Strengthening global market position in healthcare technology

The challenge: 

Our customer, a leading global healthcare technology company, was faced with a strong competition in its key markets and had difficulty in continuously scanning the global industry environment. Detecting new competitors entering the market or tracking global competitors’ new product development was proving to be a substantial challenge and risky for their market strategy. 

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The solution:

After implementing Valona’s AI-driven Competitive and Market Intelligence (CMI) solution, the customer could consistently and effectively monitor market dynamics. 

By automating the horizon scanning process, the team eliminated the strain of manual tracking and received accurate, real-time intelligence about competitors’ activities. Valona helped the company catch crucial early signals about new product development from the competition, allowing the client to keep a step ahead. 

They quickly initiated a competitive battlecard and a sales training program. With these robust counterarguments, their salesforce was well-equipped to defend their market position against emerging competition. 

The company expedited the development and implementation of a competitor battlecard and sales training program. As a result, the salesforce had powerful counterarguments readied enabling them to defend the company’s positioning effectively against existing and emerging competitors.

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The impact:

The strategic response, facilitated by Valona’s insights, had a significant impact. It prevented what could have been a 5% loss in market share, securing the company’s position in the highly competitive healthcare technology market. 

In summary, Valona’s platform transformed the customer’s ability to anticipate competitor threats, be one step ahead of the competition and make informed strategic decisions in the long-term.