Healthtech · Medtech & Devices · 50–200 · Europe #b032_11

Context

We sell an implantable therapy for chronic back pain and are rapidly expanding a field sales and clinical support team across many territories.

Industry

Healthtech · Medtech & Devices

Size

50–200 employees

Region

Europe

Tools budget

$1K–5K per month

Needs

CRM & revenue operations. Our fast-growing field team tracks surgeon referrals and cases inconsistently, so pipeline forecasting is unreliable.

Today: regional field reps managing territory pipelines and forecasts without a dedicated ops function · Urgency: now

Training & enablement. New field reps and clinical specialists need to become credible with surgeons quickly, and onboarding is ad hoc.

Today: clinical specialists and a marketing manager onboarding new reps mostly through field shadowing · Urgency: this year

Claims & prior authorization. Getting implant procedures authorised by payers delays cases and frustrates referring physicians.

Today: payer coverage won insurer by insurer, with prior authorization handled case by case · Urgency: now

Who decides

head of operations · team trial

Expects from suppliers

Built for medical device field sales; Mobile-first for reps in hospitals; Quick onboarding of new territories

Not a fit

Retail or e-commerce focused CRMs; Tools needing a dedicated admin team

Stack

CRM in place, cloud: Azure-class hyperscaler

Buying triggers

rapid team growth, new market or product launch