The Medtech industry faces a paradox. While commercial teams invest in tools, data, and training, too often these assets remain underused or disconnected from daily operations.
- CRM underutilization is a widespread issue. Studies show that in many organizations, fewer than 30% of sales reps actively use the CRM beyond basic reporting — and even fewer use it to inform strategic decisions.
- Omnichannel engagement, while a priority on paper, is rarely implemented cohesively. Client touchpoints across marketing, sales, and service remain siloed, resulting in fragmented experiences and missed opportunities.
- Strategic account planning is inconsistently applied. Teams may have frameworks, but without integration into tools and daily workflows, these strategies fail to influence behavior in the field.
- Lack of actionable insights limits the ability of salespeople to tailor their approach. Even when data exists, it’s often trapped in back-end systems, not translated into practical guidance.
In a complex healthcare ecosystem — where purchasing is increasingly centralized and relationship management is critical — these challenges hinder growth and weaken differentiation.
Rethinking the Client Relationship
To succeed today, Medtech companies must move beyond reactive selling and embrace structured, insight-driven client engagement. A strong client strategy helps you identify the right clients, understand their priorities, and align your teams around delivering unique, long-term value.
It’s not just about more data — it’s about smarter actions. When every client interaction is intentional and informed, trust grows, deals close faster, and relationships last longer.
Empowering Sales Through Embedded Strategy
Client strategy can’t live in slide decks. It needs to be embedded in the tools and processes sales teams already use — especially the CRM.
At e-novate, we help Medtech organizations make their CRM invisible and indispensable. Sales teams don’t even realize they’re “using” a system — they’re simply getting better insights, better structure, and better results.
We design CRM experiences that:
- Provide real-time account intelligence.
- Guide sales reps with relevant next steps.
- Automate planning and documentation.
- Surface strategic priorities inside their workflow.
When strategy is built around what helps reps succeed, adoption follows naturally.
What We Deliver
Our team works across the full client strategy lifecycle:
- Client segmentation based on commercial potential and behavior.
- Account planning frameworks tailored to your sales process.
- Stakeholder mapping tools to reflect buying dynamics in healthcare institutions.
- CRM design & integration based on Salesforce, made for usability.
- Feedback loops to track strategy effectiveness and iterate continuously.
Why It Matters
With a cohesive client strategy, you create a unified view of your customers, align your teams, and boost performance:
- Win more by targeting the right accounts with the right message.
- Retain more through consistent, high-value engagement.
- Grow more by equipping reps to act on insight, not instinct.
You unlock the true value of your CRM and turn sales planning into a growth engine — not an admin burden.
The right client strategy doesn’t just inform — it transforms.
Let’s explore how we can help you bring strategy to life inside your commercial organization.
Book a conversation with e-novate today — and see how your CRM can finally become the sales tool your team wants to use.