing team to develop a 3 year strat-plan for aggressive growth of the division
  • Enabled to reposition the technology based on the high-value target segments
  • The market models and the country specific reports helped the sales team take actionable steps and achieve increased market penetration immediately
  • In discussions for Phase III with focus on more countries

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Due Diligence for the Acquisition of an Electronic Infection Control Surveillance System
Problem
  • Understand current usage and market opportunity for infection control surveillance systems (ICSS) in the US hospitals
  • Understand awareness levels and attitude towards ICSS in general, and target company's product in particular, across the US and OUS (China, Brazil, Germany, France and Benelux) markets
Solution
  • Conducted market research with 45 in-depth interviews in the US and OUS markets involving key stakeholders - Infection Control Directors, IT directors and Outcomes Managers to understand current usage trends and brand awareness levels
  • Developed understanding of current usage and awareness levels, growth prospects, market players and their offerings
  • Developed understanding of key software capabilities necessary for high adoption
  • Identified and prioritized key target hospital segments across US and OUS markets
Outcome
  • Orbees identified a mismatch between necessary product capabilities and target company's product roadmap
  • Client decided against the acquisition based on Orbees recommendations

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Opportunities Across the lung Oncology Care Continuum
Problem
  • Client wanted to understand the investment opportunities to expand its portfolio in the lung oncology space
  • Understand the lung oncology care continuum and determine the evolution of the current care continuum from screening to treatment
  • Develop market models to understand market potential and identify suitable targets for acquisitions, partnerships, or licensing
Solution
  • Conducted secondary research to understand the disease and clinical intelligence and identify the current care continuum
  • Interviewed 40+ KOLs to understand the management of patients, optimal care pathway, validate the entire care continuum, and identify the stakeholders perception of new technologies and market opportunity
  • Developed optimal care pathway for different segments covering the current and future care continuum to identify the barriers/drivers, market trends, opportunities and evolution by each segment
  • Forecasted revenues of various procedures by developing market model for U.S. EU5 and China markets to identify potential diagnostic and therapeutic procedures of the care continuum
  • Competitive landscape and benchmarking of about 25 technologies and 100 companies to evaluate the targets and best strategic fit to the client
  • Developed an executive summary with recommendations and insights and presented to the management team that was spearheading this initiative in the company
Outcome
  • Enabled the client to gain in-depth understanding of the care continuum covering all segments
  • Enabled the client to identify areas of growth opportunities with required level of actionability
  • Helped the client develop investment strategy and prioritize their investments
  • Assessment also enabled strategic partnerships between client and other companies

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Evaluation of Spinal Cord Stimulation (SCS) and Deep Brain Stimulation (DBS) Spaces
Problem
  • Understand the global landscape of SCS and DBS technologies and explore the possibility of indication expansion of these technologies into other disease spaces
  • Client wanted a qualitative assessment of the market to better understand the current and future stimulation landscape
Solution
  • Conducted in-depth interviews of 100+ physicians (including neurosurgeons, neurologists, pain specialists) in the U.S. and OUS to identify the various indications of these spaces and their applicability
  • Performed a secondary research to:
    • Conduct a literature review of the SCS and DBS technologies to identify the applicable disease spaces
    • Evaluate the DBS and SCS technologies for identifying other conditions that can be included in the indication expansion
    • Map the potential areas based on applicability of neuro modulation technologies, growth and stakeholders preferences
    • Evaluate current and potential market segments, and market opportunities involved in DBS and SCS spaces
  • Developed an executive summary to highlight the key market trends, current and future landscape and understand dynamics of the overall DBS and SCS market
Outcome
  • Enabled the client to identify the potential technologies of DBS and SCS spaces and gain deep understanding of the potential applicability in various conditions
  • Facilitated the client to understand market trends, stakeholder preferences and investment patterns of venture capitalists/companies to assist in evaluating the opportunities

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Business Case for Entering the Medical Device Reprocessing Market
Problem
  • Client has significant revenue loss from reprocessing of their medical device products by third party reprocessing companies
  • Wanted to understand and analyze the overall reprocessing market and to identify opportunities and suitable strategies to enter into reprocessing market
Solution
  • Conducted extensive secondary research to:
    • Identify the reprocessing process from the customer and manufacturing perspectives and segment to understand the development and future of the reprocessing industry
    • Develop a competitive landscape of the reprocessing market and its segments Identify areas where client can innovate and/or improve to gain competitive edge
  • Developed a comprehensive market opportunity analysis through various potential future scenarios for the overall reprocessing market and market equilibrium
  • Evaluated the market entry strategy by SWOT analysis of markets and benchmarking of major markets through relevant parameters Developed an executive summary with business case for each market entry pathway
Outcome
  • Enabled client to develop a business case for market entry with clear definition of the pathway outlining the benefits, risks and costs
  • Assisted the client to give a successful presentation on the business opportunity and market entry strategy to the CEO leadership team
  • In conversation with client for the next phase in developing a pilot-program and detailed business case for the market entry

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Due Diligence for the Acquisition of a Healthcare Business Intelligence (BI) Software Vendor
Problem
  • Client wanted to strengthen their product offering in the booming healthcare analytics space via in-house development or acquisitions
  • Client wanted to understand the current ecosystem of healthcare analytics vendors
Solution
  • Interviewed 50 key stakeholders including C-suite executives, IT Directors, BI Directors, department directors, KOLs, BI architects and developers across US hospitals to understand business and technology elements across the ecosystem
  • Developed understanding of the market dynamics - key business challenges driving the usage and adoption of BI software across hospitals
  • Conducted analysis of key software attributes, distribution channels, and pricing models that are necessary for success
  • Identified top acquisition and partnership targets based on product comprehensiveness, current footprint, growth and possible synergies
Outcome
  • Client developed market entry strategy with the knowledge of key market sub-segments that offer high market opportunity and low barriers of entry
  • Client acquired a niche healthcare specific analytics vendor and partnered with a systems level mega-vendor based on Orbees recommendations

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Evaluation of Unmet Needs in the Gastrointestinal Space
Problem
  • The client wanted to develop comprehensive disease intelligence of the Gastrointestinal (GI) space with extensive focus on lower GI cancer and identify key opportunities based on existing unmet needs for an innovative device based solution
Solution
  • Conducted exhaustive literature review of the GI space and prepared a comprehensive list of diseases associated with the GI tract
  • Performed deep dive analysis of each GI space with special focus on lower GI cancer with:
    • Classification of cancer based on its site of origin in the GI track (upper vs. lower)
    • Understanding the etiology, pathophysiology, etc.
    • Understanding the diagnosis pathways and current treatment paradigms
    • Identifying unmet needs in the diagnosis and treatment pathways of each space
  • Developed a comprehensive landscape of disease and clinical intelligence of GI space
  • Developed a framework to rank order the opportunities based on level of unmet needs, market opportunity, strategic fit for the client, etc. to highlight the opportunities in the GI space
  • Recommended top two disease-related opportunities with critical unmet needs for upper and lower GI cancers
Outcome
  • Enabled the leadership team to develop a detailed understanding of the GI disease space and take informed decisions.
  • Enabled the leadership team to identify the top targets to enter the into the GI space.

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Evaluation of IONM Systems and Market Landscape Analysis in the U.S., EU-5 and Australia
Problem
  • Client wanted to understand the perception of Intra operative Neuro monitoring (IONM) systems among key stakeholders(physicians, hospital administrators, payers)
  • Evaluate the overall IONM space and identify opportunities for strategic partnership complementing their product portfolio
Solution
  • Conducted exhaustive secondary research and:
    • Identified the types of IONM systems and their service models, reimbursement scenario to understand the overall market structure and dynamics
    • Assessed the market of the US, EU-5 and AUS geographies to identify key market trends, understand perceptions and preferences of systems and their service models, identify drivers/barriers and stakeholders involved in purchase based decisions
    • Developed global IONM landscape analysis to evaluate the targets by geography
  • Conducted 100+ interviews of physicians, hospital administrators and payers to understand the types of IONM systems, preferred service models, reimbursement scenario, purchasing behavior and identify the market potential, trends, drivers and barriers
  • Developed a framework for each country to highlight the country specific trends, insights and suggested actions items to take necessary actions
  • Developed a SWOT analysis of the targets and competitors to identify the business opportunities for partnership/acquisition
Outcome
  • Enabled the client to make informed decisions for entering the IONM market for each geography and gain in-depth understanding of the market in US, EU-5 and AUS region
  • Client was able to develop specific strategy for each geography using the deep insights developed into the market segments, preferred services models, purchasing behavior and reimbursement
  • Client identified suitable partnering/acquisition targets in the IONM space

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Clinical and Market Intelligence on Shoulder Pain Pathology Market
Problem
  • Client wanted to develop a better understanding of various shoulder pain pathologies with an extensive focus on epidemiology, diagnosis, treatment options and effectiveness, and key stakeholders involved in various geographies
  • Wanted to evaluate the targeted therapy for shoulder pain market
Solution
  • Conducted exhaustive secondary research and primary research (In-depth interviews with 20 orthopedic surgeons from U.S. and EU-5) to develop detailed understanding of the market
  • Disease intelligence on shoulder pain pathology
  • Developed a framework to understand the shoulder pain pathology disease continuum
  • Developed a comprehensive report based on VOC with a detailed understanding of:
    • Treatment modalities
    • Criteria for choice of therapies
    • Opinions regarding future therapies
    • Company and product preference
  • High-level market opportunity assessment and understanding of market perception of the targeted therapy for shoulder pain treatment
  • Developed executive summary and a detailed report with key insights and recommendations about the overall shoulder pain pathology market in general and the targeted therapy in particular
Outcome
  • Enabled leadership team got an overview of the disease continuum and gaps in current treatment of shoulder pain pathologies
  • Enabled leadership team to understand investment opportunities available in the space and take educated business decisions about the targeted therapy

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Evaluation of Market Opportunity for Automated Dispensing Cabinets in China
Problem
  • Client wanted to develop understanding of the bottlenecks in the current market approach that is leading to low penetration and uptake of Automated dispensing cabinets (ADCs) among stakeholders
  • Wanted to formulate a better marketing strategy for its ADC and improve sales and revenues through the product line
Solution
  • Conducted secondary research and primary research to:
    • Understand and evaluate the current market trends, adoption among key stakeholders about dispensing cabinet technologies with more emphasis on client's product
    • Perform market intelligence to identify stakeholder perceptions on various parameters and better understand market needs and expectations in general and w.r.t client's product
  • Performed competitive landscape analysis of client's product and major competitors
  • Evaluated market opportunity for client's product and identified key market segments to improve market penetration
  • Evaluated client's product features and rank order them based on VOC
  • Developed executive summary and a detailed report with emphasis on identifying market segments and formulation of a marketing strategy for improved sales of client's product
Outcome
  • Enabled client strategy team to understand bottlenecks in the current positioning of client's product and suggested de-bottlenecking solutions to improve its sales and reach to customers
  • Helped the client strategy team in formulating short term as well as long term marketing strategy with tangible goals identified along the timelines
  • Helped the client in realizing the true potential of its product with increase in its sales and revenue post implementation of Orbees recommendations

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Technology and Interoperability Strategy for a Major Neuro-Critical Care Player
Problem
  • Client is a major neuro-critical care player; wanted to revamp their outdated bedside monitor offerings
  • Lack of understanding of key functionality and communication capabilities necessitated by increasing electronic medical record (EMR) adoption across US hospitals
  • Need to achieve regulatory compliance and enhance product offering to cope with changing regulatory and technology landscape across medical device and EMR space
Solution
  • Conducted a landscape analysis of EMR market across US and major EU-5 markets for identifying major market players, their penetration, and expected growth trends
  • Interviewed 50 stakeholders - middleware vendors, interoperability opinion leaders, hospital IT directors, physicians, and nurses to understand current connectivity trends
  • Evaluated 15 middleware and connectivity solutions - provided a comprehensive picture of various EMR connectivity solutions, their market acceptance, penetration, growth and cost effectiveness
  • Developed a technology evaluation framework for evaluating middleware vendors
  • Developed a profile of an ideal bedside monitor detailing key features and communication capabilities
Outcome
  • Assisted client to develop a neuro-critical care monitor that has built-in interoperability and information exchange standards mandated by HIMSS and leading healthcare IT standards
  • Enabled the client to chose the most appropriate connectivity solution for their neuro-critical care monitor
  • Client entered into a strategic partnership with major middleware vendor (suggested by Orbees) to stay up-to-date on interoperability mandates, and leverage well developed connectivity platforms

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Enabling a Medical Device Component Manufacturing Firm to Expand into Device Development
Problem
  • A leading innovation-based company in the medical device component manufacturing market wanted to diverse its offering by entering into device development and commercialization space
  • Wanted to identify attractive market segments synergistic to their in-house competencies
Solution
Executed in two phases:
Phase I
  • Completed nearly 20 high level projects in several diseases covering CV, Neuro, GI and other clinical areas over a two-year period to identify the right targets
  • Performed secondary research and primary research with 300+ KOLs from various specialties (Interventional Cardiologists, Neurologists, Intensivists, Gastroenterologists, etc.) to understand the unmet needs and scope of innovative technology based solutions in these disease areas
  • Developed a framework for comparative assessment of the identified opportunities and recommended the top three opportunities for entering the medical device space
Phase II
  • Performed deep-dive analysis of the top three opportunities with:
    • Market research to understand the physician perspective of their pain points and ideal technology solutions;
    • Market models to perform market sizing and understand the actual opportunity
    • Competitive assessment to identify the right targets for M&A within these top opportunities
  • Developed go-to-market and commercialization strategies for these selected targets
Outcome
  • Enabled the leadership team to better understand the medical device market space
  • Enabled the leadership team to develop a blue-print to enter the medical device space
  • The client company has currently invested in developing two device based therapies – one in neuro and the second in CV

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Market Development Strategy for MT Based Treatment of Acute Ischemic Stroke (AIS) in EU and LATAM
Problem
  • Client is a global market leader in the AIS and neurovascular space. Although the market potential for the usage of mechanical thrombectomy (MT) for AIS is very high, the market penetration is significantly low
  • To maintain leadership in this field, the client wanted recommendations and strategies for market development to grow the market opportunity for treating AIS using MT and accelerate it's growth
Solution
  • Conducted secondary research and primary research (interviewed 130+ stakeholders including interventional neuroradiologists, interventional radiologists, neurosurgeons and neurologists ) in 15 regions (across Europe and LATAM) to:
    • Develop an understanding of the patient drop-off and reasons for time delays across the patient care pathway, current stroke networks, national guidelines, hospital protocols, etc.
    • Identify key barriers for the growth of MT
  • Developed country specific strategic and tactical recommendations for greater market development and penetration
  • Developed an executive summary to highlight overall untapped potential of MT market and actions required by leadership team and regional management to grow their business
Outcome
  • The leadership team realized the huge potential of MT and the steps that should be taken to improve the therapy awareness among various stakeholders, access to therapy, and processes within the hospitals
  • Enabled the leadership team to understand the dynamics of each of the 15 markets and take educated decisions
  • Findings were presented to the CEO and resulted in approval of funding for the various market development activities proposed by Orbees Medical in different regions

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Evaluation of the Client's Neuro Modulation Technology for Various Pain Conditions
Problem
  • One of the market leaders in the neuro modulation technology space wanted to develop a comprehensive understanding of various pain segments and evaluate the feasibility of their existing neuro modulation technology and assess the market opportunity of the potential pain segments
Solution
  • Conducted deep-dive analysis of 26 pain segments to:
    • Understand the clinical aspects such as etiology, patho physiology, patient care pathways etc. and develop a comprehensive landscape of the pain segments to provide in-depth clinical understanding of the space
    • Evaluate the market dynamics and estimate the market opportunity for client's technology in managing the pain segments vis-à-vis current and upcoming neuro modulation technologies
  • Developed a framework for prioritization of the pain segments based on market attractiveness and the extent of applicability of the client's technology
  • Identified target focus segments for the client's neuro modulation technologies
Outcome
  • Enabled the client to develop an understanding of the pain segments and take educated decisions
  • Enabled the client to identify the target focus segments and understand the market opportunity associated with these segments

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Opportunity Evaluation for Endoscopic Lung Volume Reduction (ELVR) for Emphysema Treatment
Problem
  • A top-5 med tech company wanted to invest into a promising device based therapy for emphysema. They wanted to develop an in-depth understanding of the disease and clinical aspects of emphysema, and the promise of ELVR for its treatment
  • Wanted recommendations on whether to enter the market, and if so what are target devices and what should be the market entry strategy
Solution
  • Conducted a literature review of all the clinical trials, observational studies, feasibility studies, longitudinal studies, and other studies using published and client shared data for the device based treatment of emphysema to develop an in-depth disease and clinical intelligence on emphysema
  • Conducted in-depth interviews and online surveys with more than 100 KOLs (including interventional pulmonologists and bronchoscopists) in the U.S. and Europe to gauge feasibility of therapy, market dynamics, realizable market opportunity, device perception, reimbursement scenario, device approvals, etc.
  • Developed comprehensive forecasting models for US and EU5 to provide an understanding of the overall market opportunity and identify growth opportunities across various physician segments
  • Developed an executive summary to highlight overall opportunity and provided recommendations
Outcome
  • Enabled the client to develop an understanding of the pain segments and take educated decisions
  • Enabled the client to identify the target focus segments and understand the market opportunity associated with these segments

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Market Evaluation and Market Penetration Strategy for Arrhythmia Device Therapy in India
Problem
  • Client wanted to understand the patient care continuum for arrhythmia management, evaluate the India market for the EP device, and analyze the causes for the underdeveloped market
  • Client wanted to identify opportunities and pathways to grow its business in the India market
Solution
  • Conducted secondary research and primary research (interviewed 50 performing physicians from Tier-1 & Tier-2 cities in India) to:
    • Develop market intelligence, understand physicians perceptions and key drivers/barriers for cardiac arrhythmia treatment
    • Understand the current care continuum; SWOT analysis of market players involved in the arrhythmia space
  • Estimated the procedure volumes, trends, overall market size, and market share of competitors involved in cardiac arrhythmia space
  • Developed a segmentation framework based on market dynamics to identify potential centers and key physicians that can be targeted by client's therapy
  • Developed country specific activities based on the activities scorecard for client's therapy for greater market penetration and development
  • Developed a country report highlighting factors hindering market growth and recommendations for increasing market penetration
Outcome
  • Enabled the client to better understand the key market related metrics for arrhythmia treatment
  • The client strategy team was able to take needle-moving actions for increased and immediate market penetration
  • The client sales team identified the right target segments for focusing their activities

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Market Opportunity Assessment and Market Entry Strategy for a Cardiovascular Device Therapy in India
Problem
  • Client wanted to assess the market opportunity for an in-house CV device for Congestive Heart Failure (CHF) treatment in the Indian market
  • Client wanted to get an in-depth understanding of the market landscape and dynamics of the CHF space
  • Client wanted to understand the different entry channels and strategies to effectively tap the true market potential of their therapy
Solution
  • Conducted secondary research and primary research (interviewed 20+ performing physicians from Tier-1 cities in India) to:
  • Developed clinical and market intelligence for the CHF space to better understand market needs and role of the client's therapy in CHF treatment paradigm
  • Identifed key patient segments for client's therapy, key stakeholders involved in decision making for CHF treatment, drivers and barriers influencing client's therapy
  • Developed treatment pathways for in-depth understanding of existing regulatory, reimbursement and distribution systems, and suggested effective means to navigate the hurdles faced for market entry
  • Developed a framework with key insights and strategic recommendations for market entry and identified key parameters that enable to effectively tap into the potential CHF market
  • Developed a country specific report to highlight the overall market opportunity of CHF space and recommended actions for market entry
Outcome
  • Enabled client to understand the current market opportunity and market scenario of CHF space in India
  • Enabled client leadership team to formulate an effective market entry strategy for their therapy
  • Provided insights which shaped the client's long-term growth strategy for India market

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Cerebral Aneurysms Market Assessment and Market Penetration Strategy for China and India
Problem
  • Client is a market leader in neurovascular space especially in the treatment of cerebral aneurysms, but their market penetration in India and China is low
  • Client wanted to gain an in-depth understanding of the market to understand the dynamics in both markets
  • Client wanted to identify immediately actionable market penetration strategies
Solution
  • Orbees conducted secondary research and primary research (interviewed 40+ stakeholders in the select emerging markets) to:
    • Develop clinical and market intelligence to identify current treatment practices w.r.t. surgical clipping and endovascular coiling, stakeholder perceptions, and understand market needs and expectations
    • Analyze reimbursement, infrastructure and neuro-interventional landscape for each market
    • Identify key drivers, barriers, unmet needs, and white space opportunities along the treatment continuum
    • Identify key stakeholders and hospitals segments to target in each market
  • Developed comprehensive market models with segmentation based on care continuum, hospital type, physician type, and identified limiting factors, growth and penetration opportunities across various segments and revenue potential in the two markets
  • Developed country specific strategic and tactical recommendations for greater market penetration across various segments and overall market development
Outcome
  • Enabled client to gain an in-depth overall understanding of the market and its dynamics in both the emerging markets
  • Client prioritized and targeted their investments for immediate growth
  • The strategy group designed the near term growth plan for the Indian market with Orbees help

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Evaluation of intervention based technologies for treatment of HTN and identifying other relevant market opportunities for these technologies
Problem
  • Understand the landscape of HTN and of interventional based technologies for treatment of HTN
  • Assess the WW global market opportunity of Renal Denervation (RDN) for resistant HTN and evaluate impact of sensitive parameters on market opportunity across US, EU-5, China, and other emerging markets
  • Develop market entry and development strategy of the RDN technology in SE Asian markets
  • Identify additional opportunities outside of HTN for RDN
Solution

Multi-year engagement project with five different phases has been successfully completed through extensive secondary and primary research (interviewed 220+ stakeholders including performing physicians such as Interventional cardiologists, Interventional Radiologists and referring physicians such as Cardiologists, Nephrologists, Endocrinologists, General physicians across the globe) -

  • Developed a framework and conducted literature review to identify current/upcoming intervention based technologies for HTN and compare them using relevant clinical parameters to understand role of renal nerves in controlling resistant HTN, anatomy and physiology of renal nerves, technological details of available technologies and assessment of other ablation technologies based on clinical evidence of indications such as pain, tumors etc
  • Conducted deep-dive analysis of the RDN to understand the mechanism of action and performed SWOT on different types of technologies to identify the potential technologies
  • Developed a 10-yr forecast model of the potential technologies for resistive hypertension (RHTN) to evaluate the global market opportunity and analyze various scenarios worldwide
  • Developed market model to evaluate realizable volumes and identify limiting factors in realizing the true market opportunity and a market entry and development strategy of RDN in the South Asian geographies
  • Developed a comprehensive report highlighting the market opportunities of these technologies outside of HTN space by:
    • Identification of the feasible indications through literature studies and available clinical evidence
    • Understanding the market for each of indications by key trends, growth potential and stakeholders choice
    • Assessment of the opportunity by each indication and estimate the market worldwide
Outcome
  • Enabled the client to identify the target technologies and validate the global market opportunity
  • Facilitated the client leadership to acquire the target technologies of RDN
  • Enabled them to enter the market by providing the commercialization strategy and helped them build the market development strategy in SE Asian markets
  • Assisted them to identify the market opportunities for the target technologies

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Data Analytics for Development of Medical Education Effectiveness Metrics
Problem
  • Client is one of the market leader in orthopedic space
  • Client wanted to gain an in-depth understanding of the effectiveness of their education programs to convert, retain and train surgeons to perform more procedures and grow their market
  • Client wanted to develop a metrics which can be used to assess and track the programs and develop strategies accordingly
Solution
  • Orbees first collected the data from the clients, cleaned it and developed a database for further analysis
  • Orbees further conducted data analytics to:
    • Assess the impact of the programs on the volume of procedures by surgeons and hence the revenues generated
    • Identify trends and patterns based on impact and conversion and retention rates of various events on different type of surgeons
  • Orbees performed scenario analysis and predictive analysis to identify the optimal event with high returns
  • Orbees provided recommendations for optimal event-surgeon combination and provide actionable steps to maximize the impact of the medical education events
Outcome
  • Enabled client to gain an in-depth understanding of the impact of programs on the revenues
  • Client prioritized and targeted their programs to maximize their ROI

Get in touch with us for more information

Get in touch with us for more information

Orbees Medical developed sales training content and a web-based training program, hosted on their technology platform. This was the first time we had found a vendor that could do everything within one roof. They saved us the time and effort to coordinate with three different vendors, and saved us a bundle. The final cost was much lower than the cumulative spend for similar projects in the past. Orbees is very quick and economical!
- VP of Marketing / a medical device company with focus on cardiovascular